Global Channel Sales Manager

Greene Tweed•Selma, TX

About The Position

The Global Channel Sales Manager – Semiconductor Industry is responsible for providing strategic guidance to the Semiconductor commercial organization on sales activities involving assigned channel partners. The role collaborates with the sales organization to manage channel partner relationships, understand assigned channel and end-user accounts, respond to partner and account needs, and develop and execute strategic selling and long-term business plans. The position may also involve selecting and leading teams. The manager leads regional channel partner strategy, including identifying new partners, evaluating existing partners, and deselecting underperforming partners. They work with channel partner management and sales teams to develop talent and opportunities, establish strong internal and external relationships, improve accountability, and drive sustainable revenue and share growth. The role also coordinates with sales, product management, engineering, manufacturing, quality, marketing, HR, finance, and other relevant functions to ensure solutions meet customer needs and objectives. This position requires 10 years of related field sales experience; five years of channel management experience is preferred. A bachelor's degree is strongly preferred or equivalent experience, and a master's degree is desired. Travel, including domestic and international travel, is 30–50% of the time. Depending on the assigned business unit, the position may require U.S. Person status for authorized access to ITAR-controlled data.

Requirements

10 years of related field (outside) sales experience.
Bachelor's degree strongly preferred, or equivalent experience.
Ability to work effectively with a diverse team to develop a sales territory and penetrate the market; successful territory development experience is required.
Ability to understand the technical applications of the company’s products and represent them positively.
Ability to collaborate effectively in a matrix organization and inspire others to contribute.
Understanding of the sales process and relevant tools and processes, including SWOT, value-based pricing and selling, and cost estimating.
Excellent listening, negotiation, and presentation skills.
Ability to communicate, present, and influence credibly and effectively at all organizational levels.
Experience delivering client-focused solutions based on customer needs.
Ability to work effectively in a team with diverse multifunctional technical and sales professionals and influence others toward product goals.
Ability to make decisions consistent with the business vision.
Professional and assertive work style, with excellent verbal and written communication skills.
Cultural knowledge and understanding of acceptable behavioral practices and cultural differences in business and social environments.
Ability to travel domestically and internationally 30–50% of the time, including a valid driver’s license.

Nice To Haves

Five years of channel management experience.
Master’s degree.
Team leadership capabilities.

Responsibilities

Evaluate, develop, implement, and execute channel strategic plans with the commercial organization to achieve revenue, profit, and share-gain targets aligned with business-unit and regional plans.
Work with channel partner management and sales teams to train, coach, and develop new and cross-selling opportunities; lead channel business planning and reviews using sales tools; monitor and report progress against plans.
Meet regularly with channel partner counterparts to strengthen strategic relationships and maximize business opportunities.
Coordinate territory activities and meetings among channel partners, assigned accounts, company teams, and relevant regional functions.
Ensure timely and successful delivery of solutions according to customer needs and objectives.
Influence channel partner and company sales teams, build customer and internal relationships, execute plans, monitor results, and take action to drive outcomes.
Develop and report monthly, quarterly, and annual KPIs.
Direct sales forecasting and sales activities in alignment with regional sales management objectives, and monitor activity against forecasts.
Communicate progress on monthly, quarterly, and annual initiatives to internal and external stakeholders.
Facilitate collection of competitive intelligence within assigned channel partner accounts and work with Product Managers to translate customer and industry trends into portfolio opportunities and share-gain strategies.
Develop and implement channel partner pricing strategies aligned with Product Management strategy to maximize share of market and profitability.
Negotiate or provide guidance on master agreements, including contract pricing and terms, to support long-term alignment and growth.
Partner with channel partners to provide feedback to Marketing on sales promotions and customer insight for market, segment, and product collateral.
Work with Marketing to support materials, exhibitions, and road shows for channel partner success.
Lead regional channel partner strategy, including identifying new partners, evaluating existing partners, and deselecting underperforming partners.
Work with channel partner account managers to drive best practices, standardize commercial structures, and promote growth.
Monitor channel partner performance and accountability to support sustainable growth.
Implement consistent global channel partner agreements aligned with industry initiatives and business development requirements.