Channel Enablement Manager

Channel Enablement Manager

Reports To: VP of Marketing

People Manager: No

FLSA Status: Exempt

Employment Type: Full-Time Salary

Work Arrangement: On-Site

About the Role

The Channel Enablement Manager owns the journey that turns a new account into a high-performing, self-sufficient Q-PAC channel partner. This role sits at the intersection of education, relationship-building, and program design, responsible for the structured onboarding experience that activates new accounts and the certification and training portfolio that scales their capability over time. Working across Sales, Marketing, Applications Engineering, and Customer Success, you ensure that every channel partner who enters the Q-PAC ecosystem has what they need to operate independently, represent our products accurately, and grow alongside the business. The result is a channel partner that sells with confidence, installs with precision, and carries the Q-PAC name well into every project.

Key Responsibilities

• Build and manage structured programs that onboard new accounts and re-engage existing ones, converting both into active, self-sufficient partners.
  • Design and operate structured cadences for both new-account onboarding and existing-account re-engagement, with defined milestones, tailored touchpoints, and clear success criteria.
  • Define the criteria that signal a channel partner is fully operational and ready for Account Management (AM) development and build the rollout plan to support it.
  • Develop and maintain the onboarding/re-engagement playbook, asset library, and communication frameworks that support a consistent, repeatable experience across all new and re-engaged accounts.
  • Coordinate cross-functional inputs from Sales, Applications Engineering, Customer Support, and Marketing to ensure all channel partners receive accurate, aligned support throughout onboarding and re-engagement.
• Own the education and certification portfolio that deepens channel partner capability and drives long-term channel growth.
  • Architect and manage Q-PAC's channel partner education portfolio, including the Q-PAC Pro certification program, recurring training events, multi-office training campaigns, and tooling adoption initiatives.
  • Design curricula and learning pathways across multiple partner tracks, reflecting different levels of product complexity and partner expertise.
  • Oversee the development of program content (e.g., modules, assessments, supporting materials, etc.) in partnership with Marketing, Applications Engineering, and internal SMEs.
  • Drive adoption of Q-PAC systems and workflows across the channel partner base, enabling channel partners to operate self-sufficiently rather than relying on internal teams.
  • Build education-led programs that deepen channel partner investment in our ecosystem, equipping any stakeholder in the project value chain to buy, specify, and champion our products.
• Equip Account Managers with the tools, playbooks, and training they need to serve a growing account base.
  • Develop account engagement playbooks, talk tracks, and structured resources that support confident AM execution across onboarding handoffs and channel partner development conversations.
  • Train Account Managers on program offerings and run regular enablement touchpoints to keep playbooks current as the program evolves.
• Maintain program visibility and use data to drive continuous improvement and re-engagement.
  • Define, track, and report on key program metrics including channel partner activation, training completion, quote activity, reorder trends, and overall account health.
  • Monitor channel partner engagement signals and deploy targeted re-engagement strategies for accounts that show signs of disengagement.
  • Serve as a feedback loop between the channel partner and internal teams, capturing and synthesizing channel partner insights to inform product, marketing, and sales decisions.

Minimum Qualifications

• Bachelor's degree in Marketing, Communications, Business, or related field OR equivalent experience.
• 5+ years of experience in a customer-facing role spanning two or more of the following: Sales enablement, Partner/Channel development, Training/Education program management, or Account management.
• Demonstrated ability to own full-lifecycle programs from design through execution and continuous improvement.
• Demonstrated ability to align and coordinate cross-functional execution across Sales, Marketing, and Operations teams.
• Demonstrated ability to deliver formal training and program education to channel partners, account teams, and internal stakeholders across the partner lifecycle.
• Demonstrated proficiency in Salesforce or comparable CRM platforms.

Preferred Qualifications

• Established relationships in HVAC representative/distributor channels.

• Familiarity with HVAC and industrial representative/distributor channels, with enough technical grounding to converse credibly with key stakeholders.

• Experience designing or managing a certification, credentialing, or tiered training program.
• Familiarity with Learning Management Systems (LMS) or digital training platforms.
• Ability to build and interpret program performance dashboards and translate findings into action.

Physical Requirements

• Must be able to work at a desk and on a computer for extended periods.
• Must be able to effectively exchange information in person, in writing, over the phone, and through digital platforms.
• Must be able to be present and mobile on-site at site supervisions, customer locations, production facilities, and other events for extended periods.
• Must be able to travel domestically as needed, up to 30% of the time.
• Must be able to work in an environment with moderate noise, dust, and/or temperature variations.

About Q-PAC

Q-PAC offers a competitive wage and benefits package, including:

• A supportive work environment that promotes learning and growth
• Opportunity to work on cutting-edge technologies and contribute to the growth of an industry-leading company
• Low-cost medical, dental, and vision
• Employer-paid life insurance and short-term disability
• 401k match
• Additional voluntary benefits
• Education Assistance
• Regular company events

Q-PAC is a Drug-Free Workplace and an equal opportunity employer committed to diversity and inclusion in the workplace. We prohibit discrimination and harassment of any kind based on race, color, sex, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other protected characteristic as outlined by federal, state, or local laws. This applies to all employment practices within our organization, including hiring, recruiting, promotion, termination, layoff, recall, leave of absence, compensation, benefits, training, and internship. Any offer of employment will be contingent on successful completion of a pre-employment drug test.

Pay Range: $100,000 - $125,000 per year