Channel Partner Manager

Randstad Digital Americas; Raleigh (NC); On-site; USD 250,000 - 290,000; Full time

Benefits offered by this job

Medical

Prescription

Dental

Vision

AD&D

Life insurance offerings

Short-term disability

401K plan

Job summary

Randstad Digital Americas seeks a Channel Partner Manager to shape and lead our US channel strategy. You will build a scalable partner ecosystem, recruit manufacturers’ reps, distributors, value-added resellers, and associations, and drive indirect coverage for electric cooperatives and public power utilities across the country.

The role combines a hybrid go-to-market approach with direct-sell oversight, training and certification, and joint business planning to generate partner-originated

Qualifications

• Proven track record of designing, launching and scaling a formal, tiered channel partner program for a technology or industrial vendor, ideally a multi-region program.
• 10+ years' experience in channel strategy, partner program management or indirect sales leadership, including recruiting, onboarding and enabling resellers, distributors and solution providers.
• Experience in utilities, AMI / smart metering, smart grid, smart cities or industrial IoT, with understanding of how US electric cooperatives and public power utilities buy, and of the networks that serve them.
• Hands-on command of program mechanics: tiering and partner scoring, certification and learning paths, deal registration, market development funds, partner incentives and joint business planning.
• Experience implementing partner portals / PRM and channel automation integrated with CRM, and using data to manage partner performance.
• Experience helping partners shift from one-off hardware sales towards software, SaaS and recurring-revenue models.
• Degree in business, engineering or related discipline; experience in a global, matrixed organization is an advantage.
• Willingness to travel extensively across the United States.

Responsibilities

• Create the indirect route to market to cover electric cooperatives and public power utilities across the US.
• Build a scalable hybrid model with direct sales for core relationships and intermediaries for reach and local presence.
• Own the partner program end-to-end: strategy, recruitment, tiering, training, certification, joint business planning, deal registration and co-marketing.
• Ensure the program is extendable to other regions and measure partner-originated pipeline and bookings separately from direct sales.

Skills

go-to-market strategy

Education

Bachelor's degree

Job description

Job Summary

This is a unique opportunity to shape and lead the development of our US channel partner strategy at a pivotal stage in the company's growth. As the first dedicated Channel Partner Manager for the US market, you will have the autonomy to build a scalable partner ecosystem from the ground up, influence go-to-market strategy, and play a key role in expanding our presence across electric cooperatives and public power utilities.

The Manager is responsible for creating the indirect route to market that gives us coverage of electric cooperatives and public power utilities across the country.

The role builds the hybrid model proven in this segment: our direct sales team owns the core utility relationships, while a network of trusted intermediaries - manufacturer's representative firms, distributors, value-added resellers, state wide associations and joint action agencies - provides reach and local presence and, where appropriate, buys from us and resells to the end customer.

The Channel Partner Manager owns the program end to end - partner strategy and recruitment, a tiered structure with clear requirements and rewards, training and certification, joint business planning, deal registration, co-marketing, and the systems and processes that make us easy to partner with - and is accountable for partner-originated pipeline and bookings, measured and reported separately from direct sales.

The program is to be built on a single, scalable structure that can later be extended to other regions.

location: Raleigh, North Carolina

job type: Permanent

salary: $250,000 - 290,000 per year

work hours: 9am to 5pm

education: Bachelors

Responsibilities

• The Manager is responsible for creating the indirect route to market that gives us coverage of electric cooperatives and public power utilities across the country.
• The role builds the hybrid model proven in this segment: our direct sales team owns the core utility relationships, while a network of trusted intermediaries - manufacturer's representative firms, distributors, value-added resellers, state wide associations and joint action agencies - provides reach and local presence and, where appropriate, buys from us and resells to the end customer.
• The Channel Partner Manager owns the program end to end - partner strategy and recruitment, a tiered structure with clear requirements and rewards, training and certification, joint business planning, deal registration, co-marketing, and the systems and processes that make us easy to partner with - and is accountable for partner-originated pipeline and bookings, measured and reported separately from direct sales.
• The program is to be built on a single, scalable structure that can later be extended to other regions.

Qualifications

Proven track record of designing, launching and scaling a formal, tiered channel partner program for a technology or industrial vendor, ideally a multi-region program built from the ground up.

10+ years' experience in channel strategy, partner program management or indirect sales leadership, including recruiting, onboarding and enabling resellers, distributors and solution providers.

Experience in utilities, AMI / smart metering, smart grid, smart cities or industrial IoT, with a working understanding of how US electric cooperatives and public power utilities buy, and of the representative, distributor and association networks that serve them.

Hands-on command of program mechanics: tiering and partner scoring, certification and learning paths, deal registration, market development funds, partner incentives and joint business planning.

Experience implementing partner portals / PRM and channel automation integrated with CRM, and using data to manage partner performance.

Experience helping partners shift from one-off hardware sales towards software, SaaS and recurring-revenue models.

Degree in business, engineering or a related discipline, or equivalent experience; experience in a global, matrixed organization is an advantage.

Willingness to travel extensively across the United States.

Skills

go-to-market strategy

Equal Opportunity Employer: Race, Color, Religion, Sex, Sexual Orientation, Gender Identity, National Origin, Age, Genetic Information, Disability, Protected Veteran Status, or any other legally protected group status.

Pay offered to a successful candidate will be based on several factors including the candidate's education, work experience, work location, specific job duties, certifications, etc.

• medical
• prescription
• dental
• vision
• AD&D
• life insurance offerings
• short-term disability
• 401K plan (all benefits are based on eligibility)

This posting is open for thirty (30) days.