Channel Sales Manager jobs in the United States

The Itron Americas Channel team drives growth in the indirect channel route to market and ultimately helps grow Itron’s share and presence in developing territories, public power and water and gas municipality markets.

Reporting to the Americas Sr. Channel Sales (Business) Manager, the Americas Channel Program Manager will play a critical role in driving the success of the overall channel strategy for the United States, Canada, Caribbean, and Latin America. This team member’s key responsibilities include strategic program planning for the sustainable growth of the indirect channel, and ensuring the success of the Itron Engage partner program. Additionally, this leader will be responsible for coordinating cross functional engagement across Marketing, Sales, Product Business Units, IT, Legal, and other functional areas to drive partner enablement and product and solution readiness for the channel.

Duties & Responsibilities: 

• Lead the Americas Itron Engage partner program

o   Defining channel program goals, driving regional growth across all partners engaged in the partner program in collaboration with Channel Sales and Business Managers

o   Accountable for the management and administration of the Itron Engage Partner program across Americas region including development of new programs, management of marketing development funds, deal registration process as well as other program processes

o   Lead and own the Americas Channel Ready program ensuring successful product and solution launches to the channel in collaboration with the PBU, marketing, operations teams and sales

o   Support the global channel program strategy definition process

• Partner Enablement

o   Drive the training and certification plan with product and training teams on behalf of Americas channels

o   Build partner profiles of each partner and determine the capacity plan per region per country

o   Understand partners business needs and aligning Itron’s technology portfolio to help grow the business

o   Gain a deep understanding of partner profitability and what motivates their revenue contributions

o   Support partners with other needs as directed

• Drive continuous improvement of process and policy across critical areas of the partner lifecycle

o   Onboarding, vetting, developing, enabling, supporting and offboarding.

o   Provide mechanisms to gain input from partners such as surveys

• Execute the IT project elements for the Americas channels 

o   Lead the business requirements processes with IT and the key stakeholders in Americas channels business.

o   Ensure business readiness plans are in place and are supported by IT at each step of the process

o   Support global initiatives by representing regional needs and providing input, insight and helping to execute such projects.

• What success looks like:
• Indirect sales growth YoY
• Achieve Budget targets
• Increasing percentage of business via the Channel compared to the Direct business
• Double digit growth in Networks and Outcomes Solutions sold via the channel
• Deployment of the Partner program with all active partners enrolled
• Growth of pipeline opportunities via indirect and the channel – need to establish use of SFDC and define a baseline.
• Improve customer success metrics by delivering a channel that can enable success

Skills & Expectations:

• Strong Leadership skills with the ability to make the right decisions that represent the AMER region
• Strong communication and executive presentation skills with the ability to represent the Channel Strategy & Program across the company
• An effective team player and cross-functional contributor with strong command skills and drive for results
• Have the ability to lead cross functional teams and drive the strategy and program
• Ability to ramp effectively and take ownership during ambiguous and time sensitive situations
• Have a curiosity about you that allows you to get the best out of cross functional team members. 
• Be a good coordinator and able to take complex tasks and build effective plans in support of the channel strategy.