Global Channel Director

Nederman Shared Services, LLC • Beverly, MA

69d

About The Position

The Global Channel Director will provide strategic and operational leadership for Auburn’s worldwide channel partner program, ensuring alignment with the company’s growth ambitions and priorities. This role is responsible for both defining long-term channel strategy and driving day-to-day execution to expand market presence, grow revenue, and enhance customer value through a high-performing global partner network. Key responsibilities include identifying and onboarding new partners, negotiating and managing agreements, and ensuring effective partner enablement through training, marketing support, and sales tools. The Global Channel Director will monitor and manage partner performance, set measurable sales targets, and implement governance processes to ensure compliance, accountability, and continuous improvement across all regions. This role will also serve as the primary liaison between Auburn and its global partners, fostering strong relationships while ensuring seamless coordination with internal functions such as Sales, Marketing, Offering Management, and Engineering. By capturing and translating partner and market intelligence, the Global Channel Director will directly influence product roadmaps, go-to-market strategies, and innovation initiatives. The Global Channel Director must balance strategic vision with hands-on execution, demonstrating strong commercial acumen, cross-cultural leadership, and the ability to deliver results through disciplined operational management and partner collaboration.

Requirements

• Bachelor’s degree in Engineering, Marketing, International Business, or related field.
• Minimum of 10 years of progressive experience in sales, business development, or channel management, including at least 5 years in a senior leadership role managing global or multi-regional partner networks.
• Proven track record of developing and executing channel strategies that deliver measurable revenue growth.
• Experience in recruiting, enabling, and managing distributors, system integrators, and representative networks across multiple geographies.
• Demonstrated success in contract negotiations, partner governance, and long-term relationship management.
• Familiarity with industrial technology markets (sensors, controllers, automation, software, or related industries) is highly desirable.
• Knowledge of global channel management best practices, partner lifecycle frameworks, and indirect sales models.
• Skilled in CRM systems, channel management platforms, and sales enablement tools.
• Ability to analyze partner and market performance data to drive actionable insights and decision-making.
• Excellent communication, negotiation, and influencing skills with the ability to engage senior executives and partner leadership.
• Demonstrated cross-cultural leadership capability and experience managing diverse teams and partners.
• Willingness and ability to travel extensively (domestic and international).

Nice To Haves

• Master’s degree in Business Administration (MBA) or equivalent advanced degree strongly preferred.
• Professional certifications in channel management, sales leadership, or international business are advantageous.
• Channel Institute Certification (e.g., Certified Channel Manager, Certified Channel Sales Leader, or Certified Channel Marketing Manager) strongly preferred.
• Other relevant certifications in sales leadership, negotiation, or partner management are advantageous.

Responsibilities

• Define and implement the global channel strategy aligned with company growth objectives and priorities.
• Identify high-potential regions, markets, and partner types to expand the global footprint.
• Identify, evaluate and contract with new partners, ensuring alignment with Auburn’s values, standards and commercial objectives. Lead onboarding programs.
• Monitor partner performance through KPIs, pipeline reviews, and scorecards; implement corrective actions as required.
• Ensure consistent partner communication through regular updates, briefings and joint business planning.
• Set and achieve sales and revenue targets through sales channels.
• Collaborate with Regional Sales teams to ensure alignment between direct and channel sales efforts.
• Gather and analyze market intelligence through the channel ecosystem to identify trends, risks and opportunities.
• Benchmark Auburn’s channel programs against industry best practices to ensure competitiveness.
• Ensure that all partners operate in compliance with company policies, contractual obligations, legal requirements, and ethical standards.
• Implement governance processes for partner agreements, discounting policies and conflict resolution.

Benefits

• Auburn offers competitive salaries and benefits including health, dental, section 125 and flexible spending plans, 401(k), disability and life insurance.
• Quality offices at highly rated Cummings Center in Beverly, MA, provide a pleasant environment with on-site amenities and good commuting.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Number of Employees: 1,001-5,000 employees