Channel Partner Manager

EDMI; Raleigh (NC); Hybrid; USD 120,000 - 180,000; Full time

Benefits offered by this job

Medical and dental insurance

401(k) with 7% employer contribution

25 days annual leave

Job summary

EDMI is seeking the first dedicated Channel Partner Manager for the US market in Raleigh, NC. You will design and scale EDMI's indirect route to market, targeting electric cooperatives and public power utilities, while integrating a hybrid partner model with manufacturers’ representatives and distributors.

The role requires extensive experience in channel programmes, partner recruitment, enablement, and joint business planning, with a focus on expanding EDMI's presence across the US.

Qualifications

• Proven track record designing and launching tiered channel programmes.
• 10+ years in channel strategy or indirect sales leadership.
• Experience with utilities/AMI or smart grid is a plus.

Responsibilities

• Build and run the indirect channel strategy for US electric coop and public power buyers.
• Recruit, onboard and enable resellers, distributors and VARs.
• Define tiering, rewards, training and certification; manage joint business planning.
• Ensure partner-originated pipeline and bookings are tracked separately from direct sales.

Skills

Channel strategy

Partner programme management

Indirect sales leadership

Partner onboarding

Data-driven management

Education

Business/Engineering degree

Equivalent experience

Tools

CRM systems

PRM platforms

Channel portals

Job description

This is a unique opportunity to shape and lead the development of EDMI's 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 EDMI's presence across electric cooperatives and public power utilities.

Responsibilities

• The Manager is responsible for creating the indirect route to market that gives EDMI coverage of electric cooperatives and public power utilities across the country.
• The role builds the hybrid model proven in this segment: EDMI’s 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 EDMI and resells to the end customer.
• The Channel Partner Manager owns the programme 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 EDMI easy to partner with – and is accountable for partner-originated pipeline and bookings, measured and reported separately from direct sales.
• The programme is to be built on a single, scalable structure that can later be extended to other EDMI regions.

Qualifications

• Proven track record of designing, launching and scaling a formal, tiered channel partner programme for a technology or industrial vendor, ideally a multi-region programme built from the ground up.
• 10+ years’ experience in channel strategy, partner programme 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 programme 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 organisation is an advantage.
• Willingness to travel extensively across the United States.

Pay range and compensation package

• Attractive and competitive package
• Opportunities for professional growth and development
• Flexible working arrangements
• Medical and dental insurance
• 401(k) with 7% employer contribution
• 25 days annual leave plus public holidays