Channel Sales Lead

ABB E-mobility; Heidelberg; Vor Ort; EUR 90.000 - 130.000; Vollzeit

Zusammenfassung

ABB E-Mobility is seeking a Channel Account Manager to build and expand a regional partner network in the dynamic EV charging market. You will drive revenue growth through distributors, VARs, and installers while shaping value propositions for customers and partners.

Lead a team, coach account managers, and ensure structured channel sales processes. Fluent in English and German, with willingness to travel within the region.

Qualifikationen

• Master’s degree or equivalent professional experience in a relevant field.
• 5–10 years of progressive B2B sales, business development, or account management experience.
• 3+ years of channel sales with a proven track record of building and scaling partner ecosystems.

Aufgaben

• Build and scale the regional channel business through partner segmentation and account plans.
• Recruit, onboard, and enable distributors, VARs, solution and installer partners.
• Coach Channel Account Managers and drive pipeline management, QBRs and governance cadence.
• Align with sales, marketing, product, and service teams for consistent channel execution.

Kenntnisse

Channel sales

B2B sales

Partner ecosystems

Team leadership

Strategic planning

Negotiation

Fluent English

Fluent German

Travel willing

Ausbildung

Master’s degree in Business Administration/Commercial Economics/Electrical Engineering

Jobbeschreibung

Take your next career step at ABB E-Mobility with a global team that is energizing the transformation of society and industry to achieve a more productive, sustainable future. As Channel Account Manager you are building, managing, and expanding a partner network in the fast-growing electric vehicle charging market. Leveraging your strong channel sales DNA, and solid business acumen, you identify new opportunities, strengthen strategic partner relationships, and drive sustainable growth through distributors, value-added resellers, and installers in your assigned region. Acting as the key interface between the organization and channel partners, you ensure commercial success and customer satisfaction.

With your channel and leadership experience, you help turn channel strategy into predictable results by steering and coaching Channel Account Managers and contributing to the build-up and operations of the commercial channel engine.

In This Role Your Main Accountabilities Will Be

Build & scale the regional channel business

• Develop and execute the regional channel sales strategy, including partner segmentation and account plans, to drive sustainable revenue growth and market penetration
• Build a high-performing partner ecosystem by identifying, recruiting, onboarding, and enabling distributors, VARs, solution, and installation partners
• Act as a trusted advisor to partners, forming long-term relationships and developing joint value propositions for customers, partners, and ABB
• Drive partner performance through structured engagement, including pipeline management, QBRs, management interlocks, and clear action plans
• Enable partner success via channel enablement, product training, and joint marketing initiatives
• Translate market trends, customer needs, and competitive dynamics into partner-led opportunities and response strategies
• Align closely with internal teams (sales, marketing, product, service) to ensure consistent channel execution and a seamless partner and customer experience

Channel sales & team steering

• Steer Channel Account Managers toward the right partners, offers, strategic customers, and priority deals
• Coach and develop the team to improve partner engagement quality, win rates, and execution excellence
• Ensure close collaboration with partners on strategic opportunities and key customers
• Build and run a robust channel sales system, including account planning, pipeline reviews, performance tracking, and governance cadence

To make the above work, we are looking for a professional who is passionate about sustainable mobility, charging infrastructure, and the energy transition.

Other Essential Requirements Are

• Master’s degree in Business Administration, Commercial Economics, Electrical Engineering, or a comparable field or equivalent professional experience
• 5-10 years of progressive B2B sales, business development, or account management experience, ideally in energy, mobility, or the EV sector
• 3+ years of channel sales experience with a proven track record of building, scaling and maintaining partner ecosystems (incl. distributors, VARs and installers) and operating structured channel sales models
• Experience leading or coaching account managers in a performance-driven environment towards targets, pipeline quality and execution discipline
• Strong commercial account / business development, negotiation, and relationship management skills with consistent target overachievement
• Strong business acumen, including understanding partner economics and ability to evaluate and structure commercial opportunities for mutual value creation within B2B partner ecosystem
• Sufficient technical knowledge to grasp customer requirements and charging solutions well enough to shape value propositions, guide partners, and ensure high-quality channel enablement
• Strong discipline in structured channel sales processes and governance to drive predictable, repeatable results while retaining an entrepreneurial growth-oriented mindset
• Fluent in English and German (additional European languages a plus) and willingness to travel within the region

What We Offer

A pivotal role in an innovative and rapidly growing market.

The opportunity to work with leading partners and make a tangible impact in the energy transition.

Challenging commercial goals with room for initiative and entrepreneurship. An attractive salary and bonus package, including competitive secondary benefits.

A dynamic, entrepreneurial, and sustainable work environment with plenty of room for personal and professional growth.

About ABB E-Mobility

ABB E-mobility is a world leader in EV charging technology and a partner of choice for the world's biggest electric vehicle OEMs and nationwide EV charging network operators. With a strong R&D pipeline, our robust product portfolio of innovative holistic solutions - from grid to charge point and domestic installations to large fleet depots - means we are actively enabling the future of E-Mobility, not just predicting it.