Gravotech is seeking a Sr Channel Manager who is tasked with cultivating and developing channels to market for permanent marking and engraving solutions. Success in this role will be measured by the successful establishment of new partner programs, contracts, and the ongoing growth and management of these relationships. Along with creating these new channels to market, the individual in this role will work closely with the broader Channel Management team to reconcile discount structures, pricing, marketing programs, product offering, and go-to-market dynamics to harmonize these new channels with existing product channels.

Requirements

Essential Duties and Responsibilities:

Work closely with the Product Management and Sales leadership to identify new channel partners (VAR's / Integrators / other channels).
Perform business development functions to gain access to and eventually introduce Gravotech, our product offering, value proposition, and partner program to the appropriate decision makers.
Understand the competitive landscape and identify new opportunities for Gravotech to gain mindshare and traction with the relevant ecosystems.
Establish productive, professional relationships at all levels within partner accounts.
Effectively negotiate contract and program agreements.
Lead joint planning process to establish mutual operational performance objectives, marketing plans, and financial targets with assigned partners.
Establish himself/herself as an expert on the structure, behaviors, and key contacts within identified accounts.
Utilize an advanced analytical approach that uses data to make more effective decisions.
Work closely with marketing and product management teams to build, or maintain, a leadership position within assigned partner portfolios.
Regularly present to sales and general management regarding status of assigned channel accounts
Attend, participate, and present at various regional and national conferences, trade shows, association meetings, and related industry events.

Required Knowledge, Skills & Abilities

Bachelor's Degree.
Minimum of five years of sales, marketing, or channel management experience.
Experience in industrial automation products and/or direct marking and engraving
Demonstrated ability to network across complex organizations.
In-depth understanding of sales performance metrics and indicators.
Proficient with Microsoft Office Suite and Google Workspace.
Strong presentation skills and ability to facilitate large-group discussions.
Excellent time management and organizational skills.
Ability to drive high-visibility, cross-functional projects.
Strong understanding of product differentiation and competitive strategy techniques.
Demonstrated relationship management experience working with strategic and/or channel partners.
Ability to travel up to 40%.

Gravotech, Inc

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