Head of Indirect Channels & OEM Partnerships

Markem-Imaje 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 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