Channel Partner Manager

CAI World-Wide • Pittsburgh, PA

1d

About The Position

About CAI CAI Software builds digital work execution platforms and software solutions that help manufacturing businesses operate with greater clarity and control. Our people bring structure to complexity by replacing fragmented, paper-based processes with connected digital workflows that improve visibility, compliance, and decision-making in real industrial environments. With 45+ years of experience and a presence across 10+ countries, CAI combines deep industry understanding with practical technology. Our team consists of ~800 employees worldwide who work across 15 core industries and support 5,000+ customers, guided by sound judgment, long-term thinking, and outcomes that endure. CAI Business Units and the Markets We Serve CAI Software is organized into three business units - Graphic Communications, Process Manufacturing, and Discrete Manufacturing – aligned to the markets we serve. This structure allows our teams to stay close to customer needs while operating with the scale and support of a global software company. This role is part of our Graphic Communications business unit, which serves the global print and packaging industry with ERP and production software designed for commercial printers, packaging manufacturers, promotional and transactional print providers, sign and display manufacturers, and in-plant print operations. Our solutions help customers manage complex production environments, improve operational visibility, and deliver high-quality products efficiently and profitably. What You’ll Do Develop and drive relationship management and engagement with CAI's Software Partners within the Eastern US seaboard. Working with the Global Channel Director on Partner commercials/profitability and contract negotiation Partner retention and portfolio growth Expanding partnerships into new territories and delivering a pipeline of new business through existing and new partners Working with Channel Marketing to develop marketing and training materials/assets to support partner sales You will work closely with new partners to ensure a smooth, prompt onboarding experience. Working with the Technical Sales Specialist(s) to deliver exciting and fun sales training sessions to forge strong relationships with partners and their sales team to aid generate new pipeline creation. As Channel Partner Manager, you will have these main objectives: Achieve (and ideally exceed) Quarterly and Annual targets and objectives Build strong working relationships with partners and position eProductivity Software as a leader in the print industry Develop and grow partnership portfolio, effectively managing expansion into new territories, identifying cross-sell and upsell opportunities and ensuring no regrettable attrition. Drive and manage the pipeline of new business, working closely with partners and their sales teams to ensure growth and success Capture partner leads effectively and give real-time visibility to the business in our CRM platform. Working as a team and involving colleagues for creating the right expectations and delivering on those expectations.

Requirements

• Entrepreneurial, commercially smart & growth minded
• Have a desire to help partners succeed with their customers and prospects and able to relay that with strategies and tactics that can be adopted by our partners
• Confident, diligent with great interpersonal skills
• A highly dynamic and motivated professional with excellent presentation, communications and interpersonal skills; Fluent in English, German and French
• Capable of leveraging relations and (y)our knowledge of the partners
• Passionate about partnerships with at least 5 year’s experience in managing a partner network and partner business development.
• Persistent & driven to create wins for everyone
• Highly analytical, confident in drawing insights & presenting data to teams
• Self-starting and thrive on ownership & leadership

Nice To Haves

• Candidates with additional language skills, ideally Dutch and Spanish
• Candidates with Graphic Arts / printing industry experience
• Candidates with a BA or MBA

Responsibilities

• Develop and drive relationship management and engagement with CAI's Software Partners within the Eastern US seaboard.
• Working with the Global Channel Director on Partner commercials/profitability and contract negotiation
• Partner retention and portfolio growth
• Expanding partnerships into new territories and delivering a pipeline of new business through existing and new partners
• Working with Channel Marketing to develop marketing and training materials/assets to support partner sales
• You will work closely with new partners to ensure a smooth, prompt onboarding experience.
• Working with the Technical Sales Specialist(s) to deliver exciting and fun sales training sessions to forge strong relationships with partners and their sales team to aid generate new pipeline creation.
• Achieve (and ideally exceed) Quarterly and Annual targets and objectives
• Build strong working relationships with partners and position eProductivity Software as a leader in the print industry
• Develop and grow partnership portfolio, effectively managing expansion into new territories, identifying cross-sell and upsell opportunities and ensuring no regrettable attrition.
• Drive and manage the pipeline of new business, working closely with partners and their sales teams to ensure growth and success
• Capture partner leads effectively and give real-time visibility to the business in our CRM platform.
• Working as a team and involving colleagues for creating the right expectations and delivering on those expectations.

Benefits

• You’ll have the opportunity to drive some of the most critical transformation initiatives in our company’s history.
• This is a highly visible role working directly with senior leadership to shape the future operating model of CAI.
• You’ll bring clarity, discipline, and execution focus to complex cross-functional programs while gaining exposure across every function of the business.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager