Channel Sales Manager

Territory: Midwest/North Central (OH, KY, IN, MI, IL, WI, MN, IA, SD, ND, NE).
Candidate must reside within the territory.

Applicants must be authorized to work for any employer in the U.S. We are unable to sponsor or take over sponsorship of an employment visa at this time.

We're seeking an experienced Channel Sales Manager to drive revenue growth and expand market presence across the industrial automation and networking space. This is a quota-carrying, field-based role focused on building and deepening relationships with distributors, resellers, and system integrators, while also engaging directly with key end customers in the energy and oil and gas verticals.

The territory has a strong but historically underdeveloped foundation, offering real runway for a self-directed seller who can build on an established partner base. The right person brings both channel sales expertise and direct end customer experience, with a solid grounding in industrial networking or automation.

• Achieve and exceed the territory sales quota by developing opportunities with existing and new channel partners
• Conduct joint sales calls with partners to uncover opportunities and win competitive deals
• Engage directly with key end customers in the energy and oil and gas verticals on strategic accounts
• Work closely with distributors and resellers to ensure outstanding service and support

• Build relationships with channel leadership and partner sales teams to increase mindshare and grow footprint
• Drive partner education and awareness through lunch and learns and co-selling activity to grow share of partner revenue
• Identify, recruit, and onboard new channel partners to support the growth strategy where applicable
• Develop and execute channel marketing programs, including MDF planning, in collaboration with the marketing team
• Work cross-functionally with Product Management, Marketing, and Technical Sales to deliver value-driven solutions
• Represent the company at regional and national trade shows
• Act as a trusted advisor, helping partners and customers design and implement industrial networking solutions
• Manage territory administrative responsibilities alongside field activity (approximately 50% travel)

• 5+ years of sales experience in industrial networking, automation, or a related field
• 5+ years of channel management experience including partner recruitment, development, and training
• Direct end customer sales experience, ideally within energy or oil and gas
• Bachelor's degree in Engineering or a related field (or equivalent experience)
• Strong consultative selling, negotiation, and presentation skills
• Experience with MDF management and channel marketing programs
• Proven ability to close deals while maintaining high levels of customer satisfaction
• Experience with Salesforce or a comparable CRM platform
• Comfortable with approximately 50% travel within the assigned territory
• Self-directed, able to manage a large geographic territory with limited oversight
• Ability to engage effectively at all levels of a partner organization (Sales, Marketing, Operations, and Executive)

• 10+ years blending an industrial or engineering background with proven field sales
• Familiarity with edge computing, industrial ethernet, and equipment built for harsh, wide-temperature-range environments
• Total compensation target: $130,000 to $170,000 annually (base, commission, and bonus)
• Base salary: $91,000 to $119,000 annually
• Commission target: $39,000 to $51,000 annually
• Medical, dental, and vision coverage
• 100% paid maternity and paternity leave
• Company-paid short and long term disability and life insurance
• 401(k) with competitive employer match
• Volunteer time off and wellness programs