Channel Partnerships Manager
RemoteUnited States
Job Summary
Design and run Falcon's channel program end to end, establishing partner tiers, deal registration, margin structures, and fast-quote SLAs. Manage existing distributors and integrators through quarterly business reviews and joint pipeline planning while identifying, recruiting, and onboarding new partners in water/SCADA, ITS/rail, and industrial distribution verticals. Own deal-registration rules and conflict arbitration to maintain trust as direct and channel motions scale, equipping partners with tools and co-marketing resources. Report weekly on partner-sourced pipeline, deal volume, activation rates, and quote-SLA adherence. By day 90, launch a documented tier framework and ranked recruitment list; by month 12, achieve measurable pipeline lift with zero major trust incidents. Build the program from scratch using AI-native operations to drive revenue in the harsh-environment power protection market.
Required Qualifications
- 5+ years managing B2B channel, distribution, or partner programs in industrial, electrical, power, controls, or automation markets
- Demonstrated experience building or scaling a partner program (deal registration, tiers, enablement) — not just managing an existing one
- A track record recruiting and activating distributors, systems integrators, or reps that produced real revenue
- Comfort with technically specified products and a specifying-engineer / integrator sales motion
- Willingness to operate hands-on with AI and automation tooling as a force multiplier
Desired Qualifications
- Background in UPS, backup power, or harsh-environment / rugged industrial equipment
- Existing relationships in water/wastewater, ITS/traffic, rail, or industrial automation channels
- Experience managing channel–direct conflict at a growing manufacturer
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