Channel Partner Manager

This is a unique opportunity to shape and lead the development of EDMI's US channel partner strategy at a pivotal stage in the company's growth. As the first dedicated Channel Partner Manager for the US market, you will have the autonomy to build a scalable partner ecosystem from the ground up, influence go-to-market strategy, and play a key role in expanding EDMI's presence across electric cooperatives and public power utilities.

Responsibilities

Responsibilities

• The Manager is responsible for creating the indirect route to market that gives EDMI coverage of electric cooperatives and public power utilities across the country.
• The role builds the hybrid model proven in this segment: EDMI’s direct sales team owns the core utility relationships, while a network of trusted intermediaries – manufacturer’s representative firms, distributors, value-added resellers, state wide associations and joint action agencies – provides reach and local presence and, where appropriate, buys from EDMI and resells to the end customer.
• The Channel Partner Manager owns the programme end to end – partner strategy and recruitment, a tiered structure with clear requirements and rewards, training and certification, joint business planning, deal registration, co-marketing, and the systems and processes that make EDMI easy to partner with – and is accountable for partner-originated pipeline and bookings, measured and reported separately from direct sales.
• The programme is to be built on a single, scalable structure that can later be extended to other EDMI regions.

Requirements

• Proven track record of designing, launching and scaling a formal, tiered channel partner programme for a technology or industrial vendor, ideally a multi-region programme built from the ground up.
• 10+ years’ experience in channel strategy, partner programme management or indirect sales leadership, including recruiting, onboarding and enabling resellers, distributors and solution providers.
• Experience in utilities, AMI / smart metering, smart grid, smart cities or industrial IoT, with a working understanding of how US electric cooperatives and public power utilities buy, and of the representative, distributor and association networks that serve them.
• Hands-on command of programme mechanics: tiering and partner scoring, certification and learning paths, deal registration, market development funds, partner incentives and joint business planning.
• Experience implementing partner portals / PRM and channel automation integrated with CRM, and using data to manage partner performance.
• Experience helping partners shift from one-off hardware sales towards software, SaaS and recurring-revenue models.
• Degree in business, engineering or a related discipline, or equivalent experience; experience in a global, matrixed organisation is an advantage.