Channel Partner Manager

EDMI•Raleigh, NC

2d•Hybrid

About The Position

EDMI is hiring its first dedicated Channel Partner Manager for the US market to create and lead a scalable channel partner ecosystem. The role will establish an indirect route to market that expands EDMI’s coverage of electric cooperatives and public power utilities across the United States, while influencing the company’s go-to-market strategy. The partner programme is intended to use a scalable structure that can later extend to other EDMI regions. The position develops a hybrid sales model: EDMI’s direct sales team retains core utility relationships, while manufacturer’s representatives, distributors, value-added resellers, statewide associations, and joint action agencies provide reach and local presence. Where appropriate, partners may purchase from EDMI and resell to end customers. The manager owns the programme end to end and is accountable for partner-originated pipeline and bookings, which are measured and reported separately from direct sales.

Requirements

Proven track record designing, launching, and scaling a formal, tiered channel partner programme for a technology or industrial vendor; ideally, a multi-region programme built from the ground up.
At least 10 years of experience in channel strategy, partner programme management, or indirect sales leadership, including recruiting, onboarding, and enabling resellers, distributors, and solution providers.
Experience in utilities, AMI/smart metering, smart grid, smart cities, or industrial IoT.
Working understanding of how US electric cooperatives and public power utilities buy, and of the representative, distributor, and association networks serving them.
Hands-on command of programme mechanics, including tiering and partner scoring, certification and learning paths, deal registration, market development funds, partner incentives, and joint business planning.
Experience implementing partner portals/PRM and channel automation integrated with CRM, and using data to manage partner performance.
Experience helping partners transition from one-off hardware sales toward software, SaaS, and recurring-revenue models.
Degree in business, engineering, or a related discipline, or equivalent experience.
Willingness to travel extensively across the United States.

Nice To Haves

Experience in a global, matrixed organisation.

Responsibilities

Create the indirect route to market for coverage of electric cooperatives and public power utilities across the United States.
Develop a hybrid channel model in which EDMI’s direct sales team owns core utility relationships and channel intermediaries provide reach and local presence, with resale where appropriate.
Own the partner programme end to end, including partner strategy and recruitment, tiering and rewards, training and certification, joint business planning, deal registration, co-marketing, and the systems and processes that facilitate partnering with EDMI.
Drive and report partner-originated pipeline and bookings separately from direct sales.
Build a scalable programme structure that can later be extended to other EDMI regions.