Channel Sales Development Specialist

Atlas Copco; United States; On-site; USD 90,000 - 130,000; Full time

Job summary

Edwards Vacuum, a brand within the Atlas Copco Group, is seeking a Channel Sales Development Specialist to drive growth through a high-performing partner network across North America. This fully remote role focuses on engaging distributors, expanding reseller networks, and hitting revenue targets.

You will recruit and onboard new partners, coordinate with product teams, and maintain robust forecasts and CRM updates to ensure market penetration and successful indirect sales initiatives.

Qualifications

• 5+ years of experience in technical sales, applications engineering, or account management within the process industries.
• Strong experience with channel sales or key account sales with partner exposure.
• Proven track record managing distributors / third-party partners.
• Technical background in industrial/process equipment.
• Knowledge of rotating equipment and its applications; MS Office; C4C is a plus.

Responsibilities

• Build and manage relationships with existing distributors and new channel partners.
• Expand value-added reseller networks.
• Drive partners to achieve aggressive revenue targets.
• Identify, recruit and onboard new partners.
• Strengthen market coverage across North America.
• Target strategic, technically capable partners (integrators, specialists).
• Conduct regular partner visits and QBRs; set targets, growth plans, and corrective actions.
• Build and manage sales forecast, annual quotas, and pipeline projections; contribute to CRM updates.
• Represent Edwards at industry events and partner conferences; collaborate with product teams.

Skills

Channel sales

Key account sales

Distributor management

Industrial equipment

CRM

Education

Bachelor's or master's in chemical/mechanical engineering

Job description

The Channel Sales Development Specialist is responsible for driving revenue growth and market expansion for Edwards Vacuum’s liquid ring pump portfolio across North America by developing, enabling, and managing a high-performing network of channel partners. This role ensures strong partner engagement, accountability, and alignment with business objectives to effectively generate demand, execute sales opportunities, and increase market penetration through indirect sales channels.

Main Responsibilities:

Channel Partner Development & Management

• Build and manager relationships with existing distributors and new channel partners
• Expand value-added reseller networks
• Drive partners to achieve aggressive revenue targets

Channel Expansion (Hunting Focus)

• Identify, recruit and onboard new partners
• Strengthen market coverage across North America
• Target strategic, technically capable partners (integrators, specialists)

Partner Performance & Accountability

• Conduct Regular Partner visits and Quarterly business reviews (QBRs).
• Set: Sales targets, Growth Plans, & Corrective actions when needed
• Ensure partners deliver accurate forecasts and pipeline visibility

Forecasting, CRM & Business Planning

• Build and manager: Sales Forecast, Annual quotas and Pipeline projections
• Contribute to CRM updates

Market Development & Representation

• Represent Edwards at Industry events and Partner conferences
• Collaborate with Product teams and Internal stakeholders
• Promote Liquid Ring Vacuum Pump portfolio

To succeed, you will need

Education

• Preferred bachelors/master's degree in chemical engineering or mechanical engineering. Open to other degrees.

Experience

• 5+ years of experience in technical sales, applications engineering, or account management within the process industries
• Strong experience working with:
  • Channel sales OR
  • Key account sales (with partner exposure)
• Proven track record:
  • Managing distributors / third-party partners
  • Growing indirect sales channels
• Technical background in:
  • Industrial/process equipment

Knowledge

• Technical expertise in rotating equipment and its applications within the process industry.
• Advanced proficiency in Microsoft Office Suite (Word, Excel, PowerPoint); experience with C4C is a plus.
• Excellent command of English, both written and spoken.

Requirements

• Strong interpersonal and communication skills, with the ability to engage effectively across all levels of the organization and with external stakeholders.
• Highly organized and detail-oriented, capable of managing multiple priorities and delivering high-quality work under pressure.
• Strategic thinker with a proactive mindset, capable of identifying risks, solving problems, and driving initiatives forward.
• Demonstrates ownership and accountability, with the confidence to raise concerns and raise issues when necessary.
• Ability to travel up to 30% locally with occasional, infrequent domestic travel across the U.S.

In return, we offer

• Culture of trust and accountability
• Lifelong learning and career growth
• Innovation powered by people
• Comprehensive compensation and benefits
• Health and well-being

Job location

This role is fully remote, enabling you to work from anywhere in the world. We value results over location and provide the tools and support you need to succeed from any location.

We Are An Equal Opportunity Employer!

Edwards Company considers for employment and hires qualified candidates without regard to race, religion, color, sex, sexual orientation, genetic information, gender, gender identity, gender expression, age, national origin, ancestry, citizenship, protected veteran or disability status or any factor prohibited by law, and as such affirms in policy and practice to support and promote the concept of equal employment opportunity and affirmative action, in accordance with all applicable federal, state, provincial and municipal laws.

No person shall be denied the equal protection of the laws of this state or any subdivision thereof. No person shall, because of race, color, ethnicity, national origin, age, disability, creed [or], religion, or sex, including sexual orientation, gender identity, gender expression, pregnancy, pregnancy outcomes, and reproductive healthcare and autonomy, be subjected to any discrimination in [his or her] their civil rights by any other person or by any firm, corporation, or institution, or by the state or any agency or subdivision of the state, pursuant to law.

Edwards is a global leader of vacuum and abatement systems. We are proud to lead the industry, pushing the boundaries of science to deliver innovative products which are intrinsic to everyday life, working in partnership with our customers and continually setting new standards. With over 150 years of rich heritage, Edwards is the partner of choice for tens of thousands of customers in critical applications around the world. Vacuum is required in diverse sectors, from the generation of power to the production of steel, to the challenging environments of space simulation and high energy physics research.

At Edwards, we believe there is always a better way. Our employees are full of ideas. When looking to add a new team member, we are looking for someone that can appreciate what the Edwards Team has done and bring their new ideas and perspective to enhance where we can go. At Edwards you get to be part of something big; we work globally, but also get the opportunity make a difference locally in our own discipline. We work hard to attract, motivate, develop and retain the best talent from the diversity of people across the globe. Our vision to be First in Mind, First in Choice relies on this strategy. We are an Equal Opportunity Employer.

Behind every innovative solution, there are people working together to transform the future. With careers sparked by initiative and lifelong learning, we are uniting curious minds, and you could be one of them.

Information at a Glance

Edwards is a leader in the vacuum and abatement markets. The brand’s products are essential for industries such as semiconductor, power generation, chemical and food processing. Edwards believes in working with customers to set new standards and creating environments where innovation thrives. This trailblazer prides itself on making a difference in areas that are intrinsic to people’s everyday lives – from the medical care they receive to the coffee they drink. Wherever there is vacuum, Edwards can also be found, leading the way. Edwards is a brand within Atlas Copco Group.

Visit the Edwards website