Senior Manager, Direct Channel Management

INNIO•Waukesha, WI

71d

About The Position

The Senior Manager, Direct Channel Management will lead the development and execution of strategic channel sales initiatives for Waukesha Engines across the Americas. This role is responsible for managing relationships with channel partners, including distributors, packagers, and service providers, to drive revenue growth, expand market reach, and ensure alignment with INNIO’s business objectives.

Requirements

Bachelor’s degree in Business, Engineering, Marketing, or related field.
7+ years of experience in channel sales, partner management, or industrial equipment sales.
Proven success in managing complex partner ecosystems and achieving sales targets.
Strong understanding of the industrial engines market, preferably in oil & gas or power generation.
Excellent communication, negotiation, and relationship-building skills.
Proficiency in CRM systems (Salesforce preferred) and data analytics tools.
Willingness to travel up to 50% across the Americas.

Nice To Haves

Experience with OEM channel models and aftermarket sales.
Familiarity with Waukesha product lines (VGF, VHP, 275GL+, mobileFLEX).
Strategic thinker with a hands-on approach to execution.
Ability to work cross-functionally in a global matrix organization.

Responsibilities

Channel Strategy & Execution: Develop and implement channel sales strategies to grow sales of new units, remanufactured equipment (reUp), parts, and services.
Optimize channel partner performance through strategic planning, KPI monitoring, and capability assessments.
Partner Relationship Management: Build and maintain strong relationships with key channel partners and end-user customers.
Support onboarding, training, and development of channel partners to ensure alignment with Waukesha’s standards and goals.
Sales Enablement & Support: Collaborate with internal teams (Sales, Marketing, Product Line, Service) to support partner campaigns and product launches.
Provide technical and commercial support to partners during the sales cycle.
Performance Monitoring & Reporting: Track and analyze channel performance metrics; identify areas for improvement and growth.
Prepare regular reports and forecasts using CRM and analytics tools.
Market Development: Identify new market opportunities and channel expansion strategies.
Represent Waukesha at industry events, conferences, and partner meetings.