Senior Channel Sales Representative

Xylem•Pittsburgh, PA

About The Position

The Senior Channel Sales Representative drives sales growth, market expansion, and strategic customer engagement for Xylem's Evoqua Intake Screen Systems across an assigned territory. The role develops channel partner relationships, influences project specifications, manages complex sales opportunities, and helps customers implement water infrastructure solutions. It involves working with manufacturer representatives, channel partners, strategic sales agents, customers, and internal teams across power generation, industrial, municipal water, desalination, and waterfront infrastructure markets. The representative develops territory and account strategies, creates and maintains a project pipeline, and provides forecasts through CRM and sales management tools. They build technical expertise in intake screening and related infrastructure solutions, communicate product benefits, and collaborate with engineering teams on customized solutions. The position requires extensive travel throughout the assigned territory, approximately 50–70%.

Requirements

Bachelor's degree in Engineering, Business, Environmental Science, Water Resources, or a related technical or commercial discipline, or an equivalent combination of education and experience.
At least 5 years of successful B2B sales experience in industrial equipment, water/wastewater infrastructure, power generation, environmental technologies, or related capital equipment markets.
Experience managing manufacturer representatives, channel partners, or indirect sales networks.
Ability to influence consulting engineers, EPC firms, municipal utilities, and industrial end users.
Demonstrated success achieving sales growth and managing complex project sales cycles.
Strong presentation, negotiation, and relationship-management skills.
Proficiency with CRM systems, forecasting tools, and Microsoft Office applications.
Willingness to travel extensively throughout the assigned territory, approximately 50–70%.

Nice To Haves

Experience in water intake structures, screening systems, water treatment, pumping systems, or related water infrastructure technologies.
Technical background in mechanical, civil, environmental, or industrial engineering.
Knowledge of power generation, heavy industrial facilities, municipal water treatment plants, and environmental compliance requirements.
Experience selling custom-engineered or made-to-order equipment solutions.
Understanding of public bidding, engineering specifications, and capital project procurement processes.

Responsibilities

Develop, manage, and grow a network of manufacturer representatives, channel partners, and strategic sales agents throughout the assigned territory.
Set partner performance expectations and business plans; conduct business reviews, sales training, and joint customer visits; and identify opportunities to expand partner coverage and market penetration.
Generate new business in power generation, industrial, municipal water, desalination, and waterfront infrastructure markets.
Build relationships with decision-makers, including plant managers, operations leaders, consulting engineers, EPC firms, environmental specialists, and procurement teams.
Lead technical sales presentations, product demonstrations, and customer workshops; identify early-stage project opportunities and influence specifications.
Develop project pursuit strategies, coordinate internal resources, negotiate commercial and contractual terms, and close capital equipment projects.
Achieve or exceed territory sales and profitability objectives.
Develop and execute account plans for key regional customers and target accounts, maintain executive-level relationships, and conduct customer reviews.
Identify modernization, rehabilitation, replacement, and aftermarket service opportunities.
Coordinate with engineering, project management, service, and operations teams to support project execution and customer satisfaction.
Develop and execute a territory growth strategy; monitor industry trends, regulations, environmental compliance requirements, and competitive activity; and identify emerging market opportunities.
Participate in industry conferences, trade associations, technical seminars, and regional networking events.
Maintain an active project pipeline and provide accurate forecasts using CRM and sales management tools.
Develop expertise in Evoqua Intake Screen Systems, fish-friendly screening technologies, travelling water screens, debris removal systems, and related intake infrastructure solutions.
Communicate technical, operational, environmental, and economic product benefits; collaborate on customized solutions; and support proposal development, technical reviews, bid evaluations, and project clarification meetings.
Provide market feedback on product performance, customer needs, and potential product development opportunities.
Maintain CRM records, opportunity tracking, customer activity reports, and sales forecasts; prepare quarterly business reviews, territory plans, and pipeline updates.
Manage travel, entertainment, and business development expenses in accordance with company policies; participate in sales meetings, product training, and professional development; and comply with company, safety, and ethical business practices.

Benefits

Medical, dental, and vision plans, including health, dental, and vision insurance from day one.
401(k) retirement savings plan with company contribution.
Paid time off (PTO)/flexible time off (FTO) and paid holidays.
Paid parental leave, maternity support, and fertility benefits.
Tuition reimbursement and student loan forgiveness.
Emotional health and wellness programs.
Paid volunteer program (Xylem Watermark).
Career development and advancement opportunities.
Employee recognition and discount programs.
Bonus compensation.