Business Development Manager - Partnerships and Channels

About the role

The Business Development Manager - Partnerships and Channels is responsible for developing and executing Panduit’s go-to-market strategy for Fault Managed Power Solutions (FMPS). This role focuses on building strategic partnerships with manufacturers, designers, and ecosystem players, while also developing a scalable sales channel to accelerate adoption of FMPS applications.

Responsibilities

• Conduct market research and competitive analysis to identify breakthrough opportunities and macro trends.
• Drive Voice of Customer initiatives to uncover deep buyer insights and emotional drivers.
• Develop competitive positioning strategies that create sustainable market advantage.
• Build distinctive value propositions aligned with market gaps and customer needs.
• Develop 5-year market strategies that drive growth objectives.
• Identify and evaluate inorganic growth opportunities including acquisitions and strategic alliances.
• Establish strategic partnerships with manufacturers, specifiers, and integrators.
• Create and optimize channel models specific to the lighting segment.
• Design and develop joint solutions, marketing programs, and pilot initiatives with key partners.
• Develop incentive programs that motivate channel partners to drive FMPS adoption.

Requirements

• Education: Bachelor’s degree required or relevant equivalent experience in lieu of degree.
• Experience: 10+ years in related role, with experience working at or selling into MEP firms, consulting engineering firms, or design-build contractors.
• Experience with building strategic partnerships, OEM collaboration, or solution selling.
• Technical Skills: Skilled at developing and delivering technical documentation, spec packages, cut sheets, and design guides tailored to consultants and contractors.
• Industry Knowledge: Familiarity with construction timelines, MEP workflows, and submittal processes. Familiarity with specifiers, and channel models. Understanding of low voltage technologies, building management systems, power infrastructure, structured cabling, or smart building technologies.
• Communication: Excellent communication skills, with the ability to speak to both technical and commercial stakeholders.
• Travel: Ability to travel up to 20%.

Qualifications

• Education: Bachelor’s degree required or relevant equivalent experience in lieu of degree.
• Experience: 10+ years in related role, with experience working at or selling into MEP firms, consulting engineering firms, or design-build contractors.
• Experience with building strategic partnerships, OEM collaboration, or solution selling.
• Technical Skills: Skilled at developing and delivering technical documentation, spec packages, cut sheets, and design guides tailored to consultants and contractors.
• Industry Knowledge: Familiarity with construction timelines, MEP workflows, and submittal processes. Familiarity with specifiers, and channel models. Understanding of low voltage technologies, building management systems, power infrastructure, structured cabling, or smart building technologies.
• Communication: Excellent communication skills, with the ability to speak to both technical and commercial stakeholders.
• Travel: Ability to travel up to 20%.

Skills

• Market Research and Competitive Analysis
• Customer Insights and Emotional Drivers
• Competitive Positioning Strategies
• Value Proposition Development
• Channel Model Design
• Joint Solution Development
• Incentive Program Creation

Benefits

• Competitive Pay & Benefits
• Work-Life Balance
• Flexible Work Options
• Generous Time Off
• Retail 401(k) Match
• Profit Sharing
• Abundant Growth and Development Opportunities
• Parental Leave
• Compensation Range: $90,000 - $130,000

Pay

The expected annual base salary range for this role is $90,000 - $130,000. This role qualifies for an incentive plan based on individual and company performance.

Schedule

This role will require you to be in the office 50% of the time (schedule based on manager's discretion).