Director of Indirect Channels & OEM Partnerships

Dover Corporation; Kennesaw (GA); On-site; USD 150,000 - 230,000; Full time

Job summary

Dover Corporation's Markem-Imaje division is seeking a seasoned Channel Sales Leader to expand our indirect sales footprint in industrial manufacturing across the United States. You will recruit and enable distributors, manage OEM partnerships, and drive multi-year programs to grow market share while controlling channel conflicts.

This role requires 10+ years in B2B sales leadership, strong negotiation and CRM/PRM fluency, travel up to 50%, and a demonstrated ability to monetize blended hardware

Qualifications

• Bachelor’s degree in Business, Engineering, Marketing, or related discipline; MBA preferred.
• 10+ years of progressive commercial sales leadership in mature B2B industrial manufacturing or engineered systems.
• Proven track record in partner/channel monetization and contract negotiations.
• Strong systems fluency with CRM and PRM platforms; willingness to travel 30–50%.

Responsibilities

• Formulate and execute multi-year indirect commercial roadmap with distributors and OEMs.
• Recruit, onboard, and manage distributors, integrators, and OEM partners.
• Lead tiered partner programs with volume commitments and service contracts.
• Drive executive relationships with major machine builders and ensure design wins.
• Monetize full portfolio including hardware, consumables, and software.

Skills

Channel sales leadership

Partner management

Negotiation

Forecasting & analytics

CRM/PRM systems

Strategic planning

Cross-functional collaboration

Travel readiness

Education

Bachelor's degree in Business/Engineering/Marketing or related; MBA preferred

Tools

CRM systems

PRM platforms

Job description

Dover 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 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
2. 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.
3. 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.
4. 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

• Collaborative entrepreneurial spirit
• Winning through customers
• High ethical standards, openness and trust
• Expectations for results
• Respect and value people

We 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 https://careers.dovercorporation.com/.

To learn how you can protect yourself, review our Recruitment Fraud Notice on our careers site.

Attention 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.

We are Dover. Dover is a diversified global manufacturer and solutions provider. We deliver innovative equipment and components, consumable supplies, aftermarket parts, software and digital solutions, and support services through five operating segments: Engineered Products, Clean Energy & Fueling, Imaging & Identification, Pumps & Process Solutions and Climate & Sustainability Technologies. Dover combines global scale with operational agility to lead the markets we serve. Recognized for our entrepreneurial approach, our team takes an ownership mindset, collaborating with customers to redefine what’s possible.

Please be aware of internet job posting fraud as you apply for jobs. Fraudulent parties posing as Dover employees, recruiters, or other agents, may seek to engage with job seekers to steal personal information. These unauthorized parties may use Dover and our affiliated companies’ name and logo to post jobs, engage with job seekers via email, instant messaging, or text, and may even extend job offers electronically. At Dover, we do not ask for personal financial information during phone, in‑person, or video interviews, nor do we make offers of employment without first undergoing a thorough recruiting process. We will not ask candidates or new hires to purchase computer equipment for their work requirements. We also will not request a fee to be considered for a job, including any immigration fees. The Federal Trade Commission and the United States consumer protection agency have published resources for detecting job scams. If you have concerns related to these issues, please consider the following actions: 1) File a report with your local police department; 2) File a complaint with the Internet Crime Complaint Center; and/or 3) File a complaint with the U.S. Federal Trade Commission.