Channel sales manager in manufacturing

Poka Inc.; United States; Remote; USD 150,000 - 230,000; Full time

Benefits offered by this job

Remote-friendly

Annual learning budget

MacBook Pro

Wellbeing support

Job summary

Poka Inc. ищет специалиста по партнёрским продажам в Европе. Вы будете развивать партнерскую сеть, проводить совместные продажи с IFS и партнёрами, настраивать планы роста и обучать команды продажам. Требуется опыт B2B SaaS и владение английским.

Кандидат должен развивать экосистему, управлять воронкой и представлять компанию на отраслевых мероприятиях. Готовность к командировкам по Европе обязателна.

Qualifications

• 5+ лет B2B SaaS продаж, из которых минимум 3 года в роли партнёра/канала
• Опыт продаж в экосистеме ПО ERP/EAM/MES/промышленное ПО
• Способность влиять без полномочий и удерживать партнёров в сотрудничестве
• Опыт найма и onboarding новых партнёров в рынках с нуля
• Понимание производственной/промышленной сферы
• Коммерческая дисциплина: планирование, воронка продаж, прогнозирование и атрибуция
• Ориентация на рост, проактивность и обучаемость
• Умение использовать AI и современные инструменты продаж
• Свободное владение английским языком (письменная и устная)
• Готовность к поездкам по Европе (UK/Ирландия/Германия)
• Наследование: ещё один европейский язык будет преимуществом

Responsibilities

• Строить и вести канал поставщиков в Европе, работать с продавцами IFS и партнёрами
• Картировать установленные базы и выбирать наиболее ценные аккаунты
• Проводить совместные продажи вместе с командами партнёров и IFS до закрытия сделки
• Найм и onboard новых партнёров в странах Европы
• Обучать партнёров продажам, передачей месседжей и планам
• Разрабатывать совместные бизнес-планы и проводить регулярные обзоры
• Поддерживать достоверность pipeline в Salesforce
• Использовать AI для исследований, охвата и контента продаж
• Делиться инсайтами с руководством, маркетингом и продуктом
• Представлять Poka на мероприятиях IFS/партнёров и отраслевых встречах в Европе

Skills

B2B SaaS sales

Partner sales experience

ERP/EAM/MES sales

Influence without authority

Partner recruitment

Industrial domain knowledge

Forecasting

Growth mindset

AI in sales

English proficiency

Travel willingness

Education

No formal degree requirement

Tools

Salesforce

Job description

Описание:

At Poka, we're changing how the world's industrial teams work — capturing the knowledge of their best people and putting it in every operator's hands. Our connected worker platform is purpose-built for manufacturing and the wider industrial world, with industrial AI inside the shift, not on top of it. The result: frontline performance that becomes compounding knowledge and measurable impact — every shift, every site, every region. We're proud to support global leaders like Nestlé, Bosch, Mars, and Danone across 3,000+ sites in 70+ countries.

Задачи:

• Build and own a partner‑sourced pipeline across Europe, working with IFS sellers, IFS partners and sister companies to uncover cross‑sell opportunities in shared manufacturing and industrial customers.
• Map installed bases across the IFS family, prioritise the accounts where Poka adds the most value, and turn those relationships into warm introductions and joint account plans.
• Run joint selling with partner and IFS teams - co‑planning, co‑prospecting and staying close to every deal through to close alongside Poka's Account Executives and Solutions Consultants.
• Identify, recruit and onboard in‑country partners in European markets where Poka doesn't yet have service coverage, and give them what they need to sell and deliver successfully.
• Enable partner sellers with the training, messaging, and playbooks that keep Poka front of mind when they're in front of their customers.
• Build joint business plans with your key partners and run regular reviews that hold both sides accountable for results.
• Keep partner‑sourced and partner‑influenced pipeline accurate in Salesforce, and forecast with confidence.
• Put AI to work in your day‑day - account and partner research, overlap mapping, drafting outreach and enablement content, CRM copilots - so you spend more time building relationships and less time on admin.
• Bring partner and market insight back to leadership, marketing and product, and help define the programme behind the channel: rules of engagement, incentives and attribution.
• Represent Poka at IFS, partner and industry events across Europe.

Требования:

• 5+ years in B2B SaaS sales, including at least 3 in a partner, channel or alliances role, with a track record of hitting targets on partner‑sourced revenue.
• Experience selling within a large software ecosystem - ideally ERP, EAM, MES, supply chain or industrial software, and a clear understanding of how systems integrators, resellers and ISVs win and make money.
• The ability to influence without authority: getting another company's sellers to prioritize your solution, and keeping them engaged.
• Experience recruiting and onboarding new partners, ideally in markets where you were building from zero.
• An understanding of manufacturing and industrial environments, or the curiosity to get credible with operations leaders fast.
• Commercial rigour: joint business planning, pipeline management, forecasting and clear attribution.
• A coachable, growth‑minded approach - you seek out feedback, act on it and keep raising your own bar.
• A hands‑on, curious approach to AI and modern sales tooling - you already use it to work smarter and are keen to keep learning.
• Excellent written and spoken English.
• Based from one of our European hubs (UK, Ireland or Germany), with the ability and willingness to travel regularly across the region.
• Будет плюсом: another European language such as German, French, Dutch or Spanish is a strong asset.

Условия:

• Generous vacation policy, additional paid days, and charity day.
• Scale‑up energy with huge backing and a global yet close‑knit team.
• A truly flexible schedule and remote‑friendly working - including up to 8 weeks a year working from abroad.
• Wellbeing support from day one, including free 1:1 sessions with certified coaches and therapists.
• MacBook Pro, plus home‑office and monthly allowances to set you up properly.
• An annual learning and development budget to keep your career moving.
• Regular team meetups and industry events - remote never means disconnected.
• A rewarding employee referral program for successful hires.