Senior Channel Sales Representative

Xylem; Tewksbury (MA); On-site; USD 90,000 - 110,000; Full time

Benefits offered by this job

Health benefits

401(k) match

Paid time off

Tuition reimbursement

Volunteer program

Job summary

Xylem is seeking a Senior Channel Sales Representative to drive growth for Evoqua Intake Screen Systems across key territories. You will develop channel partner relationships, influence project specifications, manage complex sales, and guide customers in implementing water infrastructure solutions.

The role requires 5+ years of B2B industrial sales, strong presentation and negotiation skills, and willingness to travel 50–70%.

Qualifications

• Bachelor’s degree or equivalent in a technical or commercial discipline.
• Minimum of 5+ years of B2B sales experience in industrial equipment or water infrastructure.
• Experience managing manufacturer representatives, channel partners, or indirect sales networks.
• Demonstrated ability to influence consulting engineers and EPC firms.
• Proven track record of achieving sales growth and managing complex project sales cycles.
• Strong presentation, negotiation, and relationship management skills.
• Willingness to travel extensively throughout the assigned territory (approximately 50-70%).

Responsibilities

• Develop, manage, and grow a network of channel partners and agents.
• Establish performance expectations and business plans with partners.
• Conduct regular business reviews, sales training, and joint visits.
• Identify opportunities to expand partner coverage and market penetration.
• Support partner development through guidance, tools, and market intelligence.
• Generate new business opportunities across power, industrial, municipal markets.
• Build relationships with key decision-makers and lead technical sales presentations.
• Drive early project opportunities and influence specifications.
• Develop pursuit strategies and coordinate internal resources to win.
• Negotiate terms and close capital equipment projects.
• Maintain territory objectives and profitability targets.

Skills

Channel partner development

B2B sales

Negotiation

Presentation skills

Relationship management

CRM systems

Willingness to travel

Forecasting

Education

Bachelor’s degree in Engineering, Business, Environmental Science, Water Resources, or related

Tools

CRM systems

Forecasting tools

Microsoft Office

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:

Required

• 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 technologies, or related capital equipment markets.
• Experience managing manufacturer representatives, channel partners, or indirect sales networks.
• Demonstrated ability to influence consulting engineers, EPC firms, municipal utilities, and industrial end users.
• Proven track record of achieving sales growth and managing complex project sales cycles.
• Strong presentation, negotiation, and relationship management skills.
• Proficiency with CRM systems, forecasting tools, and Microsoft Office applications.
• Willingness to travel extensively throughout the assigned territory (approximately 50-70%).

Preferred

• Experience in water intake structures, screening systems, water treatment, pumping systems, or related water infrastructure technologies.
• Technical background in mechanical, civil, environmental, or industrial engineering.
• Knowledge of power generation, heavy industrial facilities, municipal water treatment plants, and environmental compliance requirements.
• Experience selling custom-engineered or made-to-order equipment solutions.
• Understanding of public bidding, engineering specifications, and capital project procurement processes.

High Impact Behaviors

Channel Partner Excellence

Develop high-performing channel relationships through accountability, collaboration, training, and mutual growth strategies.

Customer-Centric Mindset

Build trusted advisor relationships by understanding customer challenges and delivering innovative intake water solutions that create long-term value.

Results-Driven Performance

Demonstrate ownership and accountability for achieving revenue, profitability, and market-share goals.

Strategic Thinking

Anticipate market trends, identify emerging opportunities, and proactively position Xylem solutions for future success.

Continuous Professional Development

Commit to ongoing learning in water infrastructure, environmental regulations, industrial markets, and advanced sales methodologies.

Collaboration & Teamwork

Partner effectively with engineering, project management, operations, marketing, and leadership teams to deliver outstanding customer outcomes.

The estimated salary range for this position is $90,000 to $110,000 plus bonus.Starting pay is dependent on multiple factors, such as skills, experience and work location, and is not typically at the top of the range. At Xylem we offer a competitive compensation package with a generous benefit package, including Medical, Dental, Vision plans, 401(k) with company contribution, paid time off, paid parental leave and tuition reimbursement.

Why Xylem?

We believe in supporting our employees both professionally and personally. Our benefits include:

• Paid parental leave, maternity support, and fertility benefits
• Flexibility and hybrid work options where applicable
• Health, dental, and vision insurance from day one
• Emotional health and wellness programs and Volunteer program (Watermark)
• Paid time off (PTO)/Flexible time off (FTO) and paid holidays
• Career development, advancement, tuition reimbursement, and student loan forgiveness
• Generous retirement savings plan with company contribution
• Employee recognition and discount programs

Ready to grow your career while making a difference? Join a team that values your skills, supports your development, and empowers you to help solve global water challenges.

XYLEM DOES NOT PROVIDE SPONSORSHIP FOR THIS POSITION.

#LI-RR1

Join the global Xylem team to be a part of innovative technology solutions transforming water usage, conservation, and re-use. Our products impact public utilities, industrial sectors, residential areas, and commercial buildings, with a commitment to providing smart metering, network technologies, and advanced analytics for water, electric, and gas utilities. Partner with us in creating a world where water challenges are met with ingenuity and dedication; where we recognize the power of inclusion and belonging in driving innovation and allowing us to compete more effectively around the world.

At Xylem, you’ll not only contribute to solving water issues but also have the chance to make a difference through our paid Volunteer Program, Xylem Watermark. We prioritize our employees’ well-being through inclusion and belonging as well as our Employee Resource Groups (ERG). Proud to be an Equal Employment Opportunity (including disability and veterans) and Aff...

Please note that the information in this job description outlines the general nature of the position and is not an exhaustive list of duties. Xylem is dedicated to providing reasonable accommodations to enable all employees to perform their essential job functions. We reserve the right to modify this job description and assign additional duties as needed. Embrace the opportunity to be part of Xylem’s transformative journey in shaping the future of water technology! #XylemCareers #GlobalImpact #WaterInnovation