Strategic Account Executive - Channel Partner (HBFF)

Streck, LLC•La Vista, NE

3d•Onsite

About The Position

Streck is a Nebraska-based manufacturing company that makes a global impact by developing and distributing to labs worldwide. Our products provide confidence for accurate health care testing! Our passions and priorities are focused on taking care of our customers, employees, and giving back to our community. Streck has jobs for every stage of your career. If you are a dependable, hard-working, and team-oriented individual who values meaningful work, Streck is looking for you to join our community of passionate people on a mission! The Channel Partner Manager — HBFF serves as the dedicated commercial owner of Streck’s domestic and international channel partner network within the HBFF segment, Streck’s highest channel-intensity business at approximately $6.2M. This role is the first dedicated channel management position embedded within a Streck segment sales team and is foundational to the company’s phased transition to a segment-based channel model. The Channel Partner Manager owns the full partner lifecycle from strategic partner identification and contract negotiation through onboarding, enablement, performance management, and market expansion, while also helping to establish the enterprise standards and governance practices that will define how Streck manages all channel partners going forward. The role reports to the Associate Director, Sales & Strategic Partnerships, collaborates closely with Segment Account Executives, Product Management and Technical Support and is an active participant in Streck’s Channel Council.

Requirements

Bachelor’s degree in business, life sciences, or a related field required; MBA or advanced degree preferred.
Minimum of five to seven years of channel partner management, distributor management, or international sales experience, with demonstrated personal ownership of partner revenue targets in a high channel-intensity environment.
Proven track record of negotiating and executing complex distribution agreements, including multi-territory pricing arrangements, performance-linked incentive structures, exclusivity terms, and termination provisions.
Direct experience managing channel partners across multiple international geographies and regulatory environments, including hands-on involvement in new market entry, product registration, and cross-border distributor setup.
Background in life sciences, in-vitro diagnostics (IVD), clinical laboratory, or medical device industries strongly preferred; familiarity with HBFF-relevant markets (hematology, biospecimen preservation, flow cytometry, or fluorescence applications) a plus.
Proficiency with Microsoft Dynamics 365 (required) and partner relationship management (PRM) or channel management tools; experience with digital contract management platforms a plus.
Strong financial acumen, including the ability to analyze channel margin, model partner tiers and rebate structures, and generate accurate revenue forecasts at the partner and territory level.
Willingness and ability to travel domestically and internationally up to 30% of the time.
Demonstrated ability to operate effectively in a matrix environment, influencing cross-functional teams (Legal, Regulatory, Commercial Operations, Marketing) without direct line authority.

Nice To Haves

MBA or advanced degree preferred.
Familiarity with HBFF-relevant markets (hematology, biospecimen preservation, flow cytometry, or fluorescence applications) a plus.
Experience with digital contract management platforms a plus.

Responsibilities

Develop and execute the HBFF segment’s annual channel partner strategy, including geographic coverage mapping, partner portfolio optimization, revenue targets by partner and region, and a multi-year growth roadmap for domestic and international markets; present plans to the HBFF Segment Leader and Channel Council.
Own the full partner contracting process, negotiate, review, and execute distribution agreements, authorized reseller agreements, pricing schedules, and performance SLAs; coordinate with Legal as required.
Identify, evaluate, and onboard new channel partners in target geographies, applying a structured qualification framework to assess regulatory capability, financial stability, technical competency, route-to-market strength, and strategic fit with HBFF’s product portfolio and commercial objectives.
Manage day-to-day partner relationships as the primary Streck point of contact for HBFF channel partners; conduct structured Quarterly Business Reviews (QBRs) with quantitative performance scorecards, develop joint business plans, and hold partners accountable for revenue performance, regulatory compliance, and customer experience commitments.
Drive international market development for HBFF products by navigating import/export regulations, product registration requirements, and distributor compliance obligations across target regions; work with Regulatory and Operations to ensure seamless cross-border product availability and partner readiness.
In partnership with Product and Marketing teams design and deliver comprehensive partner enablement programs, including HBFF product and application training, connect technical sales support resources, competitive positioning materials, and co-marketing initiatives; ensure all partners can represent the HBFF portfolio with credibility and accuracy in their respective markets.
Proactively manage and resolve channel conflict by establishing clear rules of engagement between HBFF channel partners and direct SAE coverage; define territory protocols and escalation procedures that protect both partner relationships and Streck’s direct customer base.
Serve as an active contributor to the Streck Channel Council, helping to shape enterprise-wide partner governance standards, including partner selection criteria, performance management frameworks, and channel conflict protocols, that will be adopted across all segments.
Maintain accurate and complete partner pipeline and opportunity data in CRM (Microsoft Dynamics 365); deliver monthly and quarterly channel revenue forecasts to the Executive Team including partner-level variance analysis and forward-looking risk flags.
Track and report on HBFF partner program performance against defined KPIs (revenue attainment, growth rate, partner NPS, training completion, contract compliance); recommend and implement program changes to improve partner productivity, retention, and net revenue contribution.
All other duties as assigned by management.