Channel Development Manager - America

Robotiq, a Canadian-founded company, are the humans behind the robots: a team of enthusiasts who work as ONE Team, care for customers' and employees’ success, and innovate relentlessly. We build easy-to-deploy collaborative robot (or cobot) solutions to automate manual tasks.

Our mission: free human hands from repetitive tasks by enabling manufacturing companies to solve their labor challenges, and workers to grow and have more fulfilling jobs. 

ROLE OVERVIEW :

The Channel Development Manager (CDM) reports to the Grand Territory Manager and is tasked with identifying, recruiting and activating new resellers. This is a home-based / remote position and where the incumbent will preferably be located near a major airport.   

These new resellers must add incremental revenues (new industries, new accounts currently inaccessible) to the existing channel partners to drive overall sales growth.

MAIN RESPONSIBILITIES  :

• Identify potential resellers

  • Primarily using the ideal partner profile(s) that support our palletizing solutions and related products as well as identify, research and prioritize resellers in the packaging industry.
  • Identify gaps in target market segments (geographies, industries, accounts, etc.) where new partners could bring new sales.

• Recruit new resellers

  • Engage with potential resellers.

  • Qualify interest and evaluate their fit.

  • If there is a good fit, gain qualified partners’ commitment to becoming engaged and productive by formulating and conveying a compelling business proposition.

  • Prior to finalizing contract negotiations with each partner, develop a joint business plan (including sales targets) that is aligned with the supplier standards and strategy.

  • Sign agreements.

• Activate new resellers

  • Take ownership of all aspects of onboarding and activating new partners; focus on ensuring the partners’ team members are enabled, equipped and motivated to sell, market, deploy and support the supplier’s offering within established timeframes.

  • Support in executing the first steps of the training, marketing and sales plan.

  • Coordinate partner training (sales, technical).

  • Identify initial projects, use as opportunities to coach key resources, generate sales.

  • Work collaboratively and cross functionally with the new partners and Robotiq’s team to develop the right product fit for each vertical resulting in turnkey solutions that are aligned with each vertical's unique profile.

• Handoff to Regional / Channel Sales Manager

  • Facilitate a smooth transition to a new partner’s assigned Regional / Channel Sales Managers as soon as the partner is fully capable and committed to growing the sales of the Robotiq’s offering (after a specific sales threshold or milestone is achieved).

REQUIREMENTS :

• Bachelor of science or business administration degree
• At least 5 years of channel development experience with proven success in recruiting and developing new partners, ideally within the same or closely related offering category
• Experience sourcing, qualifying, screening and forming business relationships with channel partners at the CXO level
• Experience in proactively prospecting for new Customers/Partners and approach them for analysis and recruitment
• Strong personal network within the industry
• Experience developing and managing joint business planning with partners
• Proficient with:
  • Web conferencing/telepresence
  • Google suite
  • Hubspot CRM
  • Partner Portal
• Attitude
  • Tenacious and persuasive
  • Energetic and proactive
  • Results-oriented and organized
  • Creative/resourceful
  • Committed to training and self-improvement
• Willingness to travel 50% of the time for partner facing activities

WHY JOINING FORCES WITH THE ROBOTIQ TEAM?

Robotiq 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!

What sets Robotiq apart even more :

• A noble and inspiring mission: to free human hands from repetitive tasks;

• Stimulating challenges within a high-tech organization;

• Flexible working hours and time off, for a true work/life balance;

• Corporate philosophy based on collaboration and transparency of communications;

• Management based on autonomy on how we achieve collective and individual objectives;

• Challenges of robotics, innovation, and international growth.

We look forward to meeting you!