Channel Sales Manager

TRC Talent Solutions; Cary (NC); On-site; USD 120,000 - 180,000; Full time

Job summary

TRC Talent Solutions is seeking a Channel Sales Manager for a global leader in industrial automation, focusing on mechatronics solutions. You will drive growth through System Integrator channels, manage long-term sales cycles, and collaborate with engineering teams to deliver complex projects.

The role demands strategic prospecting, executive-facing presentations, and the ability to enable channel partners with technical resources and templates.

Qualifications

• Minimum of 8 years outbound sales in industrial automation, mechatronics, or custom engineered solutions.
• Experience selling to System Integrators and understanding of automation solutions.
• Willingness to travel domestically up to 50%.
• Entrepreneurial mindset with a track record of managing multi-year, high-value sales cycles.

Responsibilities

• Develop and execute targeted go-to-market strategies to engage top-tier System Integrators and expand the reach of specialized mechatronics products.
• Initiate and nurture relationships with C-suite executives, owners, and presidents of integration firms through value-based, technical presentations and introductions.
• Manage full-cycle, project-based sales processes spanning multi-year durations, including prospecting, pre-qualification, negotiations, and closure.
• Enable channel partners with technical resources, marketing collateral, and pre-built solution templates for effective sales efforts.
• Collaborate with internal regional account managers and engineering teams to ensure cross-regional support and seamless project delivery.
• Collect and analyze market and product feedback to identify challenges and opportunities for improvement.
• Aim to exceed sales targets by developing new business and expanding existing SI relationships.
• Attend industry events and conferences to stay updated on trends and maintain professional networks.

Skills

Outbound sales

Industrial automation

System Integrators

Executive-level communication

Project-based sales

Negotiation

Domestic travel 50%

Job description

Channel Sales Manager - Summary

The Channel Sales Manager is a pivotal position responsible for driving the growth and expansion of mechatronics solutions within the industrial automation sector. This full-time role encompasses the development and execution of go-to-market strategies targeting System Integrator (SI) channels, focusing on custom engineered automation projects. The Channel Sales Manager will leverage their expertise in industrial automation to engage with executive-level stakeholders, manage complex sales cycles, and collaborate with internal teams to deliver exceptional value to customers. This opportunity is ideally suited for sales professionals who thrive in a project-based, high-visibility environment, and are passionate about shaping the future of automation through advanced technology solutions. Working in this position offers the chance to be part of a global industry leader and operate at the forefront of innovation, with the added benefit of contributing to transformative projects in the region.

Duties & Responsibilities

• Develop and execute targeted go-to-market strategies to engage top-tier System Integrators and expand the reach of specialized mechatronics products.


• Initiate and nurture relationships with C-suite executives, owners, and presidents of integration firms through value-based, technical presentations and cold introductions.


• Manage full-cycle, project-based sales processes with complex durations ranging from one to three years, including prospecting, pre-qualification, negotiations, and closure of frame agreements.


• Enable channel partners by providing them with technical resources, marketing collateral, and pre-built solution templates to facilitate effective sales efforts.


• Collaborate with internal regional account managers and engineering teams to ensure cross-regional support and seamless implementation of large-scale projects.


• Collect and analyze market and product feedback to identify challenges, customer dynamics, and opportunities for enhancing tools and processes.


• Consistently achieve and exceed sales targets by driving new business development and expanding existing relationships within the SI channel.


• Participate in industry events and conferences to stay abreast of market trends, maintain professional networks, and represent the company’s solutions.

Salary & Benefits

• Competitive salary structure aligned with industry standards for the Channel Sales Manager role in industrial automation and mechatronics.


• Comprehensive benefits package, including health, dental, vision, and retirement plans.


• Opportunities for performance-based incentives and bonuses related to project success and sales targets.


• Support for professional development, continuing education, and certifications relevant to the role.


• Travel reimbursement and support for up to 50% domestic travel as required.

Qualifications & Requirements

• Minimum of 8 years of successful outbound sales experience in industrial automation, mechatronics, or custom engineered solutions. Candidates with 5-6 years of experience may be considered with a demonstrated track record of greenfield plant installations and a strong passion for automation.


• Proven expertise in working with or selling directly to System Integrators, with the ability to understand and articulate the nuances of custom engineered automation solutions.


• Entrepreneurial mindset with a strong drive for project-based sales and a record of successfully managing multi-year, high-value sales cycles.


• Exceptional communication and negotiation skills, particularly when engaging with executive-level decision makers.


• Demonstrated technical acumen, with the capacity to identify customer requirements and align them with advanced mechatronics product offerings.


• Ability and willingness to travel domestically up to 50%, with a valid passport and no restrictions on travel.

Ideal Candidate Snapshot

• A results-driven sales professional with a passion for innovation in industrial automation and mechatronics.


• Skilled in strategic business development, capable of creating and executing successful go-to-market plans for specialized technology solutions.


• Comfortable and experienced in navigating complex, multi-year sales cycles and engaging high-level stakeholders.


• Resourceful in enabling channel partners and collaborating with cross-functional teams to deliver integrated solutions.


• Adaptable to fast-paced, project-based environments and motivated by opportunities for uncapped business growth.

Other Relevant Information

• The Channel Sales Manager position is a full-time opportunity with a global leader in industrial automation, offering the chance to make a significant impact on the growth and success of innovative mechatronics solutions.


• The role emphasizes a collaborative and supportive work environment, where employees are encouraged to contribute their expertise and participate in shaping the future of automation engineering.


• Career advancement opportunities are available for high performers, with clear pathways to roles with greater responsibility and influence.


• Joining the team provides access to state-of-the-art resources and the ability to work alongside industry experts in a global organization.

TRC Talent Solutions is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other characteristic protected by law.