Regional North America Channel Partner Manager

Advanced Illumination

2d•Hybrid

About The Position

The Regional NA Channel Partner Manager is responsible for developing, managing and growing a network of authorized distribution & integration partners across North America for Exaktera. This role drives order intake (bookings) through indirect sales channels for a portfolio of light-based components, including LED illumination systems, laser modules, and optical enclosures, in machine vision and other applications. The position carries an Annual Operating Plan (AOP) booking target and plays a critical role in executing distribution strategy, forecasting demand & supporting the Sales, Inventory & Operations Planning (SIOP) process. The successful candidate will ensure execution of distribution strategic initiatives, strong pipeline visibility, forecast accuracy, and alignment between channel demand & operational capacity.

Requirements

Bachelor degree in Business, Engineering, or related field and 5-10 years of experience in technical B2B sales or channel management
Experience within machine vision, automation, industrial LED, lasers, or optical components preferred
Demonstrated success managing indirect sales channels and achieving bookings targets
Experience contributing to formal forecasting processes and SIOP participation
Strong financial acumen and commercial discipline
Proficiency with CRM systems (Salesforce preferred), Microsoft Office

Nice To Haves

Proactively and self-driving personality
Bookings & Pipeline Management
Forecast Accuracy & Demand Planning
Capability of Data Driven Analytics
Channel Strategy Execution
Negotiation & Margin Management
Executive-Level Communication
Cross-Functional Alignment

Responsibilities

Own and deliver against assigned Annual Operating Plan (AOP) bookings target
Executing channel strategy aligned with corporate growth objectives
Drive order intake through distribution and integration partners
Establish performance expectations and growth plans with key partners
Conduct Quarterly Business Reviews (QBRs) focused on bookings performance, pipeline and backlog
Collaborate with Global Sales Team to align strategies
Develop close engagement with strategic distribution partners to collect voice of customers, market feedback and competitive intelligence
Become critical voice in helping the Company to continuously develop and improve its distribution strategy
Utilize the CRM system and various other tools to develop and maintain a rolling bookings forecast based on partner pipeline and market intelligence
Provide monthly demand projections to support Sales Forecast and SIOP planning cycles
Participate in Sales Forecast and SIOP meetings to communicate channel demand signals, backlog trends, risks and upside
Collaborate with Operations to align production capacity and lead times with anticipated bookings
Monitor backlog and booking patterns to identify supply or demand imbalances
Work with the Product Management team to execute pricing strategy and discount structures
Protect gross margin performance while driving competitive growth
Ensure channel compliance with pricing and contractual terms
Partner with Engineering, Marketing, Technology & Application, Product Management, and Production to support product launches and customer requirements
Coordinate technical training and enablement initiatives for channel partners
Collaborate with Inside Sales team to ensure data integrity of distribution partner related data
Support IT and Business Infrastructure team to continuously improve internal processes and technology tools for customer experience and efficiency
Team player who can work with members of the team at all levels of the organization globally