Channel Sales Manager, National Partners; North America

SeQent is transforming how manufacturers protect their operations and people with an integrated, AI-powered Industrial Internet of Things (IIoT) platform. As a pioneer in industrial automation software and alarm management, SeQent empowers organizations to enhance safety and operational performance through a unified software ecosystem encompassing real-time alarm notification, plant-floor communication, Andon visual display management, and Industrial Wi-Fi SMS messaging.

More than 350 facilities globally—spanning automotive, pharmaceutical, semiconductor, data center, and consumer manufacturing sectors, including industry leaders like Ford, Intel, Toyota, Honda, and Pfizer—rely on SeQent as their alarm infrastructure backbone for streamlined management, intelligent oversight, and adaptable deployment. Established in 1991 and based in London, Ontario, SeQent has evolved to power thousands of installations worldwide with over two decades of IIoT innovation.

With Castle's strategic investment in November 2024, SeQent is now fast‑tracking its ambition to establish the global benchmark for Alarm Infrastructure as a Service (AIaaS).

As a Channel Sales Manager, National Partners (North America), you'll play a critical role in expanding SeQent's market presence by cultivating and managing relationships with top‑tier system integrators and technology partners. Your mission will be to create new revenue streams through the channel—developing robust pipelines and implementing targeted strategies that deliver consistent growth.

This individual contributor position demands both strategic vision and tactical execution as you work alongside sales, marketing, and partner organizations to strengthen SeQent's footprint across the industrial automation and manufacturing landscape.

This role reports to the Director of Channel Sales and is ideal for someone who thrives in execution, moves fast, and wants to own partner relationships with real quota accountability.

You'll play a central role in SeQent's growth strategy, partnering directly with our field sales organization to accelerate channel success. Your primary focus will be creating and advancing opportunities through system integrator and technology reseller relationships while implementing our comprehensive channel go‑to‑market approach. Your core responsibilities include:

Build and Accelerate Pipeline: Identify new business opportunities and cultivate relationships with strategic system integrators and industrial automation partners. Partner with regional sales leadership to jointly pursue and win major accounts.

Implement Territory Channel Plan: Create and execute a comprehensive partner engagement strategy for your assigned region that supports SeQent's go‑to‑market goals and revenue objectives each quarter.

Enable Partner Success: Deliver training and enablement to partner organizations at all levels—from executive sponsors to sales practitioners to technical resources—ensuring they can effectively position and sell SeQent's complete solution set.

Drive Cross‑Team Alignment: Partner with internal stakeholders across sales, marketing, and solutions engineering to coordinate partner‑focused initiatives such as joint events, marketing campaigns, and end‑customer engagements.

Manage Strategic Relationships: Facilitate quarterly business reviews and ongoing performance discussions with key partners to maintain alignment, measure results, recognize achievements, and surface growth opportunities.

Expand Channel Influence: Position SeQent as a preferred vendor within partner organizations, influencing their deal prioritization and strategic planning. Provide market intelligence to enhance SeQent's channel infrastructure, compensation models, and program design.

Increase Market Visibility: Represent SeQent at industry gatherings—including Rockwell Automation Fair and other sector‑specific conferences—to elevate brand recognition, foster community connections, and deepen partner relationships.

Manage Full Partner Lifecycle: Take ownership of all partnership stages within your territory—from recruitment and onboarding through…