Channel Development Manager - EMEA

remote work; United States; Remote; USD 120,000 - 180,000; Full time

Benefits offered by this job

Flexible working hours

Holidays per local regulations

Autonomy and collaborative culture

Job summary

Robotiq is seeking a Channel Development Manager to recruit and activate packaging distributors and line system integrators across regions. You will tailor pitches, build a strong recruitment pipeline, and negotiate initial agreements to accelerate partner onboarding.

The role requires 5–8 years in channel development, B2B hardware experience, and strong executive-level negotiation skills. Travel up to 50% is expected as you scale partnerships and drive revenue.

Qualifications

• Bachelor's degree in science or business administration.
• 5–8 years of channel development experience in B2B hardware/machinery.
• Proven track record recruiting and accelerating net-new channel partners.
• CXO/Owner engagement at distributor/integrator level.
• Fast-paced pipeline and project management.
• Deep understanding of capital equipment, packaging lines, or material handling sales cycles.
• Strong existing network within packaging, Food & Beverage, or material handling industries.

Responsibilities

• Recruit net-new packaging distributors and packaging line system integrators.
• Tailor pitches to partner profiles and emphasize deployment benefits.
• Identify geographic coverage gaps and build recruitment pipeline.
• Negotiate distribution agreements and onboarding commitments.
• Oversee rapid onboarding and reach commercial readiness within 90 days.
• Train partner sales teams on pre-sales and qualification software.
• Co-sell and support early-stage opportunities to secure first sales.
• Facilitate placement of demo units to accelerate partner independence.
• Handoff activated partners to Regional Sales Managers for ongoing growth.
• Maintain recruitment funnel metrics in CRM (HubSpot).
• Provide field feedback to Product and Partner Program teams.

Skills

Hunter mindset

Executive negotiation

Channel development

Communication

Project management

Autonomy

Pipeline management

Education

Bachelor's degree in science or business administration

Tools

HubSpot CRM

Sales acceleration tools

Job description

At Robotiq, we free human hands from repetitive tasks. Guided by our Lean Robotics methodology, we develop collaborative robot solutions and components that are easy to deploy, empowering factory teams to boost productivity and adapt quickly. We help manufacturers and robotics innovators deploy automation faster. But it's not just what we build; it's how we work.

At Robotiq, we CARE for people, putting respect, honesty, and accountability at the heart of everything we do. We INNOVATE with purpose, sharing knowledge and creating meaningful solutions that make a real difference. And we are ONE team, collaborating across roles and regions to help each other and our customers succeed.

The Channel Development Manager (CDM) for the Europe, Middle-East and Africa reports to the General Manager EMEA and is a dedicated, high-velocity "hunter" responsible for expanding Robotiq's market breadth by recruiting and activating net-new partners.

ROLE OVERVIEW :

This role focuses on identifying and securing two highly specific partner profiles:

1. Vertical Equipment Distributors: Partners with deep end-user access (e.g., Food & Beverage, Consumer Goods) capable of selling turnkey, "machine-in-a-box" palletizing solutions.
2. Packaging Line System Integrators: Solutions providers who handle complex, end-of-line integration projects and can leverage our standardized robotic palletizers as reliable, off-the-shelf modules to accelerate their broader line deployments.

The ultimate goal is to prospect, rapidly onboard, secure the partner's first sales, and seamlessly hand them off to the regional management team for long-term volume scaling.

Success in this role will primarily be measured by:

1. Number of newly recruited and activated partners within the targeted profiles.
2. Revenue and unit volume generated from these new partners in their first 12 months.
3. Time-to-first-revenue (speed of activation) for newly signed partners.
4. Successful and structured handoff of producing partners to Regional/Channel Sales Managers.

MAIN RESPONSIBILITIES :

1. Strategic Partner Recruitment (Hunting)

• Prospect, qualify, and recruit net-new packaging distributors and packaging line system integrators.
• Tailor the commercial pitch to the partner profile:
  • For Distributors: Emphasize ease of deployment, try-before-you-buy models, and fully assembled turnkey systems.
  • For Packaging SIs: Position our standardized palletizers as a way to eliminate custom engineering risk, allowing them to focus on the broader line integration and win larger projects.
• Identify coverage gaps across geographies and target industries to build a robust recruitment pipeline.
• Negotiate and finalize commercial distribution agreements and initial onboarding commitments.

2. Partner Activation & Acceleration

• Oversee the rapid onboarding of new partners, ensuring they reach commercial readiness within 90 days.
• Train partner sales teams on how to leverage our automated pre-sales and qualification software to independently identify and quote standard palletizing opportunities.
• Actively co-sell and support the partner’s early-stage opportunities to secure their critical first and second unit sales.
• Facilitate the placement of demo units or showroom equipment to accelerate partner independence.

3. Cross-Functional Handoff & Pipeline Management

• Ensure a structured, frictionless handoff of activated, revenue-generating partners to the Regional Sales Managers for ongoing account management and volume scaling.
• Maintain rigorous tracking of the recruitment funnel, conversion rates, and early-stage pipeline in the CRM (HubSpot).
• Provide field feedback to the Product and Partner Program teams regarding barriers to entry, pricing, or competitive dynamics in the packaging equipment space.

REQUIREMENTS :

• Bachelor's degree in science or business administration;
• At least 5-8 years of channel development experience with proven success in recruiting and developing new partners, in channel sales, or territory expansion, ideally in a B2B hardware/machinery environment.
• Proven track record of B2B cold-recruiting, signing, and accelerating net-new channel partners.
• Executive-level pitching and negotiation (CXO/Owner engagement at the distributor/integrator level).
• Fast-paced pipeline and project management.
• Proficiency with CRM systems (HubSpot) and sales acceleration tools.
• Deep understanding of capital equipment, packaging lines, or material handling sales cycles.
• Strong existing network within the packaging, Food & Beverage, or material handling integration industries.

• Attitude
  • Relentless "Hunter" mindset with high resilience and drive.
  • Results-oriented with a sharp focus on closing and execution.
  • Ability to build trust quickly and secure buy-in from business owners.
  • High autonomy, rigor, and ability to operate independently in the field.
  • Excellent, persuasive communication and presentation skills.

• Languages required and preferred: English with complete professional proficiency. Proficiency in other languages is considered as a strong asset (German, French, Spanish, Italian, etc.)
• Willingness to travel 50% of the time for partner facing activities. Location near airport hub is preferred.
• Ensure possession of a valid passport and driving license at all times.

WHY JOINING FORCES WITH THE ROBOTIQ TEAM?

Robotiq shines with its human-centered culture, transparent communications, the sharing of information and expertise as well as the strong spirit of collaboration that is felt throughout the company!

What sets Robotiq apart even more :

• A noble and inspiring mission: to free human hands from repetitive tasks;
• Stimulating challenges within a high-tech organization;
• Flexible working hours and Holidays (according to local regulations), both for vacations and time management, for a true work/life balance;
• Corporate philosophy based on collaboration and transparency of communications;
• Management based on autonomy and both collective and individual objectives;
• Challenges of robotics, innovation, and international growth.

If you're excited about building smarter, people-first automation, we'd love to meet you!