Sales Manager - Energy & Process Systems, VAR

Valmet•Lansdale, PA

9d•Remote

About The Position

Valmet’s fast-growing Energy, Process and Marine Systems division is strengthening its partner-driven go-to-market model in the Americas. We are now looking for a Partner Manager to develop and grow our partner business in the region, working closely with both the Americas Sales organization and the global partner management team. This position is based in the Americas (preferably the United States) and focuses on expanding and strengthening our partner ecosystem to drive sustainable growth of Valmet’s automation and digital solutions. The role combines market research, partner development, and hands-on sales collaboration, and is well suited for someone who enjoys working close to customers and partners while contributing to a broader regional and global strategy. You will report into the Americas Sales organization and work in very close cooperation with Global Partner Management, ensuring alignment in partner models, offer portfolios, and development priorities.

Requirements

Technically and commercially oriented professional with a collaborative and growth-driven mindset.
Bachelor’s or Master’s degree in automation, electrical engineering, energy, process engineering, or a related technical field
Experience in automation, DCS, control systems, or instrumentation
Exposure to partner business, indirect channel sales, system integrators, VARs, or distributors
Experience working with customers or partners in energy and/or process industries
Understanding of industrial sales cycles and solution-based selling
Ability to work effectively in a matrix and international organization
Willingness to travel regionally

Nice To Haves

Experience with Valmet DNA or similar DCS platforms is an advantage but not a requirement.
Strong hunter mentality with the drive to open new doors and create opportunities through partners
Energized by building relationships from scratch and expanding partner presence in new accounts and industries
Persistent, proactive, and comfortable initiating conversations with senior partner and customer stakeholders
Strong interest in partners’ business models, with the business acumen to tailor Valmet’s engagement approach based on partner profile, strengths, and incentives
Commercially minded, with a clear focus on winning business while safeguarding profitability
Collaborative team player who builds trust quickly with partners and internal stakeholders
Confident communicator, able to influence without authority across organizations and cultures

Responsibilities

Identify, evaluate, and engage new VARs, system integrators, distributors and agents, aligned with Valmet’s growth strategy in the Americas
Develop and manage relationships with selected existing partners, acting as their primary commercial and development interface
Lead partner onboarding and enablement, including: Sales and solution training, Go-to-market planning, Support for initial projects and references
Work jointly with partners on sales opportunities, supporting: Early opportunity identification, Solution definition and positioning, Customer engagement and proposal development
Support partners during project execution in cooperation with Valmet delivery, engineering, and product teams
Conduct market and industry analysis to identify growth opportunities for partner-led business
Ensure alignment with global partner frameworks, processes, tools, and governance
Act as a bridge between partners and Valmet’s internal stakeholders (sales, product management, engineering, and services)
Travel within the Americas region as required to meet partners and customers