Specialist III Channel Marketing

Smiths Group • Edgewood, MD

2h • $96,096 - $144,144

About The Position

Smiths Detection is seeking a Channel Manager to oversee strategic planning, operational excellence, and relationship management across its channel partners. The position ensures partners are supported to drive sales performance and understand the organization’s expectations. The role develops territory channel strategy, strengthens partner performance, supports complex sales opportunities and tenders, and coordinates internal teams and partner resources. It also improves partner enablement, service growth, reporting, and channel processes.

Requirements

• Bachelor’s degree in business, marketing, or a related field, or equivalent relevant experience.
• Demonstrated experience managing distributors, channel partners, or indirect sales relationships in a business-to-business environment.
• A record of developing partner plans and turning them into measurable commercial results.
• Experience managing a sales pipeline, assessing partner performance, and using data to make commercial decisions.
• Ability to lead complex opportunities and coordinate work across multiple functions without direct authority over every contributor.
• Strong commercial judgment, negotiation skills, and ability to build credibility with partner leaders and internal stakeholders.
• Clear written and verbal communication skills, including the ability to present plans, performance, and recommendations to leadership.

Nice To Haves

• Three to five years of channel management experience.
• Strong understanding of indirect sales models, partner programs, business development, or related roles.
• Industry-specific experience in technology, manufacturing, or services.

Responsibilities

• Develop and execute a channel strategy for the assigned territory, aligning partner coverage, market opportunities, and commercial priorities with organizational growth objectives.
• Develop and execute regular reporting on partner performance.
• Build productive relationships with existing distributors and channel partners; establish joint business plans, review performance, address growth barriers, and hold partners accountable for agreed actions.
• Identify opportunities to expand into new markets or geographies, strengthen coverage in underserved areas, and evaluate current or prospective partner capabilities.
• Work with partners and internal sales teams to develop a qualified opportunity pipeline, advance strategic deals, improve forecasts, and support channel sales and order intake goals.
• Lead channel strategy for major tenders and complex partner opportunities, coordinating Sales, Legal, Finance, Product, Service, Market Communication, and Operations teams to prepare competitive, accurate, and timely responses.
• Develop programs that help partners sell equipment, offerings, and service solutions; identify opportunities to grow service and recurring business and improve the end-customer experience.
• Ensure partners have the product knowledge, training, marketing materials, delivery information, and internal support needed to represent the organization and serve customers effectively.
• Monitor partner performance using measures such as pipeline, order intake, revenue, market coverage, tender outcomes, and service opportunities; recommend actions and track progress.
• Resolve partner issues and coordinate internal resources when commercial, delivery, or service challenges put opportunities or customer relationships at risk.
• Improve channel processes, reporting, tools, and ways of working to help partners and internal teams pursue opportunities and deliver on commitments.

Benefits

• Excellent training and opportunities for career growth locally and globally.
• Flexibility to choose from a range of benefits supporting health, wellbeing, financial, and lifestyle needs.
• Competitive Business Profit Plan.
• Medical insurance.
• Dental insurance.
• Vision insurance.
• 401(k) with company match.
• Paid time off.
• Other benefits.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level