Director of Indirect Channels & OEM Partnerships

Destaco; Kennesaw (GA); Hybrid; USD 180,000 - 240,000; Full time

Job summary

Dover Corporation's Dover Imaging & Identification (DII) seeks a Director of Indirect Channels & OEM Partnerships in Kennesaw, GA. The role leads multi-year indirect channel strategy, OEM collaboration, and partner enablement to expand market coverage and revenue across the portfolio.

You will build tiered partner programs, manage major OEM relationships, and drive recurring revenue through services and consumables, with 30–50% travel.

Qualifications

• 10+ years of progressive commercial sales leadership in B2B industrial manufacturing or engineered systems.
• Proven track record monetizing blended business models (hardware, consumables, software).
• Expert in partner agreements, master contracts, IP licensing and rebates.

Responsibilities

• Formulate and execute a multi-year indirect channel and OEM roadmap.
• Recruit, onboard, and manage distributors, integrators, and OEM partners.
• Lead org with certification programs and governance to protect channel revenue.
• Drive design wins and long-term specifications with major OEMs and system builders.

Skills

Strategic sales leadership

Channel development

Contracting & negotiation

CRM & PRM proficiency

Cross-functional collaboration

Forecasting & analytics

Education

Bachelor's degree in Business/Engineering/Marketing

MBA preferred

Tools

CRM systems

PRM platforms

Job description

Director of Indirect Channels & OEM Partnerships page is loaded## Director of Indirect Channels & OEM Partnershipsremote type: Hybridlocations: Kennesaw, Georgia, USAtime type: Full timeposted on: Posted Yesterdayjob requisition id: JR101813Dover Imaging & Identification (DII) is a segment of Dover Corporation that includes the following brands: Markem-Imaje, Blue Bite, Solaris Laser, Systech, MS Printing Solutions and JK Group. We design, manufacture and deliver industrial equipment, consumables, software and services solutions for the marking & coding, consumer engagement, product traceability, authentication, and digital textile printing markets.With more than 40 offices and over 3,000 employees worldwide, DII has a presence in +28 countries and offers numerous job opportunities globally. If you're looking for an international, multidisciplinary and collaborative environment that offers a world of opportunities, come join us at DII.**Responsibilities:**1. Strategic Channel Architecture & Network Developmento Formulate and execute a multi-year indirect commercial roadmap that expands market coverage while strictly mitigating channel conflict with direct sales territories.o Identify, recruit, negotiate, onboard, and manage distributors, integrators, and OEM partners. Program strategies will be focused on market expansion and leveraging M-I equipment to drive unit saleso Lead formal, tiered partner programs with explicit volume commitments, stocking levels, and Markem-Imaje systems utilization to grow market share in authorized markets.o Manage field Channel and OEM sales team responsible for driving local market strategies through account portfolio management, annual planning, and quarterly business reviews2. OEM Strategic Account Management & Technical Integrationo Lead executive-level relationship development with major machine builders, packagers, and original equipment manufacturers who embed or integrate our equipment and software into their turnkey systems.o Collaborate closely with Product Management and Engineering to develop value add products, white-label frameworks, and customized API/software integration protocols.o Drive multi-year design wins, securing long-term specifications within OEM product lines to guarantee predictable recurring equipment and consumables demand.3. Full-Portfolio Monetizationo Ensure channel and OEM partners are equipped and contractually motivated to sell the complete product portfolio, moving beyond one-off machinery transactions to capture aftermarket service contracts and genuine consumables streams.4. Partner Enablement, Governance & Conflict Managemento Institute a robust partner deal-registration architecture within the centralized CRM/PRM to protect partner-originated demand and eliminate territorial overlap with regional Account Managers.o Build technical and commercial certification programs in partnership with Commercial Operations, ensuring indirect partners uphold our brand standards in deployment and support.**Qualifications:**· Education: Bachelor's degree in Business, Engineering, Marketing, or a related technical/commercial discipline; MBA or advanced degree preferred.· Experience: 10+ years of progressive commercial sales leadership in mature B2B industrial manufacturing, capital equipment, packaging automation, or engineered systems. Proven people management, team building, and employee empowerment skills· Portfolio Selling: Proven track record of successfully monetizing blended business models (hardware/equipment, proprietary consumables/spares, and integrated industrial software). Effective verbal communication skills (in-person, conference calls, presentations) and business writing proficiency (transactional - emails; informational - call reports, meeting minutes; persuasive - customer proposals).· Contracting & Negotiation: Expert mastery of partner agreements, OEM master supply contracts, IP licensing, and rebate/discount structures. Adept at marshalling internal resources across engineering, field service, marketing, and legal without direct authority.· Systems Fluency: Proficiency with enterprise CRM systems, PRM (Partner Relationship Management) platforms, and pipeline analytics governance. Experience in forecasting sales area revenue on a weekly basis.· Willingness and ability to travel to customer sites and other company locations. 30-50% travel.**The right candidate if you are aligned to our values and culture:**· Collaborative entrepreneurial spirit· Winning through customers· High ethical standards, openness and trust· Expectations for results· Respect and value peopleWe consider several job-related, non-discriminatory factors when determining the pay rate for a position, including, but not limited to, the position's responsibilities, a candidate's work experience, a candidate's education/training, the position's location, and the key skills needed for the position. Pay is one of the Total Rewards that we provide to compensate and recognize employees for their work.All qualified applicants will receive consideration for employment without discrimination on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age, genetic information, or any other factors prohibited by law.Fraudulent Recruiting Disclaimer: Dover Corporation and our affiliated operating companies want to alert applicants to internet job posting fraud, where parties posing as Dover employees, recruiters, or other agents, try to engage with online candidates in an attempt to steal personal and/or financial information. We do not endorse or engage in any recruitment practices that involve payment or personal information outside of our official application and hiring process. Please verify the authenticity of an invitation to apply for a job, or for a job offer by contacting us directly through our Dover and affiliated operating company websites at. To learn how you can protect yourself, review ourAttention Applicants: If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, please let us know. Likewise, if you are limited in the ability to access or use this online application process and need an alternative method for applying, we will determine an alternate way for you to apply. Please contact [e-mail] for assistance with an accommodation. Kindly specify Job Requisition Number / Job Title and Location in response.