Channel Sales Manager

Fortress Safety; Milwaukee (WI); Hybrid; USD 100,000 - 115,000; Full time

Benefits offered by this job

Company car allowance

401(k) matching

Parental leave

Health insurance

Employee Assistance Program

Job summary

Fortress Safety is seeking a Channel Sales Manager for the Central Midwest to drive partner-led revenue growth in industrial automation and machinery safety. The role covers distributors and system integrators across a hybrid/remote US territory, with strong emphasis on collaboration with regional sales leadership.

You will recruit and enable partners, guide deals through the full cycle, and develop plans with clear KPIs to accelerate profitability.

Qualifications

• Proven success in B2B sales or channel-led growth in technical markets.
• Experience working with distributors/integrators or channel partners.
• Strong ability to align partner activities with regional sales strategy.

Responsibilities

• Build and maintain strong relationships with partners and act as trusted advisor.
• Join sales calls, guide deals through quote-to-close process.
• Develop strategic partner plans with KPIs and revenue targets.
• Identify, recruit, onboard new strategic partners in target markets.
• Collaborate with Safety Services to design partner training on products and value proposition.
• Coordinate with marketing and sales on campaigns, leads, and co-selling.
• Monitor partner performance and provide regular business reviews to leadership.
• Lead contract negotiations and ensure compliance with agreements.
• Serve as liaison between partners and internal teams (Support, Sales, Marketing, Product).
• Track industry trends and competition to shape partnership strategy.

Skills

B2B sales

channel growth

industrial automation

machinery safety

technical markets

Tools

CRM systems

Job description

Job Title: Channel Sales Manager – Central Midwest (Partner Development) Machinery Safety & Interlocks

Location: Central Midwest territory — candidates ideally based in or commutable to the Milwaukee, Chicago, or Detroit metro areas.

This is a hybrid/remote role; relocation to our Erlanger, Kentucky office is not required.

Employment Type: Full-time, Permanent

Compensation: $100,000–$115,000 base salary + uncapped OTE (total target earnings $200,000+), plus $850/month car allowance

About The Opportunity

Fortress Safety has protected people and equipment in hazardous environments since 1977. As part of Halma plc (a UK FTSE 100 company with 8,000+ colleagues across 50+ subsidiaries worldwide), we're growing our US partner ecosystem — and we're looking for a Channel Sales Manager to lead that growth across the Central Midwest, working closely with our Regional Sales Manager to turn regional strategy into real partner results. We want someone who already lives and works on their patch — close to the distributors, integrators, and customers they'll be supporting day to day.

What You'll Be Doing

• Build and maintain strong, long-term relationships with new and existing partners as their primary point of contact and trusted advisor
• Provide partners with technical guidance, join sales calls, and drive deals through the full quote-to-close process
• Develop strategic business plans with partners, including clear KPIs and shared revenue targets
• Identify, recruit, and onboard new strategic partners aligned with our target markets
• Partner with our Safety Services team to design and deliver training so partners fully understand our products and value proposition
• Collaborate with marketing and sales colleagues on joint campaigns, lead generation, and co-selling initiatives
• Monitor and report on partner performance, delivering regular business reviews to leadership
• Lead contract negotiations and ensure ongoing compliance with partnership agreements
• Act as the key liaison between partners and internal Technical Support, Sales, Marketing, and Product teams
• Track industry trends and the competitive landscape to shape partnership strategy and spot new opportunities

What You'll Bring

• Demonstrated success in B2B sales or channel-led growth within industrial automation, machinery safety, or related technical markets
• Proven experience working with distributors, integrators, or channel partners to deliver profitable, sustainable revenue growth
• Based in or easily able to reach the Milwaukee, Chicago, or Detroit metro areas, with strong familiarity with the wider Central Midwest territory
• Strong commercial acumen and the ability to align partner activity with regional sales strategy
• A data-driven approach to managing pipelines, forecasts, and partner performance via CRM systems
• Comfort operating in a matrix environment, influencing without direct authority
• Confident communication, relationship-building, presentation, and negotiation skills
• A self-motivated, results-oriented, team-focused approach
• Willingness to travel within the assigned US region as required

Nice to have

• Prior experience specifically in machinery safety/interlocking
• Familiarity with safety standards such as ISO 13849 or IEC 62061

What We Offer

• 24 days holiday per year + 9 office closure days
• 401(k) matching and profit-sharing potential
• Company car allowance ($850/month, subject to holding fully comprehensive vehicle insurance)
• 14 weeks fully paid parental leave
• Voluntary life, disability, accident, and illness insurance
• Group healthcare with medical, dental, and vision coverage for you, your family, and partner
• Employee Assistance Program (EAP)
• Long service recognition

Work Authorization

Applicants must be authorized to work for any employer in the United States. At this time, Fortress Safety is unable to sponsor or take over sponsorship of an employment visa (e.g., H-1B) for this position.

Inclusion & Belonging

At Fortress, we don't just accept difference — we celebrate it. We're committed to creating an inclusive environment for all colleagues. If you need any accommodations during the recruitment process, just let us know.