Channel Development Manager – Americas

🕒 Maio 17

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Robotiq

SiteLinkedInTodas as Vagas

51 - 200 funcionários

Fundada em 2013

🔧 Hardware

💰 Venture Round em 2018-12

Manufacturing • Hardware • Robotics

A Robotiq é uma empresa especializada em simplificar aplicações de robôs colaborativos para ajudar fábricas a iniciarem a produção mais rapidamente. Seus produtos incluem componentes para cobots, como garras adaptativas, garras de vácuo e sensores de força torque, bem como soluções para aplicações como paletização, tendimento de máquinas e aparafusamento. A Robotiq visa aumentar a produtividade e segurança libertando as mãos humanas de tarefas repetitivas, fornecendo soluções adaptativas e fáceis de usar para desafios de manufatura. Com foco em princípios de manufatura enxuta, seu hardware pré-engenheirado e modular permite integração perfeita nos sistemas fabris existentes. As ofertas da Robotiq permitem que os fabricantes aumentem a eficiência, reduzam erros manuais e se adaptem facilmente às mudanças nas necessidades de produção sem exigir expertise robótica extensa.

Descrição

• Prospect, qualify, and recruit net-new packaging distributors and packaging line system integrators. • Tailor the commercial pitch to the partner profile: For Distributors: Emphasize ease of deployment, try-before-you-buy models, and fully assembled turnkey systems. • For Packaging SIs: Position our standardized palletizers as a way to eliminate custom engineering risk, allowing them to focus on the broader line integration and win larger projects. • Identify coverage gaps across geographies and target industries to build a robust recruitment pipeline. • Negotiate and finalize commercial distribution agreements and initial onboarding commitments. • Oversee the rapid onboarding of new partners, ensuring they reach commercial readiness within 90 days. • Train partner sales teams on how to leverage our automated pre-sales and qualification software to independently identify and quote standard palletizing opportunities. • Actively co-sell and support the partner’s early-stage opportunities to secure their critical first and second unit sales. • Facilitate the placement of demo units or showroom equipment to accelerate partner independence. • Ensure a structured, frictionless handoff of activated, revenue-generating partners to the Regional / Channel Sales Managers for ongoing account management and volume scaling. • Maintain rigorous tracking of the recruitment funnel, conversion rates, and early-stage pipeline in the CRM (HubSpot). • Provide field feedback to the Product and Partner Program teams regarding barriers to entry, pricing, or competitive dynamics in the packaging equipment space.

🎯 Requisitos

• Bachelor's degree in science or business administration • At least 5-8 years of channel development experience with proven success in recruiting and developing new partners, in channel sales, or territory expansion, ideally in a B2B hardware/machinery environment. • Proven track record of B2B cold-recruiting, signing, and accelerating net-new channel partners. • Executive-level pitching and negotiation (CXO/Owner engagement at the distributor/integrator level). • Fast-paced pipeline and project management. • Proficiency with CRM systems (HubSpot) and sales acceleration tools. • Deep understanding of capital equipment, packaging lines, or material handling sales cycles. • Strong existing network within the packaging, Food & Beverage, or material handling integration industries. • Attitude Relentless "Hunter" mindset with high resilience and drive. • Results-oriented with a sharp focus on closing and execution. • Ability to build trust quickly and secure buy-in from business owners. • High autonomy, rigor, and ability to operate independently in the field. • Excellent, persuasive communication and presentation skills. • Languages required and preferred: English with complete professional proficiency. Proficiency in other languages is considered as a strong asset (French, Spanish, German, Italian, etc.) • Willingness to travel 50% of the time for partner facing activities. Location near airport hub is preferred. Ensure possession of a valid passport and driving license at all times.

🏖️ Benefícios

• Flexible working hours and Holidays (according to local regulations) • Corporate philosophy based on collaboration and transparency of communications • Management based on autonomy and both collective and individual objectives • Challenges of robotics, innovation, and international growth