{"id":464330,"url":"https://alion.io/job/robotiq-inc-channel-development-manager-emea","title":"Channel Development Manager - EMEA","company":{"id":41842,"name":"Robotiq","domain":"robotiq.com","url":"https://alion.io/company/robotiq-inc","size_band":null,"is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"BambooHR","truth_index":null},"role":"Management","role_family":"Management","seniority":"lead","employment_type":"full_time","work_mode":"on_site","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"inferred","locations":[],"countries":[],"hiring_countries":[],"hiring_countries_total":0,"salary":null,"salary_estimate":null,"experience_years_min":5,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[],"status":"live","first_seen_at":"2026-08-12T00:00:00Z","employer_posted_date":"2026-08-12","last_verified_at":"2026-11-05T13:16:32Z","board_verified":true,"closed_at":null,"days_open":85,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":85},"description":"At Robotiq, we free human hands from repetitive tasks. Guided by our Lean Robotics methodology, we develop collaborative robot solutions and components that are easy to deploy, empowering factory teams to boost productivity and adapt quickly. We help manufacturers and robotics innovators deploy automation faster. But it’s not just what we build; it’s how we work.\nAt Robotiq, we CARE for people, putting respect, honesty, and accountability at the heart of everything we do. We INNOVATE with purpose, sharing knowledge and creating meaningful solutions that make a real difference. And we are ONE team, collaborating across roles and regions to help each other and our customers succeed.\nThe Channel Development Manager (CDM) for the Europe, Middle-East and Africa reports to the General Manager EMEA and is a dedicated, high-velocity \"hunter\" responsible for expanding Robotiq's market breadth by recruiting and activating net-new partners.\nROLE OVERVIEW :\nThis role focuses on identifying and securing two highly specific partner profiles:\nVertical Equipment Distributors:Partners with deep end-user access (e.g., Food & Beverage, Consumer Goods) capable of selling turnkey, \"machine-in-a-box\" palletizing solutions.\nPackaging Line System Integrators:Solutions providers who handle complex, end-of-line integration projects and can leverage our standardized robotic palletizers as reliable, off-the-shelf modules to accelerate their broader line deployments.\nThe ultimate goal is to prospect, rapidly onboard, secure the partner's first sales, and seamlessly hand them off to the regional management team for long-term volume scaling.\nSuccess in this role will primarily be measured by:\nNumber of newly recruited and activated partners within the targeted profiles.\nRevenue and unit volume generated from these new partners in their first 12 months.\nTime-to-first-revenue (speed of activation) for newly signed partners.\nSuccessful and structured handoff of producing partners to Regional/Channel Sales Managers.\nMAIN RESPONSIBILITIES :\n1. Strategic Partner Recruitment (Hunting)\nProspect, qualify, and recruit net-new packaging distributors and packaging line system integrators.\nTailor the commercial pitch to the partner profile:For Distributors:Emphasize ease of deployment, try-before-you-buy models, and fully assembled turnkey systems.\nFor Packaging SIs:Position our standardized palletizers as a way to eliminate custom engineering risk, allowing them to focus on the broader line integration and win larger projects.\n\nIdentify coverage gaps across geographies and target industries to build a robust recruitment pipeline.\nNegotiate and finalize commercial distribution agreements and initial onboarding commitments.\n2. Partner Activation & Acceleration\nOversee the rapid onboarding of new partners, ensuring they reach commercial readiness within 90 days.\nTrain partner sales teams on how to leverage our automated pre-sales and qualification software to independently identify and quote standard palletizing opportunities.\nActively co-sell and support the partner’s early-stage opportunities to secure their critical first and second unit sales.\nFacilitate the placement of demo units or showroom equipment to accelerate partner independence.\n3. Cross-Functional Handoff & Pipeline Management\nEnsure a structured, frictionless handoff of activated, revenue-generating partners to the Regional Sales Managers for ongoing account management and volume scaling.\nMaintain rigorous tracking of the recruitment funnel, conversion rates, and early-stage pipeline in the CRM (HubSpot).\nProvide field feedback to the Product and Partner Program teams regarding barriers to entry, pricing, or competitive dynamics in the packaging equipment space.\nREQUIREMENTS :\nBachelor's degree in science or business administration;\nAt least 5-8 years of channel development experience with proven success in recruiting and developing new partners, in channel sales, or territory expansion, ideally in a B2B hardware/machinery environment.\nProven track record of B2B cold-recruiting, signing, and accelerating net-new channel partners.\nExecutive-level pitching and negotiation (CXO/Owner engagement at the distributor/integrator level).\nFast-paced pipeline and project management.\nProficiency with CRM systems (HubSpot) and sales acceleration tools.\nDeep understanding of capital equipment, packaging lines, or material handling sales cycles.\nStrong existing network within the packaging, Food & Beverage, or material handling integration industries.\nAttitudeRelentless \"Hunter\" mindset with high resilience and drive.\nResults-oriented with a sharp focus on closing and execution.\nAbility to build trust quickly and secure buy-in from business owners.\nHigh autonomy, rigor, and ability to operate independently in the field.\nExcellent, persuasive communication and presentation skills.\n\nLanguages required and preferred: English with complete professional proficiency. Proficiency in other languages is considered as a strong asset (German, French, Spanish, Italian, etc.)\nWillingness to travel 50% of the time for partner facing activities. Location near airport hub is preferred.\nEnsure possession of a valid passport and driving license at all times.\nWHY JOINING FORCES WITH THE ROBOTIQ TEAM?\nRobotiq shines with its human-centered culture, transparent communications, the sharing of information and expertise as well as the strong spirit of collaboration that is felt throughout the company!\nWhat sets Robotiq apart even more :\nA noble and inspiring mission: to free human hands from repetitive tasks;\nStimulating challenges within a high-tech organization;\nFlexible working hours and Holidays (according to local regulations), both for vacations and time management, for a true work/life balance;\nCorporate philosophy based on collaboration and transparency of communications;\nManagement based on autonomy and both collective and individual objectives;\nChallenges of robotics, innovation, and international growth.\nIf you’re excited about building smarter, people-first automation, we’d love to meet 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