The Channel Manager will oversee strategic planning, operational excellence and relationship management across all channel partners. The position ensures that partners are fully supported to drive sales performance and our expectations for sales performance are clear.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 performanceBuild 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 in underserved areas, and evaluate the capabilities needed from current or prospective partners.Work with partners and internal sales teams to develop a qualified opportunity pipeline, advance strategic deals, improve forecasts, and support achievement of channel sales and order intake goals.Lead the channel strategy for major tenders and complex partner opportunities. Coordinate the relevant Sales, Legal, Finance, Product, Service, Market Communication and Operations teams to develop competitive, accurate, and timely responses, with clear ownership of each bid requirement.Develop programs that help partners sell equipment, offerings, and service solutions. Identify opportunities to grow service and other recurring businesses while improving the end customer experience.Ensure partners have the product knowledge, training, marketing materials, delivery information, and internal support they need to represent the organization effectively and serve customers.Monitor partner performance using agreed measures such as pipeline, order intake, revenue, market coverage, tender outcomes, and service opportunities. Use those insights to recommend actions and track progress.Resolve partner issues and coordinate internal resources when commercial, delivery, or service challenges put opportunities or customer relationships at risk.Improve channel processes, reporting and tools, and ways of working to make it easier for partners and internal teams to pursue opportunities and deliver on commitments.
