Head of Indirect Channels & OEM Partnerships

Dover Corporation; Kennesaw (GA); On-site; USD 120,000 - 210,000; Full time

Job summary

Dover Imaging & Identification (DII) is seeking a seasoned sales leader to drive indirect channel strategy, OEM partnerships, and full-portfolio monetization across Markem-Imaje and related brands. You will lead multi-year programs with distributors, OEMs, and integration partners, shaping strategy with product and engineering teams.

The role demands 10+ years in senior B2B industrial sales, strong negotiating skills, and ability to travel 30–50% to customer sites and regional offices.

Qualifications

• Bachelor’s degree in business, engineering, marketing or related field; MBA preferred.
• 10+ years in senior commercial sales leadership in mature B2B industrial sectors.
• Proven track record monetizing blended business models and managing distributors/OEMs.
• Strong negotiation, contracting and cross-functional coordination skills.
• Willingness to travel 30–50% to customer sites and other locations.

Responsibilities

• Formulate and execute a multi-year indirect commercial roadmap with distributors and OEM partners.
• Lead executive-level relationships with major machine builders and turnkey integrators.
• Drive multi-year design wins and aftersales monetization across hardware, consumables and software.
• Establish partner governance, certification programs, and conflict management within CRM/PRM.

Skills

10+ years sales leadership

B2B industrial manufacturing

Channel & OEM sales

Executive relationship building

Forecasting & analytics

Education

Bachelor's degree

MBA or advanced degree

Tools

CRM systems

PRM platforms

Pipeline analytics

Job description

Dover Imaging & Identification (DII) is seeking a seasoned sales leader to drive indirect channel strategy, OEM partnerships, and full-portfolio monetization across Markem-Imaje and related brands. You will lead multi-year programs with distributors, OEMs, and integration partners, shaping strategy with product and engineering teams.

The role demands 10+ years in senior B2B industrial sales, strong negotiating skills, and ability to travel 30–50% to customer sites and regional offices.