Channel Development Manager – EMEA

🕒 August 12

🇪🇺 Europe – Remote

⏰ Full Time

🟡 Mid-level

🟠 Senior

👔 Manager

👻 Ghost score 12%

What it means: how likely this posting is sitting open without active hiring.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

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Robotiq

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2013

🏭 Manufacturing

🔧 Hardware

💰 Venture Round on 2018-12

Manufacturing • Hardware • Robotics

Robotiq is a company that specializes in simplifying collaborative robot applications to help factories start production faster. Their products include cobot components such as adaptive grippers, vacuum grippers, and force torque sensors, as well as solutions for applications like palletizing, machine tending, and screwdriving. Robotiq aims to enhance productivity and safety by freeing human hands from repetitive tasks, providing adaptive and user-friendly solutions to manufacturing challenges. With a focus on lean manufacturing principles, their pre-engineered and modular hardware allows for seamless integration into existing factory systems. Robotiq's offerings enable manufacturers to increase efficiency, reduce manual errors, and easily adapt to changing production needs without requiring extensive robotic expertise.

📋 Description

• Expand Robotiq's market breadth by recruiting and activating net-new partners across Europe, the Middle East, and Africa • Identify and secure vertical equipment distributors and packaging line system integrators • Prospect, qualify, and recruit net-new packaging distributors and packaging line system integrators • Tailor commercial pitches to distributors and packaging system integrators • Identify coverage gaps across geographies and target industries • Negotiate and finalize commercial distribution agreements and initial onboarding commitments • Oversee rapid onboarding of new partners to commercial readiness within 90 days • Train partner sales teams on automated pre-sales and qualification software • Co-sell and support early-stage opportunities to secure partners' first and second unit sales • Facilitate placement of demo units or showroom equipment • Handoff activated, revenue-generating partners to Regional Sales Managers • Track recruitment funnel, conversion rates, and early-stage pipeline in HubSpot CRM • Provide field feedback to Product and Partner Program teams on barriers to entry, pricing, and competitive dynamics • Report to the General Manager EMEA

🎯 Requirements

• 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 • 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 • English with complete professional proficiency • 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

🏖️ Benefits

• Flexible working hours and Holidays (according to local regulations), both for vacations and time management • Human-centered culture • Transparent communications • Sharing of information and expertise • Strong spirit of collaboration • Stimulating challenges within a high-tech organization • 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