Channel Sales Manager

Rittal LLC

About The Position

EPLAN Software & Services LLC provides software and service solutions in the fields of electrical, automation, and mechatronics engineering. The company develops one of the world’s leading design software solutions for machine and panel builders. We continually evolve the business with help from our Marketing, Sales, and Professional Services Teams as we grow our presence in the North American Markets. As a Channel Sales Manager, you'll primarily focus on account management within your assigned territory; ensuring our reselling agents not only meet but exceed their sales targets for EPLAN Software & Services. You’ll be instumental in nurturing these vital relationships, acting as a deidcated point of contact to provide the support and collaboration they need. You'll work hand-in-hand with the EPLAN Channel sales team and professional services teams, providing the dedicated support and collaboration needed to significantly grow reseller performance year over year. If you enjoy building strong relationships, managing impactful programs, and thriving in a collaborative team setting, this role offers the perfect fit. Your success will hinge on your ability to act as a vital bridge, creating mutual value for both EPLAN and our valued reselling agents. Additonally: Account Management Responsibilities: You will identify new EPLAN prospects and industries and are willing to cover all components of the sales process. What that entails are; prospecting, cold calling, negotiating complex requirements and maintaining high customer satisfaction (NPS). You will develop sales plans and respond to proposals for specific customer requirements and help provide industry specific solutions with our engineers. You will participate in global initiatives to introduce products in new markets, including educating the customer on resources available and elevating our brand. You will present at local sales marketing events while actively upselling and highlighting solutions to new, current, and previous customers. You will be resourceful, customer and service-oriented, creative, and driven to produce measurable results within your territory/region. You should have a high sense of urgency, strong business ethics and be innovative, self-motivating and self-aware. Indirect Selling Responsibilities: Develop and execute a comprehensive sales strategy to achieve quarterly and annual revenue targets. Establish key performance indicators (KPIs) for agent sales, including lead conversion rates, average deal size, and sales cycle duration Implement incentive programs and performance reviews for reselling agents to ensure consistent growth and accountability. Represent and communicate EPLAN’s overall Software, training, and commercial program lines to potential and current reselling agents. Manage relationships and make connections where relevant throughout agents ecosystem. Align EPLAN‘s professional service consultants to provide a strategic scope of product understanding to agent resources when necessary. Regularly align the agent GTM business drivers against EPLAN's GTM strategy and service offerings to identify new opportunities for collaboration and program development. Network with organizations who have like minded channel strategies such as Rockwell Automation and Rittal, partnering where necessary. Maintain accurate and up to date data in Smartsheet, Salesforce, and other necessary tracking forms. Collaborate with EPLAN's marketing team to develop agent-specific marketing campaigns, including co-branded collateral, webinars, and case studies that highlight successful agent implementations. Attend all necessary networking and conference events as approved by management. Implement a structured contact plan for all agents, ensuring regular communication through calls, virtual meetings, and on-site visits to foster strong relationships and identify new sales opportunities. Assist in the development of specific agent-related goals and initiatives within the overall business plan, including sales targets, recruitment strategies, and training programs. Keep management apprised of market trends and opportunities. Other duties as assigned. What we are looking for is a Channel Sales Manager with the ability to passionately promote and display their abilities to an expansive agent list as we strive to grow our business.

Requirements

A bachelor's degree in a relevant field is preferred, though candidates with degrees that demonstrate aptitude and support for this role are also encouraged to apply.
The candidate should have a minimum of two years of experience managing company programs, specifically those involving communication and promotion of company messages.
A foundational understanding of electrical controls is essential, along with the aptitude and willingness to learn more about complex control systems.
We value candidates who demonstrate candor, provide insightful advice, and possess the ability to discern and speak truth to difficult situations. This includes the proven capacity to navigate and lead tough conversations.
The candidate must possess strong interpersonal skills and a proven history of developing robust relationships across all levels of client organizations.
Exceptional computer proficiency is required, including expertise in CRM software, email platforms, and the Microsoft Office Suite (Word, Excel, PowerPoint). A comprehensive understanding of consultative and solution selling strategies is also crucial.
This is a sales position that will be expected to spend a portion of their time traveling around their assigned territory/region or where conferences and trade shows are held.

Responsibilities

Identify new EPLAN prospects and industries and are willing to cover all components of the sales process. What that entails are; prospecting, cold calling, negotiating complex requirements and maintaining high customer satisfaction (NPS).
Develop sales plans and respond to proposals for specific customer requirements and help provide industry specific solutions with our engineers.
Participate in global initiatives to introduce products in new markets, including educating the customer on resources available and elevating our brand.
Present at local sales marketing events while actively upselling and highlighting solutions to new, current, and previous customers.
Develop and execute a comprehensive sales strategy to achieve quarterly and annual revenue targets.
Establish key performance indicators (KPIs) for agent sales, including lead conversion rates, average deal size, and sales cycle duration
Implement incentive programs and performance reviews for reselling agents to ensure consistent growth and accountability.
Represent and communicate EPLAN’s overall Software, training, and commercial program lines to potential and current reselling agents.
Manage relationships and make connections where relevant throughout agents ecosystem.
Align EPLAN‘s professional service consultants to provide a strategic scope of product understanding to agent resources when necessary.
Regularly align the agent GTM business drivers against EPLAN's GTM strategy and service offerings to identify new opportunities for collaboration and program development.
Network with organizations who have like minded channel strategies such as Rockwell Automation and Rittal, partnering where necessary.
Maintain accurate and up to date data in Smartsheet, Salesforce, and other necessary tracking forms.
Collaborate with EPLAN's marketing team to develop agent-specific marketing campaigns, including co-branded collateral, webinars, and case studies that highlight successful agent implementations.
Attend all necessary networking and conference events as approved by management.
Implement a structured contact plan for all agents, ensuring regular communication through calls, virtual meetings, and on-site visits to foster strong relationships and identify new sales opportunities.
Assist in the development of specific agent-related goals and initiatives within the overall business plan, including sales targets, recruitment strategies, and training programs.
Keep management apprised of market trends and opportunities.
Other duties as assigned.