Channel Manager

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

📋 Description

• Develop and manage Falcon's channel program from start to finish.

• Oversee, activate, support, and expand Falcon's existing distributors, integrators, and representatives through organized QBRs, collaborative pipeline planning, and enablement initiatives.

• Identify, recruit, and onboard new partners in our key verticals — including water/wastewater SCADA integrators, ITS/traffic and rail integrators, UL 508A control-panel manufacturers, and industrial distributors.

• Maintain the deal-registration protocols and conflict resolution processes that uphold partner trust as both direct and channel operations expand.

• Own and provide weekly reports on: partner-sourced pipeline, deal-registration volume, partner activation rate, and adherence to quote SLAs.

⛳️ Requirements

• More than 5 years of experience managing B2B channel, distribution, or partner programs in industrial, electrical, power, controls, or automation sectors.

• Proven experience in developing or scaling a partner program (including deal registration, tiers, and enablement).

• A history of recruiting and activating distributors, systems integrators, or representatives that generated tangible revenue.

• Familiarity with technically specialized products and a sales approach involving specifying-engineers/integrators.

• A readiness to engage hands-on with AI and automation tools as a means to enhance productivity.

🏝️ Benefits

• Ownership of the channel program

• Partner enablement and co-marketing initiatives

• Opportunities for professional development