Senior Channel Sales Representative

Xylem; Pittsburgh (Allegheny County); On-site; USD 90,000 - 130,000; Full time

Job summary

Xylem is seeking a Senior Channel Sales Representative to drive growth across key territories and develop a robust network of channel partners for Evoqua Intake Screen Systems.

The role focuses on expanding market presence in power generation, municipal water, desalination, and related infrastructure, while maintaining executive relationships and guiding projects from opportunity to close.

Qualifications

• Bachelor's degree in Engineering, Business, Environmental Science, Water Resources, or related discipline.
• Minimum of 5+ years of successful B2B sales experience in industrial equipment, water/wastewater infrastructure, power generation, or environmental sectors.

Responsibilities

• Develop, manage, and grow a network of channel partners and strategic sales agents.
• Lead technical sales presentations, product demonstrations, and customer workshops.
• Negotiate terms and close capital equipment projects while achieving territory targets.
• Maintain executive-level relationships with strategic customers and partners.
• Maintain accurate CRM records, forecasts, and pipeline updates.

Skills

Channel sales

B2B sales

Industrial equipment

Technical knowledge

Education

Bachelor's degree in Engineering

Tools

CRM software

Job description

Xylem is a Fortune 500 global water solutions company dedicated to advancing sustainable impact and empowering the people who make water work every day. As a leading water technology company with 23,000 employees operating in over 150 countries, Xylem is at the forefront of addressing the world's most critical water challenges. We invite passionate individuals to join our team, dedicated to exceeding customer expectations through innovative and sustainable solutions.

The Senior Channel Sales Representative drives sales growth, market expansion, and strategic customer engagement for Xylem's Evoqua Intake Screen Systems across key territories. This role develops channel partner relationships, influences project specifications, manages complex sales opportunities, and helps customers implement critical water infrastructure solutions.

Key Responsibilities

Channel Partner Development & Management

• Develop, manage, and grow a network of manufacturer representatives, channel partners, and strategic sales agents throughout the assigned territory.
• Establish performance expectations and business plans with channel partners to achieve regional growth objectives.
• Conduct regular business reviews, sales training, and joint customer visits to improve partner effectiveness.
• Identify opportunities to expand partner coverage and strengthen market penetration.
• Support partner development through technical guidance, sales tools, and market intelligence.

Sales & Business Development

• Generate new business opportunities within power generation, industrial, municipal water, desalination, and waterfront infrastructure markets.
• Build and maintain relationships with key decision-makers including plant managers, operations leaders, consulting engineers, EPC firms, environmental specialists, and procurement teams.
• Lead technical sales presentations, product demonstrations, and customer workshops.
• Identify project opportunities early in the planning process and drive specification influence.
• Develop project pursuit strategies and coordinate internal resources to maximize win rates.
• Negotiate commercial and contractual terms and successfully close capital equipment projects.
• Consistently achieve or exceed territory sales and profitability objectives.

Strategic Account Management

• Develop and execute account plans for key regional customers and target accounts.
• Maintain executive-level relationships with strategic customers and channel partners.
• Conduct regular customer reviews to assess project status, satisfaction levels, and future opportunities.
• Identify opportunities for modernization, rehabilitation, replacement, and aftermarket services.
• Coordinate with engineering, project management, service, and operations teams to ensure successful project execution and customer satisfaction.

Territory & Market Leadership

• Develop and execute a comprehensive territory growth strategy focused on market share expansion.
• Monitor industry trends, regulatory developments, environmental compliance requirements, and competitive activity impacting intake water infrastructure.
• Analyze market conditions and identify emerging opportunities in energy transition, industrial water reuse, and municipal infrastructure investment.
• Participate in industry conferences, trade associations, technical seminars, and regional networking events.
• Maintain an active project pipeline and provide accurate forecasts through CRM and sales management tools.

Technical & Product Expertise

• Develop deep expertise in Evoqua Intake Screen Systems, fish-friendly screening technologies, travelling water screens, debris removal systems, and related intake infrastructure solutions.
• Effectively communicate technical, operational, environmental, and economic benefits to customers.
• Collaborate with engineering teams to develop customized solutions that meet customer requirements and site-specific conditions.
• Support proposal development, technical reviews, bid evaluations, and project clarification meetings.
• Provide market feedback regarding product performance, customer needs, and potential product development opportunities.

Administrative & Operational Responsibilities

• Maintain accurate CRM records, opportunity tracking, customer activity reports, and sales forecasts.
• Prepare quarterly business reviews, territory plans, and pipeline updates.
• Manage travel, entertainment, and business development expenses in accordance with company policies.
• Participate in sales meetings, product training programs, and professional development initiatives.
• Ensure compliance with all company, safety, and ethical business practices.

Sr. Channel Sales Rep Qualifications:

• Bachelor's degree in Engineering, Business, Environmental Science, Water Resources, or a related technical or commercial discipline, or equivalent combination of education and experience.
• Minimum of 5+ years of successful B2B sales experience in industrial equipment, water/wastewater infrastructure, power generation, environmental