Global Channel Manager - Distribution Automation

HITACHI ENERGY L.L.C; Dubai; On-site; AED 120,000 - 200,000; Full time

Job summary

A leading energy solutions provider in Dubai is seeking a Channel Manager for Distribution Automation. You will develop and execute a global channel strategy to expand market presence, build strategic partnerships, and optimize channel performance. The ideal candidate has a Bachelor’s degree in engineering and 5-7 years of experience in channel management. Strong communication and negotiation skills are essential, along with a willingness to travel as required. This role offers the opportunity to drive growth and innovation in the field.

Qualifications

• 5-7 years’ experience in Channel or sales management, ideally within distribution automation.
• Strong understanding of utility distribution networks and automation technologies.
• Willingness to travel up to 50% as required.

Responsibilities

• Define and implement the global channel sales strategy.
• Onboard and nurture channel partners, ensuring alignment with strategic goals.
• Monitor channel performances and provide regular reporting to senior management.
• Support driving strategic partnerships through relationship building with stakeholders.

Skills

Channel management

Sales strategy

Negotiation

Communication

Problem-solving

Education

Bachelor’s degree in electrical engineering or related field

Master’s degree preferred

Job description

The opportunity

The Channel Manager for Distribution Automation is responsible for developing and executing a high-impact global channel strategy to expand Hitachi Energy’s market presence. This role focuses on building strategic partnerships, optimizing channel performance, and aligning with global sales and marketing objectives to drive growth and innovation in the Distribution Automation sector.

The successful candidate will collaborate across teams and functions, influence stakeholders, and contribute to a comprehensive offering aligned with strategic objectives. The role requires strong leadership in driving sales excellence and market engagement, without direct resource management responsibilities.

How you’ll make an impact

• Defines and implements the global channel sales strategy in accordance with the global marketing and sales strategy, with specific and focused plans for DA and ensures regular follow-up.
• Define and maintain a robust channel strategy that supports DA business growth across diverse market segments. Identify, onboard, and nurture channel partners—including distributors, panel builders, and system integrators—ensuring alignment with strategic goals. Foster long-term strategic partnerships through ongoing support, co-marketing initiatives, and joint business planning.
• Identifies, evaluates and validates global / regional and country channel partners together with the Channel Manager and sales organization and authorizes them in coordination with the Sales management team. Defines and implements annual performance assessment and forecast process for channel partners.
• Provides global channel strategy input for the Local Channel / Sales / Account Manager and ensures proper build up of local plans and partner structure in accordance with DA strategies and deployments plans. Ensures active and effective synergic activities.
• Facilitates and fosters cooperation between partners, Hitachi sales and DA teams for building opportunities pipeline and business development and coordinates sales and marketing efforts that require channel partner participation.
• Ensures appropriate and constant channel nurturing activities, such as communication, promotions and training.
• Defines key targets (e.g., volume, prices, mix) and ensures these are achieved for the channel in the specified market. Ensures detailed business plans with regular follow-up are in place.
• Contributes to negotiations of global frame agreements. Supports Local Channel / Sales / Account Manager in the offering and proposal process for channel partners.
• Supports driving strategic partnerships, through developing strong personal relationships with key stakeholders and partners, customers and other decision makers.
• Monitor channel performances, KPIs, ensuring proactive pipeline management and accurate forecasting and provide regular reporting to senior management on performance, market trends, and strategic initiatives.
• You will be ensuring compliance with applicable external and internal regulations, procedures, and guidelines.
• Living Hitachi Energy’s core values of safety and integrity, taking responsibility for your actions while caring for colleagues and the business.

Your background

• Bachelor’s degree in electrical engineering or a related field (master’s degree preferred).
• Minimum of 5-7 years’ experience in Channel or sales management, ideally within distribution automation.
• Strong understanding of utility distribution networks, automation technologies, and grid modernization trends.
• Excellent communication, negotiation, and presentation skills.
• Willingness to travel up to 50% as required.

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