Channel Development Manager – Americas

This is a fully remote position, open to applicants in United States.

📋 Description

• Identify, qualify, and recruit new packaging distributors and packaging line system integrators.

• Customize the commercial presentation to suit the partner profile: For Distributors: Highlight ease of deployment, trial options, and fully assembled turnkey systems.

• For Packaging System Integrators: Present our standardized palletizers as a solution to eliminate custom engineering risks, enabling them to concentrate on broader line integration and secure larger projects.

• Detect coverage gaps across various geographies and target industries to develop a strong recruitment pipeline.

• Negotiate and finalize commercial distribution agreements along with initial onboarding commitments.

• Manage the swift onboarding of new partners, ensuring they achieve commercial readiness within 90 days.

• Educate partner sales teams on utilizing our automated pre-sales and qualification software to independently identify and quote standard palletizing opportunities.

• Actively co-sell and support the partner’s early-stage opportunities to guarantee their critical first and second unit sales.

• Assist in placing demo units or showroom equipment to enhance partner independence.

• Ensure a structured and seamless transition of activated, revenue-generating partners to the Regional / Channel Sales Managers for continuous account management and volume scaling.

• Maintain meticulous tracking of the recruitment funnel, conversion rates, and early-stage pipeline in the CRM (HubSpot).

• Offer field insights to the Product and Partner Program teams concerning entry barriers, pricing, or competitive dynamics in the packaging equipment sector.

⛳️ Requirements

• Bachelor’s degree in science or business administration.

• A minimum of 5-8 years of channel development experience with a proven record in recruiting and nurturing new partners, in channel sales, or territory expansion, preferably within a B2B hardware/machinery context.

• Demonstrated history of B2B cold recruiting, signing, and accelerating new channel partners.

• Proficiency in executive-level pitching and negotiation (CXO/Owner engagement at the distributor/integrator level).

• Ability to manage fast-paced pipelines and projects effectively.

• Familiarity with CRM systems (HubSpot) and sales acceleration tools.

• Comprehensive understanding of capital equipment, packaging lines, or material handling sales cycles.

• Strong existing network within the packaging, Food & Beverage, or material handling integration sectors.

• Relentless "Hunter" mindset characterized by high resilience and motivation.

• Results-driven with a sharp focus on closing deals and execution.

• Capable of quickly establishing trust and securing buy-in from business owners.

• High level of autonomy, rigor, and ability to operate independently in the field.

• Exceptional persuasive communication and presentation skills.

• Required and preferred languages: English with complete professional proficiency; proficiency in other languages is considered a strong asset (French, Spanish, German, Italian, etc.).

• Willingness to travel 50% of the time for partner-facing activities; proximity to an airport hub is preferred. Ensure possession of a valid passport and driving license at all times.

🏝️ Benefits

• Flexible working hours and holidays (in accordance with local regulations).

• Corporate philosophy centered on collaboration and transparent communication.

• Management style that promotes autonomy and focuses on both collective and individual goals.

• Opportunities to tackle challenges in robotics, innovation, and international growth.