Channel Manager

Role Summary

The Channel Manager is responsible for developing, managing, and optimizing Excelitas’ indirect sales ecosystem to accelerate revenue growth, expand market reach, and strengthen customer access across key segments.

Key Responsibilities

• Channel Strategy & Market Expansion

  • Define and execute regional channel strategy aligned with business unit growth targets
  • Identify coverage gaps and expansion opportunities across geographies and end markets
  • Develop segmentation of partners (distributors, integrators, OEMs) based on capability and market focus
  • Drive new partner onboarding to support strategic growth initiatives

• Partner Management & Performance

  • Own end-to-end partner lifecycle: selection, onboarding, enablement, performance management
  • Establish clear KPIs (revenue, pipeline, conversion rates, market penetration)
  • Conduct regular business reviews (QBRs) with key partners
  • Implement performance improvement plans or rationalization where needed

• Revenue Growth & Pipeline Development

  • Drive channel-driven revenue growth and ensure alignment with sales targets
  • Build and maintain a robust partner pipeline to support demand generation
  • Collaborate with direct sales teams to avoid channel conflict and maximize coverage
  • Maintain funnel health and conversion efficiency across partner network

• Commercial Execution & Enablement

  • Develop channel programs (pricing, incentives, rebates, promotions) to drive performance
  • Ensure partners are fully enabled on Excelitas products, solutions, and value propositions
  • Partner with marketing to execute joint campaigns, events, and demand generation initiatives
  • Support complex deals and strategic opportunities through partners

• Cross-Functional Alignment

  • Collaborate with Product Management, Marketing, Operations, and Finance to ensure channel alignment
  • Provide market intelligence and customer insights to inform product and commercial strategies
  • Ensure compliance with pricing, margin, and contractual frameworks

Qualifications & Experience

• Bachelor’s degree required; MBA preferred
• 8–12+ years in channel sales, partner management, or commercial roles in B2B technology or industrial sectors
• Experience in: UV technologies (UV, LED, UVC, microwave) and/or Infrared (IR) technologies strongly preferred
• Experience selling capital equipment, components, or raw materials into industrial applications such as: UV Curing (coatings, inks, adhesives), UV disinfection (air, water, surface), Infrared thermal processing (drying, heating, and material treatment of substrates)
• Proven track record of building and scaling indirect sales channels
• Strong commercial acumen, negotiation, and stakeholder management skills

Key Competencies

• Application-driven, solution-oriented selling mindset
• Ability to translate technical capabilities into commercial value
• Strong execution discipline, forecasting accuracy, and pipeline management
• Skilled at managing complex, multi-stakeholder sales cycles
• Collaborative, team-oriented approach focused on shared success

Benefits

Salary Range $130,000 - $140,000 depending on experience