Dental Channel Manager

Formlabs•Somerville, MA

About The Position

About Formlabs: Do you want to change how the world creates? At Formlabs, we’re building the tools that make it possible for anyone to bring their ideas to life, from cutting-edge products to life-saving medical devices. Our 3D printing technology powers innovation at more than 50,000 industry leaders worldwide, including Apple, Google, Tesla, New Balance, and NASA. Together, we’re helping everyone design, prototype, and manufacture faster than ever before. We’re a team of hands-on builders, engineers, and innovators reinventing how the world makes physical things. If you’re ready to shape the future of fabrication, come build it with us. Formlabs is looking for highly motivated individuals to join us as we bring groundbreaking professional 3D printers to every designer, engineer, factory floor and medical institution throughout the world! Companies like Google, Tesla, Gillette, and New Balance rely on the products and services that Formlabs provides, and the list is always growing. Join the exciting 3D printing industry where the possibilities are endless, innovation is at the core of what we do, and we strive to solve unique customer challenges. Your Impact: Formlabs Dental Sales in North America is looking for a Channel Sales Manager to take on the role of managing Dental Channel partners. In this role, you will own the indirect go-to-market strategy for the region. You will manage the strategic and day to day operational relationships with our existing partners, implement the Formlabs Partner Program and drive for end-customer success. If you are excelling in your current role and are interested in pivoting to a channel sales career, this is a great step.

Requirements

2-5 years of experience in channel sales or related roles
Sales pipeline management experience
Track record of successfully implementing co-marketing campaigns
Achievement-oriented, hungry to succeed
Happy to be face to face with the resellers and customers - 50% travel expected
CxO level relationship builder
Persistent and have a "never give up" attitude
Excellent communication skills
Data-driven mindset
Have an affinity for avant-garde technologies and/or engineering

Nice To Haves

Passion for 3D printing and emerging technologies
Experience in rapidly-growing startup environments

Responsibilities

Own a plan to maximise growth and market share for Formlabs products and services in the given territory.
Work on expanding the company's market reach through the identification and onboarding of new partners. The tasks here include assessing market potential, identifying gaps in coverage, and strategically recruiting partners to enter new geographic areas or target specific customer segments.
Implement the framework of the Formlabs Partner program in the respective territory.
Enforce compliance with our legal, commercial and other terms and conditions.
Manage potential conflict between channel partners and direct sales.
Collaborate with your partner’s senior stakeholders to develop and maintain partner business plans to drive market expansion.
Serve as the expert to the partners for advanced information regarding Formlabs offerings, promotions, and business development resources.
Manage the funnel of opportunities being worked on by your partners.
Support the channel sales representatives to deliver solutions that meet specific customer needs - including engagement of cross-functional Formlabs resources.
Collaborate with cross-functional teams, such as pre-sales, finance, channel operations, customer fulfillment, marketing and services to ensure alignment on partner-related activities.
Manage training and product education delivery to partners to ensure the highest level of skills and competency around the Formlabs solutions, programs and incentives.