Channel Manager

avnan; Irwindale (CA); Hybrid; USD 120,000 - 160,000; Full time

Job summary

Falcon Electric is seeking a Channel Partnerships leader to own and scale our partner program. You will design tiers, deal registration, enablement, and training, while growing distributors, integrators, and reps with a focus on measurable revenue lift.

You will recruit new partners in priority verticals and ensure harmony between channel and direct motions through clear rules and escalation paths, supported by AI-driven intelligence.

Qualifications

• 5+ years managing B2B channel, distribution, or partner programs in industrial, electrical, power, controls, or automation markets.
• Demonstrated experience building or scaling a partner program (deal registration, tiers, enablement).
• A track record recruiting and activating distributors, systems integrators, or reps that produced real revenue.
• Comfort with technically specified products and a specifying-engineer / integrator sales motion.
• Willingness to operate hands-on with AI and automation tooling as a force multiplier.

Responsibilities

• Design and run Falcon's channel program end to end, including tiers, deal registration, margin structure, enablement, and training.
• Manage, activate, and grow current distributors, integrators, and reps through structured reviews and planning.
• Identify, recruit, and onboard new partners in priority verticals such as water, ITS/traffic, rail, and industrial distributors.
• Own deal-registration rules and conflict arbitration to maintain partner trust as direct and channel motions scale.
• Provide partner enablement and co-marketing tools to drive Falcon into accounts.

Skills

Channel management

Partner programs

B2B sales

AI tooling

Distributors recruitment

Tools

CRM systems

AI analytics

Job description

ABOUT FALCON ELECTRIC

Falcon keeps the systems modern life depends on running where ordinary power gives out: the remote pump station, the roadside traffic cabinet, the treatment plant that can never go dark. For 35 years, when conditions are too hot, too cold, too dirty, or too far from anywhere for standard equipment to survive, engineers have specified Falcon. We build true online power protection engineered for the field, and we stand behind it without dispute.

We have something rare: a 35-year engineering reputation, the trust of the engineers who stake their projects on us, and a mission worth winning. We chose the hardest corner of the power world on purpose, and we intend to own it completely, bringing the hunger of a startup to a company that earned its credibility the hard way. Part of that bet is how we work: our vision is to be AI-native, using AI and building our own into how we operate so a focused team can move with the speed and reach of one many times its size, with AI doing the heavy lifting and people making the calls that matter. We are early. The engine is being built now, not bought off a shelf, and you will help build it.

This is a chance to build something that matters, protecting the water, transportation, and power infrastructure the world runs on, with people who move fast, own their outcomes, and are a little obsessed with winning. If that is your kind of work, come build it with us.

WHY THIS ROLE, WHY NOW

Falcon's channel program today is informal. We have loyal partners but no deal-registration structure, no partner tiers, no formal enablement, and no managed conflict rules between direct and channel motions. Channel is an important part of our revenue today and look to scale our growth through this channel. That does not happen by accident, it needs an owner who can both manage the partners we have and systematically recruit the ones we don't.

You are that owner. You will turn a set of relationships into a program, and a program into a repeatable revenue engine.

WHAT YOU'LL OWN

• The partner program. Design and run Falcon's channel program end to end. Partner tiers, deal registration, margin structure, fast-quote SLAs, enablement, and training.
• Existing partners. Manage, activate, support and grow Falcon's current distributors, integrators, and reps through structured QBRs, joint pipeline planning, and enablement.
• New partnerships. Identify, recruit, and onboard new partners in our priority verticals — water/wastewater SCADA integrators, ITS/traffic and rail integrators, UL 508A control-panel builders, and industrial distributors.
• Channel–direct harmony. Own the deal-registration rules and conflict arbitration that keep partner trust intact as direct and channel motions both scale.
• Partner enablement & co-marketing. Equip partners with the tools, spec support, and co-marketing they need to sell Falcon into their accounts.
• The channel scoreboard. Own and report weekly: partner-sourced pipeline, deal-registration volume, partner activation rate, and quote-SLA adherence.

FIRST 6 & 12 MONTHS

• By day 90: Full audit of current partners, a documented partner tier + deal-registration framework live, and a ranked recruitment target list built with AI account intelligence.
• By month 6: Deal registration in production, first cohort of new partners recruited and onboarded, and a repeatable partner enablement kit shipped.
• By month 12: A measurable lift in partner-sourced pipeline, active partners growing quarter over quarter, and channel–direct conflict managed with zero major partner-trust incidents.

WHAT YOU BRING — MUST-HAVE

• 5+ years managing B2B channel, distribution, or partner programs in industrial, electrical, power, controls, or automation markets.
• Demonstrated experience building or scaling a partner program (deal registration, tiers, enablement) not just managing an existing one.
• A track record recruiting and activating distributors, systems integrators, or reps that produced real revenue.
• Comfort with technically specified products and a specifying-engineer / integrator sales motion.
• Willingness to operate hands-on with AI and automation tooling as a force multiplier.

PREFERRED

• Background in UPS, backup power, or harsh-environment / rugged industrial equipment.
• Existing relationships in water/wastewater, ITS/traffic, rail, or industrial automation channels.
• Experience managing channel–direct conflict at a growing manufacturer.

HOW YOU'LL BE MEASURED

Falcon measures commercial roles on pipeline that converts to design wins and revenue not vanity activity. You will have a small number of clear metrics and a weekly operating rhythm.