Channel Development Manager

Qualified Recruiter, LLC; City of Utica (NY); On-site; USD 120,000 - 180,000; Full time

Job summary

Qualified Recruiter, LLC seeks a Channel Strategy Manager to shape our global channel partner program from Utica, NY. You will drive governance, engagement, and onboarding while aligning with sales, marketing, and compliance to deliver scalable growth.

In this role you will define engagement rules, build global frameworks with regional flexibility, and monitor KPIs across direct and distribution channels. Travel 15–25% domestically and internationally may be required.

Qualifications

• Bachelor’s degree in Business, Marketing, or related field; MBA preferred.
• 7+ years in channel strategy, distribution management, or commercial ops in a global manufacturing setting.
• Strong understanding of B2B sales models, distributor economics, and channel conflict management.
• Proven ability to build scalable processes, governance, and performance tools.
• Strong communication, stakeholder management, and change leadership across global teams.
• Experience with CRM and partner management systems.
• Willingness to travel domestically and internationally ~15–25%.

Responsibilities

• Own and continuously improve the global authorized channel partner program, including tools, guidelines, expectations, and partner engagement.
• Define clear rules of engagement for how internal teams and distributors manage customers, opportunities, and channel conflict.
• Build a global channel framework that creates consistency while allowing regional flexibility based on market needs.
• Partner with Legal and Compliance to ensure channel policies meet global requirements and are easy for partners to follow.
• Develop onboarding, certification, audit, and performance review processes that strengthen partner capability and accountability.
• Implement tools and processes that improve distributor visibility, forecasting accuracy, and alignment with commercial priorities.
• Collaborate with Marketing to create channel-specific programs, content, and incentives that increase partner engagement.
• Define and track KPIs for direct and distribution channels, including revenue, margin, coverage, customer satisfaction, and partner health.
• Support business reviews with insights on program compliance, gaps, improvement actions, and partner successes.
• Monitor market trends, competitor channel strategies, and emerging distribution models to keep our approach current and competitive.

Skills

Channel strategy

Distributor economics

Stakeholder management

Change leadership

Global collaboration

Communication

Education

Bachelor's degree in Business/Marketing/Supply Chain

Tools

CRM

Partner management systems

Sales analytics

Performance reporting tools

Job description

As our Channel Strategy Manager, Data Center Business Unit, you will shape and strengthen our global channel partner strategy in a fast-growing market. You will bring clarity to how we work with distributors, reduce channel conflict, improve partner performance, and help build a scalable go-to-market model that supports profitable growth. Based in Utica, NY, this role reports to the Sales Excellence Manager and works closely with sales, marketing, operations, legal, compliance, and regional leadership.

Key Responsibilities

• Own and continuously improve the global authorized channel partner program, including tools, guidelines, expectations, and partner engagement.
• Define clear rules of engagement for how internal teams and distributors manage customers, opportunities, and channel conflict.
• Build a global channel framework that creates consistency while allowing regional flexibility based on market needs.
• Partner with Legal and Compliance to ensure channel policies meet global requirements and are easy for partners to follow.
• Develop onboarding, certification, audit, and performance review processes that strengthen partner capability and accountability.
• Implement tools and processes that improve distributor visibility, forecasting accuracy, and alignment with commercial priorities.
• Collaborate with Marketing to create channel-specific programs, content, and incentives that increase partner engagement.
• Define and track KPIs for direct and distribution channels, including revenue, margin, coverage, customer satisfaction, and partner health.
• Support business reviews with insights on program compliance, gaps, improvement actions, and partner successes.
• Monitor market trends, competitor channel strategies, and emerging distribution models to keep our approach current and competitive.

Qualifications & Experience

• Bachelor's degree in Business, Marketing, Supply Chain, or a related field; MBA preferred.
• 7+ years of experience in channel strategy, distribution management, commercial operations, or a related role in a global manufacturing environment.
• Strong understanding of B2B sales models, distributor economics, and channel conflict management.
• Proven ability to build scalable processes, governance models, and performance management tools.
• Strong communication, stakeholder management, and change leadership skills across global, matrixed teams.
• Experience with CRM, partner management systems, sales analytics, and performance reporting tools.
• Willingness to travel domestically and internationally approximately 15-25%.