Director, Channel Management - Aclara

Hubbell Lighting Inc; Maryland Heights (MO); On-site; USD 150,000 - 190,000; Full time

Job summary

Hubbell Incorporated’s Aclara division seeks a Director of Channel Management to lead and optimize channel strategy across Electric, Gas, and Water segments, partnering with sales leaders to strengthen partner relationships and drive growth.

You will oversee a small team, develop channel-to-market plans, manage distribution agreements, and monitor performance while traveling up to 50% to support national and international sales initiatives.

Qualifications

• Five or more years of industry-related sales experience.
• Bachelor's degree in Business or equivalent.
• Willingness to travel up to 50% for business purposes.
• Excellent communication and leadership skills.
• Ability to develop and execute channel strategies and partnerships.

Responsibilities

• Identify, develop, and manage channel partner relationships across Electric, Water, and Gas segments.
• Lead development and execution of sales strategies through channel partners.
• Develop and lead overall strategic direction for channel-to-market approaches.
• Create and manage channel partner account plans and reviews.
• Implement and manage distribution agreements, including incentives and co-investment arrangements.
• Monitor monthly performance across partner territories.

Skills

Channel management

Sales leadership

Strategic planning

Partnership development

Travel willingness

Education

Bachelor's degree in Business

Job description

Job Overview

Director, Channel Management - Aclara

The Director of Channel Management is responsible for leading and optimizing Aclara's channel strategy and execution across Electric, Gas, Water, and Meters. This role partners closely with sales leaders to strengthen key partner relationships, develop competitive programs, and support local, regional, national, and international sales teams in implementing effective channel strategies.

This position will have 2 direct reports, not until 2028.

Compensation will be based on experience and qualifications and will be discussed during the interview process. The salary range for this role is $150,000 - $190,000 per year. This position offers a competitive salary and benefits package.

A Day In The Life

• Identify, develop, and manage channel partner relationships aligned with Aclara's offerings across the Electric, Water, and Gas market segments.
• Drive the development and execution of key sales strategies through effective leadership, coaching, and support of channel partners.
• Develop, implement, and lead the overall strategic direction for Aclara's channel-to-market approach.
• Identify and develop channel partners that strengthen Aclara's position as a solutions provider.
• Collaborate with VPSAs and other Channel Directors to develop channel strategies for national partners in support of sales objectives.
• Align channel processes and go-to-market strategies across Electric, Water, and Gas partners to maximize Aclara's business opportunities.
• Create or co-develop channel partner account plans; conduct quarterly, semiannual, and annual reviews; and guide corrective or contingency actions to achieve planned outcomes.
• Implement and manage distribution agreements, including program incentives, commission payments, and co-investment arrangements.
• Monitor monthly business performance across channel partner territories.
• Maintain appropriate confidentiality regarding opportunities, product development, and other joint initiatives.

Additional Responsibilities:

• Maintain accurate and current channel partner account information in Salesforce.
• Participate in sales meetings, conferences, trade shows, and regional trade association meetings, as required.
• Use company-provided tools to manage and adapt sales strategies and track account activity.
• Prepare and present required reports to senior management.
• Perform other duties and responsibilities as assigned by management.

What will help you thrive in this role?

• Bachelor's degree in Business or a related field, or an equivalent combination of education and experience.
• Minimum of five years of industry-related sales experience.
• Self-motivated, with the ability to work independently and effectively with limited supervision.
• Proficiency in Microsoft Office applications, with strong influencing and persuasion skills.
• Strong problem-solving and decision-making skills.
• Effective presentation skills.
• Ability to travel up to 50% for business-related purposes.

Preferred Qualifications:

• Advanced knowledge of channel partner sales markets.
• Working knowledge of metering and meter-reading technologies.
• Demonstrated ability to evaluate complex situations and concepts and translate strategies into effective actions.
• Results-oriented, with accountability for delivering business outcomes individually and through teams.
• Commitment to continuous performance evaluation and improvement, with a willingness to challenge the status quo.
• Ability to develop and sustain strong working relationships.
• Effective written and verbal communication skills with internal and external stakeholders.
• Ability to work independently in a fast-paced environment.

Hubbell Incorporated

Hubbell creates critical infrastructure solutions that power our customers, communities, people and the planet. Our company is strategically aligned around enabling grid modernization and electrification. As more products plug in to an aging grid, Hubbell solutions enable the transition to a more reliable, resilient and efficient energy infrastructure. Founded in 1888 our innovation has made us a leading global manufacturer of high quality electrical and utility solutions enabling customers to operate critical infrastructure reliably and efficiently.

The company operates in two segments. Hubbell Utility Solutions (HUS) enable the grid to conduct, communicate and control energy across utility applications and Hubbell Electrical Solutions (HES) are essential to managing power across a wide range of industries and applications. Our vertical market solutions can be applied to markets including Data Centers, Renewables, Commercial Buildings, Industrial, Telecom and Transportation. Supporting both of our business segments is our corporate and Hubbell Unified Business Solutions teams that provide consistent process, tools technologies across our businesses.

We are committed to operating sustainably and ethically while promoting an inclusive and supportive culture for our people to grow and develop in their careers. Our employees proudly work and serve our communities from our headquarters in Shelton, CT, across the United States and around the globe.

Hubbell Utility Solutions

Hubbell Utility Solutions (HUS) enable the grid to conduct, communicate and control energy across utility applications. HUS provides the critical components that allow the grid to reliably transmit and distribute energy, as well as the communications and controls technologies to make the grid smarter and more flexible.

Hubbell Incorporated, its subsidiaries and affiliates, is an EO Employer AA: M/F/Veteran/Disability. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status, sexual orientation, gender identity or any other protected class.

The above summary of position responsibilities and requirements is not intended, and should not be construed, to be an exhaustive list of duties, skills, efforts, physical requirements, or working conditions associated with the position. It is intended to be an accurate reflection of those principal position elements essential for making decisions related to position performance, employee development, and compensation.