Channel Programs Lead – Industrial Automation & Partners

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

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.