US IBC Strategic Channel Account Leader

At ABB, we help industries outrun – leaner and cleaner. Here, progress is an expectation – for you, your team, and the world. As a global market leader, we'll give you what you need to make it happen. It won't always be easy, growing takes grit. But at ABB, you'll never run alone. Run what runs the world.

This position reports to:
Commercial Leader - Business, Industry & Channel.

In this role, you'll help run what runs the world by taking on meaningful work that drives real impact. You will develop and maintain a highly effective sales channel strategy for IBC U.S. to improve market penetration and realize its growth aspirations. Plan and ensure the execution of the sales strategy to achieve both qualitative and quantitative targets for the assigned channel in a profitable way.

Monitor channel performance and lead, develop, and coach the related Channel Sales organization.

Work model: remote (any major U.S. city) with estimated travel 75%.

• Develop and execute channel sales strategy aligned with overall marketing and sales goals, including defining key targets (volume, pricing, mix) and ensuring diversity across specialized partners (e.g., Resi, MOEM).
• Manage channel partner lifecycle by identifying, evaluating, authorizing, and assessing performance; implement annual reviews, forecasts, and risk management for contracts and pricing.
• Coordinate channel operations and enablement
  , including business planning, communication, training (internal and external), marketing activities, and use of standard tools and reporting.
• Provide strategic input and governance
  , contributing to global agreements, defining policies and standards (e.g., segmentation, due diligence, cybersecurity), and supporting regional managers in proposals and negotiations.

Our teams support each other, collaborate, and never stop learning. Everyone brings something unique, and together we push ideas forward to solve real problems. Being part of our team means your work matters - because the progress we make here creates real impact out there.

• Experienced leader with a bachelor's degree (preferably Engineering).
• 20+ years of experience (preferably in channel management, business development, and sales leadership).
• Strong existing relationships or knowledge of top channels in the U.S.
• Proven ability to build C-level relationships, advocate for customers, and translate requirements into actionable, commercially aligned strategies.
• Exceptional communication, negotiation, and stakeholder management skills, combined with strong analytical thinking and business acumen.
• Self‑driven and results‑oriented, resilient in ambiguity, inclusive, and adept at fostering collaboration while delivering strategic outcomes.
• Must have work authorization that permits employment in the U.S.

Base salary 188,300–301,280 annually, eligible for short‑term incentive plan/annual bonus.

• Health, Life & Disability coverage – choice of two medical plans, two dental plans, vision, company‑paid life insurance, AD&D, voluntary life, short‑term & long‑term disability, supplemental benefits.
• Retirement: 401(k) with company contributions, Employee Stock Acquisition Plan.
• Time off: 11 paid holidays, flexible vacation policy.
• Employee assistance program, health advocate support, employee discount program.

ABB is an Equal Employment Opportunity and affirmative action employer for protected Veterans and Individuals with Disabilities. All qualified applicants will receive consideration for employment without regard to sex, gender identity, expression, sexual orientation, marital status, citizenship, age, race and ethnicity, including traits historically associated with race or ethnicity, color, religion, national origin, pregnancy, disability, genetic information, protected veteran status, or any other characteristic protected by federal and state law.