Channel Growth Manager, Security Tech

Smiths Group; Edgewood (MD); On-site; USD 96,000 - 144,000; Full time

Job summary

Smiths Detection in the United States is seeking a Channel Manager to lead partner strategy across distributors and channel partners. You will align coverage with growth objectives, build joint business plans, and drive measurable partner performance.

Responsibilities include developing territory channel plans, coordinating bids with Sales, Legal, Finance, and Operations, and enabling partners with training, materials, and support to maximize opportunities and revenue.

Qualifications

• Strong understanding of indirect sales models, partner programs, business development or related roles and Industry-specific experience.
• Demonstrated experience managing distributors, channel partners, or indirect sales relationships in a B2B environment.
• A record of developing partner plans and turning them into measurable commercial results.
• Experience managing a sales pipeline, assessing partner performance, and using data to make commercial decisions.
• Ability to lead complex opportunities and coordinate work across multiple functions without direct authority.
• Strong commercial judgment, negotiation skills, and the ability to build credibility with partner leaders and internal stakeholders.
• Clear written and verbal communication skills, including the ability to present plans, performance, and recommendations to leadership.

Responsibilities

• Develop and execute a channel strategy for the assigned territory, aligning partner coverage, market opportunities, and commercial priorities with the organization’s growth objectives.
• Develop and execute regular reporting on partner performance.
• Build productive relationships with existing distributors and channel partners. Establish joint business plans, review performance regularly, address barriers to growth, and hold partners accountable for agreed actions.
• Identify opportunities to expand into new markets or geographies, strengthen coverage in underserved areas, and evaluate the capabilities needed from current or prospective partners.
• Work with partners and internal sales teams to develop a qualified opportunity pipeline, advance strategic deals, improve forecasts, and support achievement of channel sales and order intake goals.
• Lead the channel strategy for major tenders and complex partner opportunities. Coordinate the relevant Sales, Legal, Finance, Product, Service, Market Communication and Operations teams to develop competitive, accurate, and timely responses, with clear ownership of each bid requirement.
• Develop programs that help partners sell equipment, offerings, and service solutions. Identify opportunities to grow service and other recurring businesses while improving the end customer experience.
• Ensure partners have the product knowledge, training, marketing materials, delivery information, and internal support they need to represent the organization effectively and serve customers.
• Monitor partner performance using agreed measures such as pipeline, order intake, revenue, market coverage, tender outcomes, and service opportunities. Use those insights to recommend actions and track progress.
• Resolve partner issues and coordinate internal resources when commercial, delivery, or service challenges put opportunities or customer relationships at risk.
• Improve channel processes, reporting and tools, and ways of working to make it easier for partners and internal teams to pursue opportunities and deliver on commitments.

Skills

Indirect sales models

Partner programs

Business development

Distributors management

Partner plans

Sales pipeline

Cross-functional coordination

Negotiation

Stakeholder communication

Education

Bachelor’s degree in business/marketing or related field

Equivalent relevant experience

Job description

Smiths Detection in the United States is seeking a Channel Manager to lead partner strategy across distributors and channel partners. You will align coverage with growth objectives, build joint business plans, and drive measurable partner performance.

Responsibilities include developing territory channel plans, coordinating bids with Sales, Legal, Finance, and Operations, and enabling partners with training, materials, and support to maximize opportunities and revenue.