Channel & Partnerships Manager

Arch Systems•Palo Alto, CA

8d•$148,000 - $200,000•Remote

About The Position

Arch Systems is looking for a Channel & Partnerships Manager to accelerate revenue through a major Resale Partner (one of the world’s leading SMT equipment makers) and its network of 20+ sub-distributors across North and Central America. This is a critical role at the center of our expansion strategy, helping Arch grow this channel from $1M to $10M in revenue. You will excel if you have: A strong background in industrial or manufacturing equipment/software sales Comfort with digital manufacturing platforms (such as SCADA Systems, MES, or ERP) The ability to work across organizations and cultures to orchestrate repeatable success

Requirements

Sales Experience: 3+ years experience in sales, channel management, or GTM roles in industrial or manufacturing environments
Manufacturing Experience: Working with capital equipment manufacturers, MES vendors, or data-driven SaaS platforms is strongly preferred
Technical Proficiency: Familiarity with machine connectivity, digital factory data, or Industrial IoT a strong plus
Sales Management: Comfortable navigating CRM systems, deal stages, and pipeline reporting
Language Skills: Bilingual English/Spanish preferred

Nice To Haves

Technical Acumen: can demo a platform, run a product workshop, or triage basic integration questions
Manufacturing Metrics Expertise: Understanding of key manufacturing metrics, such as Overall Equipment Effectiveness, Units Per Hour (UPH), yield rates, downtime tracking, and the financial implications of these metrics on operational efficiency
Understanding of SMT industry, PnP equipment, or adjacent technologies
Ability to travel to partner locations in Mexico and US on a regular basis

Responsibilities

Own the Partner Relationship: Manage day-to-day relationships with the Reseller and its network of 20+ sub-distributors. Establish trust and value by helping them sell Arch effectively.
Enable a “Path to $10M”: Build and execute a clear go-to-market motion that enables the channel to reach $10M in gross revenue over the next two years, creating sustainable mutual value.
Drive Partner-Led Pipeline: Support and review sales activities, build joint account plans, and help partners qualify, pitch, and close deals. Partner with internal AEs and SEs as needed.
Deliver Repeatable Enablement: Train partner sales and technical teams using Arch’s playbooks, demo kits, and collateral. Tailor delivery to regional needs (Mexico, US, etc.)
Navigate Manufacturing Complexity: Help partners understand how Arch complements equipment and other ecosystem tools (e.g., MES, SCADA). Help partner sellers tailor their pitch to the “Arch-Shaped Hole” most manufacturers have.

Benefits

Innovate with Impact: Join a team building advanced AI and data products that meaningfully improve manufacturing operations around the world. Your work will contribute directly to efficiency, sustainability, and technical agility for major industrial players.
Collaborative Environment: Work alongside a passionate, multidisciplinary team that values curiosity, open dialogue, and cross-functional collaboration. We foster an environment of continuous learning and shared success.
Growth & Development Opportunities: Develop leadership and technical skills through hands-on experience with product innovation, complex customer programs, and data-driven decision-making. Arch supports your long-term career advancement and deepening of industry expertise.
Equity & Ownership: Benefit from equity opportunities that align your contributions with the long-term success and mission of Arch Systems.
Remote-First Flexibility: Thrive in a remote-first culture designed to enable flexibility, balance, and productivity across a globally distributed team.
comprehensive medical, dental, and vision coverage for employees and dependents
retirement contributions
additional programs that support wellbeing and professional development
regionally competitive benefits
non-qualified stock options (NQSOs)