Channel Manager

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

📋 Description

• Build and expand our partner ecosystem from the ground up.

• Be the inaugural member of the channel team, reporting directly to the Global Partnerships Director.

• Transform blueprints into operational systems, linking partner sales teams to new opportunities.

• Create a pipeline and ensure progress on every partner deal.

• Work collaboratively with cross-functional teams to improve partner activation and sales strategies.

⛳️ Requirements

• Channel sales experience: 5–10 years in channel sales, channel management, or partner operations, preferably with System Integrators in industrial automation or warehouse automation. You have a solid understanding of how SIs operate, develop project pipelines, and what is required to activate a partner’s sales team.

• Seller mindset: You are a seller rather than an administrator. You comprehend the complete channel sales cycle: assisting partners in identifying opportunities, co-qualifying deals, analyzing pipelines to identify stalls, and knowing when to push or escalate issues. You coordinate with our Sales Team, who lead specific projects while you drive overall pipeline generation and progression.

• Builder mentality: You are at ease being the first hire in a new function. You do not wait for processes to be established; instead, you create, test, and refine them. A comfort with ambiguity and a proactive approach are essential.

• Operational rigor: You think in terms of systems rather than tasks. You uphold CRM hygiene, certification tracking, and MDF governance, bringing structure and discipline to all your endeavors.

• Communication: You are clear, direct, and professional. You can conduct a pipeline review with a partner sales team on one day and prepare a QBR deck for an executive sponsor the next. Excellent written and verbal communication skills in English are required.

• Languages: Bilingual or native-level English proficiency is essential. Proficiency in German is strongly preferred. Additional languages such as French or a Nordic language are advantageous.

• Tool proficiency: Experience with CRM systems, partner portals or PRM platforms, and LMS tools. You are comfortable building dashboards and configuring workflows.

• Summit climber: You possess a hands-on approach, a strong drive to accomplish tasks, and the ability to thrive in the pace and uncertainty of a rapidly growing startup supported by top-tier investors.

🏝️ Benefits

• Remote work within Europe, with up to 50% travel to partners, events, and the headquarters in Warsaw.

• Salary: EUR 90,000–110,000 base per year plus variable compensation linked to partner pipeline and closed deals, along with equity.

• Opportunity to work with robots that operate on a large scale in real warehouses throughout Europe and the US.

• Truly flexible working hours.

• An English-speaking environment (German strongly preferred), with additional languages like French being a plus.