Channel Development Manager

Position Overview
The ideal candidate will have extensive experience in the entire sales process from lead generation to relationship building and closing this role you will identify new market opportunities build client relationships and drive revenue growth. The ideal candidate combines strategic thinking with a passion for sales and a strong understanding of the supply chain and distributors of test & measurement industry.

Responsibilities:
1. Channel Partner Recruitment & Enablement
Identify and Onboard: Target and recruit high-capability Value-Added Resellers (VARs) and System Integrators.
Contract Management: Negotiate and manage distribution agreements ensuring clear territory boundaries discount structures and compliance.
Interact with clients and respond to inquiries about the companys products or services.

2. White Space & Market Development
Identify and pursue new business opportunities through market research networking and cold outreach.
Attending events such as exhibitions and conferences.
Conduct industry research to develop effective sales solutions.

3. Go-To-Market (GTM) Strategy & Collaboration
Strategic Alignment: Collaborate with Partner Success Team and Marketing to design GTM strategy.
Analyze competitor activity and market trends to inform Sales.
Performance Tracking: Maintain rigorous reporting via CRM (Dynamics) providing data-driven insights on pipeline velocity new partner health and progress against top -line goals.

Key Performance Indicators

1. New Partner Contribution: Revenue generated from newly onboarded partners within the first 6 months.
2. White Space Conversion: Percentage of revenue growth coming from newly identified market segments.
3. Channel Vitality: Growth in the number of Active partners (those meeting or exceeding quarterly quotas).