Director of Indirect Channels & OEM Partnerships

Markem-Imaje North America; Kennesaw (GA); On-site; USD 120,000 - 180,000; Full time

Job summary

Markem-Imaje North America seeks a seasoned leader to drive strategic channel architecture and network development. You will formulate a multi-year indirect commercial roadmap, recruit and manage distributors and OEM partners, and lead programs with explicit commitments to grow market share in authorized markets.

You will partner with executives and product teams to ensure scalable growth and recurring revenue streams.

Qualifications

• Bachelor’s degree in business, engineering, marketing, or related discipline; MBA preferred.

Responsibilities

• Formulate multi-year indirect commercial roadmap to expand market coverage.
• Identify, recruit, onboard and manage distributors, integrators, and OEM partners.
• Lead tiered partner programs with volume commitments and systems utilization.
• Manage field Channel and OEM sales team for local market strategies and reviews.
• Executive-level relationship development with major machine builders and OEMs.
• Collaborate with Product/Engineering on value add products and API/software integration.

Skills

Strategic selling

Channel management

Negotiation

People leadership

CRM/PRM fluency

Travel readiness

Education

Bachelor’s degree in Business/Engineering

MBA preferred

Tools

CRM systems

PRM platforms

Job description

• Strategic Channel Architecture & Network Development
• Formulate and execute a multi-year indirect commercial roadmap that expands market coverage while strictly mitigating channel conflict with direct sales territories.
• 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 sales
• Lead formal, tiered partner programs with explicit volume commitments, stocking levels, and Markem-Imaje systems utilization to grow market share in authorized markets.
• Manage field Channel and OEM sales team responsible for driving local market strategies through account portfolio management, annual planning, and quarterly business reviews
• OEM Strategic Account Management & Technical Integration
• 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.
• Collaborate closely with Product Management and Engineering to develop value add products, white-label frameworks, and customized API/software integration protocols.
• Drive multi-year design wins, securing long-term specifications within OEM product lines to guarantee predictable recurring equipment and consumables demand.
• 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.
• Partner Enablement, Governance & Conflict Management
• 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.
• Build technical and commercial certification programs in partnership with Commercial Operations, ensuring indirect partners uphold our brand standards in deployment and support.

Responsibilities

• Strategic Channel Architecture & Network Development
• Formulate and execute a multi-year indirect commercial roadmap that expands market coverage while strictly mitigating channel conflict with direct sales territories.
• 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 sales
• Lead formal, tiered partner programs with explicit volume commitments, stocking levels, and Markem-Imaje systems utilization to grow market share in authorized markets.
• Manage field Channel and OEM sales team responsible for driving local market strategies through account portfolio management, annual planning, and quarterly business reviews
• OEM Strategic Account Management & Technical Integration
• 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.
• Collaborate closely with Product Management and Engineering to develop value add products, white-label frameworks, and customized API/software integration protocols.
• Drive multi-year design wins, securing long-term specifications within OEM product lines to guarantee predictable recurring equipment and consumables demand.
• Full-Portfolio Monetization
• 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.
• Partner Enablement, Governance & Conflict Management
• 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.
• 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 people