Channel Sales
Job Description
JOB DESCRIPTION
Develop and execute strategic channel programs to drive significant sales growth and market share expansion through partner networks.
Build and manage strong, mutually beneficial relationships with high-performing channel partners, including strategic accounts.
Oversee all aspects of the partner lifecycle, from recruitment and onboarding to ongoing enablement, performance management, and relationship development.
Key responsibilities
Strategic Planning & Partner Acquisition:
Conduct in-depth market research and analysis to identify and target ideal channel partners aligned with company's goals.
Develop and implement a comprehensive channel strategy, including partner recruitment plans, segmentation strategies, and targeted value propositions.
Lead the partner recruitment process, including evaluating partner fit, negotiating agreements, and securing partner commitment.
Partner Management & Enablement:
Onboard new partners effectively, ensuring a smooth transition and rapid time-to-value.
Develop and deliver ongoing training and enablement programs to equip partners with the knowledge, skills, and resources they need to excel.
Foster open communication and collaboration with partners, addressing their concerns promptly and proactively.
Performance Management & Optimization:
Establish clear performance metrics and goals for each partner, aligned with overall channel objectives.
Regularly monitor partner performance, identify areas for improvement, and implement corrective actions as needed.
Develop and implement partner incentive programs to drive desired behaviors and results.
Relationship Building & Advocacy:
Build strong, trust-based relationships with key decision-makers within partner organizations.
Act as a trusted advisor to partners, providing strategic guidance and support to maximize their success.
Proactively identify and address partner challenges and roadblocks to ensure smooth collaboration.
Market Analysis & Reporting:
Stay abreast of industry trends, competitor activity, and market conditions that may impact the channel landscape.
Analyze partner performance data to identify trends, opportunities, and areas for improvement.
Generate comprehensive reports on channel performance, including sales results, pipeline metrics, and partner satisfaction levels.
Qualifications
MINIMUM EDUCATION/EXPERIENCE
Bachelor's or Master's Degree or equivalent.
5-7 years of experience in channel management, with a proven track record of success in driving significant revenue growth through partner networks. Prior direct sales experience and track records will be an added advantage.
Deep understanding of partner ecosystems, including various partner types, their motivations, and best practices for managing them.
Strong analytical and problem-solving skills, with the ability to identify and address complex channel challenges.
Excellent communication, interpersonal, and negotiation skills, with the ability to build strong relationships with diverse stakeholders.
Proven ability to manage multiple priorities effectively and work independently with minimal supervision.
Experience in Chemical Analysis and Life Science Laboratories business.
Additional Considerations:
Understanding of digital marketing and online sales channels, and how they integrate with partner strategies.
Strong leadership and coaching skills to motivate and inspire partner teams.
Proficiency in relevant CRM and channel management software tools.
Additional Details
This job has a full time weekly schedule.Our pay ranges are determined by role, level, and location. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. During the hiring process, a recruiter can share more about the specific pay range for a preferred location. Pay and benefit information by country are available at: https://careers.agilent.com/locationsAgilent Technologies Inc. is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other protected categories under all applicable laws.