Channel Development Manager

Position:
Channel Development Manager

Position Location:

Phoenix, AZ

Position Type:
Remote

On Target Compensation: $95,000 - $150,000+

(On target compensation includes base salary and incentive at 100% achievement. Base salary depends on location, skills, knowledge, education, and experience)

Position Snapshot:
The Channel Development Manager (CDM) is an individual contributor within the Channel Sales team, responsible for driving revenue growth by expanding and optimizing sales channel performance across an assigned territory. Working collaboratively with Lenze sales teams and distribution partners, the CDM develops and executes channel strategies that increase OEM and end-user business, strengthen partner relationships, and accelerate market penetration while aligning with overall business objectives.

You are an energetic, highly competitive sales professional who loves the challenge of uncovering new opportunities and winning business. With a strong industry background and natural relationship-building skills, you are driven by achieving targets, growing market share, and delivering results. You are self-motivated, accountable, and committed to both individual excellence and team success.

• Drive the growth, engagement, and performance of distribution partners through strategic support, coaching, and relationship management, while accelerating new business acquisition and market share growth across the territory.
• Lead channel marketing initiatives and demand-generation activities to expand customer accounts and increase sales through distributor partners.
• Identify, cultivate, and grow relationships with OEMs and end users in collaboration with Lenze sales teams and distribution partners.
• Assess existing channel partners for strategic alignment and performance, while identifying new partnership opportunities to support business growth.
• Conduct market mapping to identify potential distribution partners and support contract negotiations in coordination with management.
• Facilitate quarterly and annual business reviews, including performance analysis, goal setting, and action planning.
• Develop and deliver product, sales, and application training utilizing internal and external resources.
• Serve as the primary point of contact for distribution partners, providing support with order management, issue resolution, and operational needs.
• Collaborate cross-functionally with sales, marketing, customer service, and operations teams to ensure successful execution of channel strategies and customer support initiatives.
• Represent Lenze at customer visits, industry trade shows, training events, and other business development activities.
• Monitor market trends, competitive activity, and customer needs to identify growth opportunities and strengthen channel performance.

What you will need:

• Bachelor’s degree in Engineering, Business, Marketing, or a related field; equivalent combination of education and experience will be considered.
• 5+ years of successful sales experience in industrial automation, motion control, electrical, mechanical, or related industrial markets, with a demonstrated hunter mentality and track record of growing revenue.
• 2+ years of experience working with, managing, or supporting industrial distribution partners, with a strong understanding of distributor business models, processes, and channel sales strategies.
• Technical aptitude with the ability to understand and communicate electrical and mechanical solutions and applications.
• Competitive, results-oriented mindset with a passion for identifying new business opportunities and exceeding sales targets.
• Strong relationship-building skills with the ability to influence and collaborate effectively with…