Channel Partner Manager - Mechanical OEMs and Distributor

Job Summary:

The Channel Partner Manager is responsible for building, managing, and expanding strategic relationships with OEMs (Original Equipment Manufacturers) and distribution partners in the mechanical systems industry. The role focuses on enabling channel partners to drive sales of products such as pumps, valves, compressors, motors, HVAC units, and mechanical components. It involves partner onboarding, performance tracking, sales enablement, and joint go-to-market initiatives to ensure sustainable revenue growth.

Key Responsibilities:

Channel Development & Management

• Identify, recruit, and onboard qualified channel partners including mechanical OEMs, distributors, and VARs.

• Develop channel segmentation strategies based on market size, partner capabilities, and strategic alignment.

• Define joint business plans, sales targets, and marketing activities for each partner.

Sales Enablement & Support

• Train partners on product specifications, application areas, and value propositions.

• Provide pre-sales and post-sales support in collaboration with internal technical teams.

• Ensure timely delivery of marketing materials, pricing updates, and product literature.

Performance Monitoring

• Track channel sales performance, revenue contribution, and partner ROI.

• Monitor partner compliance with branding, pricing, and service standards.

• Evaluate partner pipeline and forecast future revenue.

Relationship Management

• Serve as the primary point of contact for all assigned partners.

• Conduct regular partner business reviews, site visits, and performance evaluations.

• Resolve conflicts, support deal closures, and strengthen long-term partnerships.

Market Intelligence & Strategy

• Gather market feedback through partners regarding customer needs, competitor activity, and emerging trends.

• Recommend new channel strategies, product opportunities, and go-to-market improvements.

Qualifications:

• Bachelor’s Degree in Mechanical Engineering, Industrial Engineering, or Business Administration

• 8–12 years of experience in mechanical product sales, with at least 3–5 years managing OEM/distributor channels

• Strong knowledge of mechanical equipment (pumps, valves, compressors, HVAC, motors, etc.)

• Proven experience in partner/channel development, technical sales, and indirect sales models

• Familiarity with B2B industrial and infrastructure project environments

Key Skills:

• Channel sales and partner management

• Technical sales and product training

• Negotiation and contract management

• CRM and sales reporting tools

• Strong interpersonal and cross-cultural communication

• Strategic planning and revenue forecasting