Regional Channel Sales Manager

Powerfleet

5d

About The Position

The Channel Sales Manager is responsible for building, managing, and expanding relationships with channel partners within the Material Handling Equipment (MHE) ecosystem. This role focuses on driving revenue through partner-led sales motions, developing partner-specific plans, and managing the full sales cycle in a hybrid (direct and channel) sales environment. Success requires strong channel expertise, disciplined execution, and the ability to align internal teams around partner-driven growth.

Requirements

• Bachelor’s degree required
• 8+ years of channel sales experience with a demonstrated record of success
• Strong experience in account planning, partner enablement, and quota attainment
• Familiarity with telemetry technologies and related software platforms
• Deep understanding of hybrid sales models and channel dynamics
• Ability and willingness to travel 50% or more
• Proven ability to identify, engage, and close new business opportunities
• Strong interpersonal, written, and verbal communication skills
• High integrity, initiative, and sound business judgment
• Skilled in negotiation and creative problem-solving in fast-paced environments
• Proficient in Salesforce CRM and related sales technology tools

Nice To Haves

• Experience in the Material Handling Equipment (MHE) industry strongly preferred

Responsibilities

• Drive partner engagement by promoting the value and capabilities of Powerfleet’s solutions across assigned channel partners
• Develop and execute detailed account and partner plans to achieve defined sales targets and performance metrics
• Lead both “Sell To” and “Sell Through” motions with channel partners and end customers
• Recruit, onboard, and enable new targeted channel partners
• Collaborate with internal teams to manage channel conflict and ensure alignment with established rules of engagement
• Deliver accurate sales forecasting, reporting, and pipeline updates
• Partner with Marketing to develop and execute joint marketing initiatives and incentive programs
• Meet or exceed quarterly and annual revenue and strategic objectives

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Number of Employees: 51-100 employees