Regional North America Channel Partner Manager

Responsibilities

The Regional NA Channel Partner Manager is responsible for developing, managing and growing a network of authorized distribution & integration partmers across North America for Exaktera. This role drives order intake (bookings) through indirect sales channels for a portfolitio of light-based components, including LED illumination systems, laser modules, and optiocal enclosures, in machine vision and other applications. 

The position carries an Annual Operating Plan (AOP) booking target and plays a critical role in executing distribution strategy, forecasting demand & supporting the Sales, Inventory & Operations Planning (SIOP) process. The successful candidate will ensure execution of distribution strategic inititiatives, strong pipeline visibility, forecast accuracy, and alignment between channel demand & operational capacity.

Your Job Profile

Channel Development & Bookings Ownership
- Own and deliver against assigned Annual Operating Plan (AOP) bookings target 
- Executing channel strategy aligned with corporate growth objectives
- Drive order intake through distribution and integration partners 
- Establish performance expectations and growth plans with key partners
- Conduct Quarterly Business Reviews (QBRs) focused on bookings performance, pipeline and backlog
- Collaborate with Global Sales Team to align strategies
- Develop close engagement with strategic distribution partners to collect voice of customers, market ffeedback and competitive intelligence
- Become critical voice in helping the Company to continuously develop and improve its distribution strategy

Forecasting & SIOP Contribution
- Utilize the CRM system and various other tools to develop and maintain a rolloing bookings forecast based on partner pipeline and market intelligence
- Provide monthly demand projections to support Sales Forecast and SIOP planning cycles
- Participate in Sales Forecast and SIOP meetings to communicate channel demand signals, backlog trends, risks and upside
- Collaborate with Operations to align production capacity and lead times with anticipated bookings
- Monitor backlog and booking patterns to identify supply or demand imbalances

Execution on Margin & Pricing Management 
- Work with the Product Management team to execute pricing strategy and discount structures
- Protect gross margin performance while driving competitive growth 
- Ensure channel compliance with pricing and contractual terms

Cross-Functional Collaboration
- Partner with Engineering, Marketing, Technology & Application, Product Management, and Production to support product launches and customer requirements
- Coordinate technical training and enablement initiatives for channel partners 
- Collaborate with Inside Sales team to ensure data integrity of distribution partner related data
- Support IT and Business Infrastructure team to continuously improve internal processes and technology tools for customer experience and efficiency
- Team player who can work with members of the team at all levels of the organization globally 

Qualifications:
- Bachelor degree in Business, Engineering, or related field and 5-10 years of experience in technical B2B sales or channel management
- Experience within machine vision, automation, industrial LED, lasers, or optical componenets preferred
- Demonstrated success managing indirect sales channels and achieving bookings targets
- Experience contributing to formal forecasting processes and SIOP participation
- Strong financial acumen and commercial discipline
- Proficiency with CRM systems (Salesforce preferred), Microsoft Office 

Core Compentencies
- Proactively and self-driving personality 
- Bookings & Pipeline Management 
- Forecast Accuracy & Demand Planning
- Capability of Data Driven Analytics
- Channel Strategy Execution
- Negotiation & Margin Management 
- Executive-Level Communication 
- Cross-Functional Alignment 

Key Performance Metrics 
- Achievement of AOP bookings target
- Forecast accuracy and bias
- Maintenance of sales funnel 
- Active channel partner growth, retention and management 
-CRM compliance and reporting accuracy

Benefits

Competitive Benefits Package including:

Health insurance
Dental & Vision 
Paid Time Off (Vacation and Personal/Sick)
14 Paid holidays 
Short Term & Long Term Disability 
Life insurance 
401k match plan 

About us

Advanced Illumination is a medium-sized company based in Rochester/Vermont. With a team of 28 dedicated employees, we provide our customers with a comprehensive selection of field-proven lighting solutions for machine vision applications. With extensive experience designing and manufacturing innovative LED products, Advanced Illumination solves even the most complex lighting challenges.