Channel Partner Manager

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

Job summary

EyeROV IROV Technologies Pvt. Ltd. in the United States seeks a Senior Manager - Channel Partnerships & Alliances to build and scale a partner network, onboard partners, and develop joint account plans with Regional Sales Managers.

You will enable partners, drive pipeline, and govern partner performance, working with RSMs and cross-functional teams. Expect frequent travel to engage partners and customers globally.

Qualifications

• Experience recruiting, enabling and managing industrial technology partners.
• Strong understanding of B2B and B2G sales cycles and tenders.
• Proven ability to convert relationships into qualified pipeline and revenue.
• Excellent negotiation and stakeholder management skills.
• Willingness to travel frequently across India and internationally.

Responsibilities

• Identify, onboard and enable channel partners; develop joint account plans with RSMs.
• Co-create pipeline with RSMs and manage partner-driven opportunities.
• Govern partner relationships and performance through defined KPIs.
• Collaborate with sales teams to align pricing and proposals.

Skills

Channel sales

Partnerships

Business development

Enterprise sales

CRM & forecasting

Negotiation

Stakeholder management

Presentation skills

Travel willingness

Education

Bachelor's degree in engineering or business

MBA desirable

Tools

CRM (Salesforce)

Job description

Role purpose

The Senior Manager - Channel Partnerships & Alliances will build, activate and scale EyeROV's partner network. The role is responsible for identifying the right partners, onboarding and enabling them, developing joint account plans, and ensuring that partners consistently generate qualified sales opportunities alongside the concerned Regional Sales Managers (RSMs).

Key responsibilities

1. Partner strategy, identification and onboarding

2. Partner enablement and activation

3. Joint pipeline creation and opportunity development

4. Partner engagement and governance

Preferred sector exposure

Experience in one or more of the following will be advantageous: Disaster, marine technology, underwater systems, drones or unmanned systems, defence and homeland security, industrial automation, NDT/inspection, oil and gas, ports, hydro infrastructure, EPC projects, public-sector sales or technology distribution.

Working model with Regional Sales Managers

The role will operate in a matrix with EyeROV's regional sales organisation:

• The Partnership Manager owns partner recruitment, onboarding, enablement, engagement and partner performance.
• The RSM owns the end-customer opportunity, regional sales forecast, proposal strategy and closure.
• The Partnership Manager and RSM jointly own account planning, partner-supported customer activity and pipeline progression.
• Account ownership, commercial commitments and partner margins must be documented before significant opportunity investment.

Candidate profile

• 8-15 years of experience in channel sales, partnerships, alliances, business development or enterprise sales.
• Demonstrated experience recruiting, enabling and managing partners in industrial technology, defence systems, robotics, inspection solutions, capital equipment or adjacent sectors.
• Strong understanding of B2B and/or B2G sales cycles, including multi-stakeholder opportunities, tenders and technical-commercial proposals.
• Track record of converting relationships into qualified pipeline and revenue, with disciplined use of CRM and forecasts.
• Ability to understand technical products and translate them into clear customer and partner value propositions.
• Strong commercial negotiation, stakeholder management, communication and presentation skills.
• Willingness to travel frequently across India and, when required, internationally.
• Bachelor's degree in engineering, business or a related field; an MBA is desirable but not mandatory.