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Senior Channel Manager
Descripción
Senior Channel Manager – Edge Ecosystem Partnerships
What we offer:
Role Overview:
We are looking for a strategic and proactive Senior Channel Manager to lead and expand our partner ecosystem across system integrators, hardware manufacturers, and specialized edge technology providers. This role is pivotal in driving indirect revenue by developing high-impact partnerships that support our enterprise sales motion.
As Senior Channel Manager, you will be responsible for identifying and onboarding strategic partners, enabling them to position our advanced Edge platform effectively, and building a joint pipeline in close coordination with the Account Executive team. Your success will directly contribute to market penetration, deal acceleration, and long-term revenue growth.
Key Responsibilities:Key Responsibilities
Partner Development & Relationship Management
· Identify and recruit strategic channel partners (SIs, OEMs, VARs, infrastructure providers) within the Edge and industrial tech ecosystem.
· Build trusted relationships at multiple levels within partner organizations, including sales, technical, and executive teams.
· Act as the primary point of contact and advocate for partner engagement and success.
Pipeline Creation & Revenue Acceleration
· Drive joint go-to-market activities with partners to develop qualified leads and opportunities for the direct sales team.
· Collaborate with Account Executives to align partners with active opportunities and sales cycles.
· Ensure partners are enabled to position and deliver our solutions effectively.
Partner Enablement & Training
· Develop and execute partner onboarding programs, training sessions, and enablement materials in collaboration with Marketing and Solutions Engineering.
· Support partners in understanding our value proposition, use cases, deployment models, and differentiators.
Channel Strategy & Program Execution
· Define and execute the channel strategy aligned with business goals and regional priorities.
· Track partner performance, deal registrations, and pipeline contribution through CRM and partner portals.
· Collaborate with Marketing to plan and support co-branded campaigns, events, and lead-gen initiatives.
Ecosystem Engagement
· Represent the company at ecosystem events, partner forums, and industry trade shows to strengthen brand visibility and network within the Edge community.
· Stay current with trends in edge computing, partner business models, and competitive dynamics.
Requisitos mínimos
Requirements
· 7+ years of experience in channel sales, alliances, or partner management in a technology company, ideally in Edge computing, IoT, industrial tech, or enterprise infrastructure.
· Strong existing network in the Edge or industrial technology ecosystem is a major plus.
· Proven success in building and scaling partner ecosystems that drive enterprise sales.
· Deep understanding of partner business models (e.g., SI, VAR, OEM, co-sell).
· Experience collaborating with field sales teams and supporting complex enterprise sales cycles.
· Strong communication, negotiation, and stakeholder management skills.
· Fluent in Spanish and English (spoken and written).
· Willingness to travel as needed to engage with partners and attend industry events.
Preferred Qualifications
· Bachelor’s degree in Business, Engineering, or related field.
· Experience working with CRM and partner management systems.
· Understanding of edge-native architectures, distributed deployments, and hardware/software integration.
· Prior experience launching or managing partner programs is a strong plus.
