Strategic Director, Indirect Channels & OEM Partnerships

Markem-Imaje; Kennesaw (GA); Hybrid; USD 150,000 - 210,000; Full time

Job summary

Markem-Imaje, part of Dover Imaging & Identification (DII), seeks a Director of Indirect Channels & OEM Partnerships in Kennesaw, GA. Lead indirect channel strategy, OEM integration, and portfolio monetization to accelerate growth across markets.

You will recruit and manage distributors and OEMs, develop tiered partner programs, and collaborate with Product Management and Engineering on value-add solutions. Travel 30-50% is expected.

Qualifications

• 10+ years of progressive commercial sales leadership in B2B industrial manufacturing.
• Proven track record monetizing blended hardware, consumables, and integrated software.
• Experience with channel partners, OEMs, and partner programs.
• Strong negotiation, business writing, and cross-functional coordination.

Responsibilities

• Formulate and execute a multi-year indirect channel roadmap.
• Identify, recruit, onboard, and manage distributors, integrators, and OEM partners.
• Lead executive-level OEM relationships and drive multi-year design-wins and co-innovation.
• Institute robust partner governance, enablement, and conflict-management processes.

Skills

Portfolio selling

Contracting & negotiation

CRM/PRM systems

Forecasting sales

People management

Education

Bachelor's degree

MBA (preferred)

Tools

CRM systems

PRM platforms

Job description

Markem-Imaje, part of Dover Imaging & Identification (DII), seeks a Director of Indirect Channels & OEM Partnerships in Kennesaw, GA. Lead indirect channel strategy, OEM integration, and portfolio monetization to accelerate growth across markets.

You will recruit and manage distributors and OEMs, develop tiered partner programs, and collaborate with Product Management and Engineering on value-add solutions. Travel 30-50% is expected.