EMEA Channel Development Lead Packaging Automation Partners

remote work; United States; Remote; USD 120,000 - 180,000; Full time

Benefits offered by this job

Flexible working hours

Holidays per local regulations

Autonomy and collaborative culture

Job summary

Robotiq is seeking a Channel Development Manager to recruit and activate packaging distributors and line system integrators across regions. You will tailor pitches, build a strong recruitment pipeline, and negotiate initial agreements to accelerate partner onboarding.

The role requires 5–8 years in channel development, B2B hardware experience, and strong executive-level negotiation skills. Travel up to 50% is expected as you scale partnerships and drive revenue.

Qualifications

• Bachelor's degree in science or business administration.
• 5–8 years of channel development experience in B2B hardware/machinery.
• Proven track record recruiting and accelerating net-new channel partners.
• CXO/Owner engagement at distributor/integrator level.
• Fast-paced pipeline and project management.
• Deep understanding of capital equipment, packaging lines, or material handling sales cycles.
• Strong existing network within packaging, Food & Beverage, or material handling industries.

Responsibilities

• Recruit net-new packaging distributors and packaging line system integrators.
• Tailor pitches to partner profiles and emphasize deployment benefits.
• Identify geographic coverage gaps and build recruitment pipeline.
• Negotiate distribution agreements and onboarding commitments.
• Oversee rapid onboarding and reach commercial readiness within 90 days.
• Train partner sales teams on pre-sales and qualification software.
• Co-sell and support early-stage opportunities to secure first sales.
• Facilitate placement of demo units to accelerate partner independence.
• Handoff activated partners to Regional Sales Managers for ongoing growth.
• Maintain recruitment funnel metrics in CRM (HubSpot).
• Provide field feedback to Product and Partner Program teams.

Skills

Hunter mindset

Executive negotiation

Channel development

Communication

Project management

Autonomy

Pipeline management

Education

Bachelor's degree in science or business administration

Tools

HubSpot CRM

Sales acceleration tools

Job description

Robotiq is seeking a Channel Development Manager to recruit and activate packaging distributors and line system integrators across regions. You will tailor pitches, build a strong recruitment pipeline, and negotiate initial agreements to accelerate partner onboarding.

The role requires 5–8 years in channel development, B2B hardware experience, and strong executive-level negotiation skills. Travel up to 50% is expected as you scale partnerships and drive revenue.