US Channel Partner Manager - Build a Scalable Utility Network

Randstad Digital Americas; Raleigh (NC); On-site; USD 250,000 - 290,000; Full time

Benefits offered by this job

Medical

Prescription

Dental

Vision

AD&D

Life insurance offerings

Short-term disability

401K plan

Job summary

Randstad Digital Americas seeks a Channel Partner Manager to shape and lead our US channel strategy. You will build a scalable partner ecosystem, recruit manufacturers’ reps, distributors, value-added resellers, and associations, and drive indirect coverage for electric cooperatives and public power utilities across the country.

The role combines a hybrid go-to-market approach with direct-sell oversight, training and certification, and joint business planning to generate partner-originated

Qualifications

• Proven track record of designing, launching and scaling a formal, tiered channel partner program for a technology or industrial vendor, ideally a multi-region program.
• 10+ years' experience in channel strategy, partner program management or indirect sales leadership, including recruiting, onboarding and enabling resellers, distributors and solution providers.
• Experience in utilities, AMI / smart metering, smart grid, smart cities or industrial IoT, with understanding of how US electric cooperatives and public power utilities buy, and of the networks that serve them.
• Hands-on command of program mechanics: tiering and partner scoring, certification and learning paths, deal registration, market development funds, partner incentives and joint business planning.
• Experience implementing partner portals / PRM and channel automation integrated with CRM, and using data to manage partner performance.
• Experience helping partners shift from one-off hardware sales towards software, SaaS and recurring-revenue models.
• Degree in business, engineering or related discipline; experience in a global, matrixed organization is an advantage.
• Willingness to travel extensively across the United States.

Responsibilities

• Create the indirect route to market to cover electric cooperatives and public power utilities across the US.
• Build a scalable hybrid model with direct sales for core relationships and intermediaries for reach and local presence.
• Own the partner program end-to-end: strategy, recruitment, tiering, training, certification, joint business planning, deal registration and co-marketing.
• Ensure the program is extendable to other regions and measure partner-originated pipeline and bookings separately from direct sales.

Skills

go-to-market strategy

Education

Bachelor's degree

Job description

Randstad Digital Americas seeks a Channel Partner Manager to shape and lead our US channel strategy. You will build a scalable partner ecosystem, recruit manufacturers’ reps, distributors, value-added resellers, and associations, and drive indirect coverage for electric cooperatives and public power utilities across the country.

The role combines a hybrid go-to-market approach with direct-sell oversight, training and certification, and joint business planning to generate partner-originated