Strategic Channel Manager – Partner Growth

Smiths Detection Group; Edgewood (MD); On-site; USD 96,000 - 144,000; Full time

Benefits offered by this job

Medical, dental & vision insurance

401(k) with company match

Paid time off

Career development opportunities

Job summary

Smiths Detection Group in the United States seeks a Channel Manager to oversee strategic planning, partner relationships, and sales performance across all channel partners. You will align distributor coverage with growth objectives and drive ongoing partner enablement.

You will build joint business plans, manage bids for major tenders, and coordinate across Sales, Legal, Finance, Product, and Operations to secure opportunities and optimize revenue.

Qualifications

• Strong understanding of indirect sales models and partner programs.
• Experience managing distributors or channel partners in a B2B environment.
• Proven ability to develop partner plans and translate them into measurable business results.
• Experience managing a sales pipeline and using data to drive commercial decisions.
• Ability to coordinate cross-functional teams to win complex opportunities.

Responsibilities

• Develop and execute a channel strategy for the assigned territory, aligning partner coverage, market opportunities, and commercial priorities with the organization’s growth objectives.
• Develop and execute regular reporting on partner performance.
• Build productive relationships with existing distributors and channel partners. Establish joint business plans, review performance regularly, address barriers to growth, and hold partners accountable for agreed actions.
• Identify opportunities to expand into new markets or geographies, strengthen coverage, and evaluate needed capabilities.
• Work with partners and internal sales teams to develop a qualified pipeline, advance strategic deals, improve forecasts, and support channel sales and order intake goals.
• Lead the channel strategy for major tenders and complex partner opportunities, coordinating Sales, Legal, Finance, Product, Service, Market Communication and Operations teams.
• Develop programs that help partners sell equipment, offerings, and service solutions, and grow recurring business while improving the customer experience.
• Ensure partners have product knowledge, training, marketing materials, delivery information, and internal support.

Skills

Indirect sales models

Partner programs

Business development

Distributor/partner management

Forecasting & analytics

Education

Bachelor’s degree in business, marketing, or related field

Channel management experience (3–5 years)

Job description

Smiths Detection Group in the United States seeks a Channel Manager to oversee strategic planning, partner relationships, and sales performance across all channel partners. You will align distributor coverage with growth objectives and drive ongoing partner enablement.

You will build joint business plans, manage bids for major tenders, and coordinate across Sales, Legal, Finance, Product, and Operations to secure opportunities and optimize revenue.