Channel Partner Manager

About the Role This is a unique opportunity to shape and lead the development of EDMI's US channel partner strategy at a pivotal stage in the company's growth. As the first dedicated Channel Partner Manager for the US market, you will have the autonomy to build a scalable partner ecosystem from the ground up, influence go-to-market strategy, and play a key role in expanding EDMI's presence across electric cooperatives and public power utilities. Responsibilities The Manager is responsible for creating the indirect route to market that gives EDMI coverage of electric cooperatives and public power utilities across the country.The role builds the hybrid model proven in this segment: EDMI’s direct sales team owns the core utility relationships, while a network of trusted intermediaries – manufacturer’s representative firms, distributors, value-added resellers, state wide associations and joint action agencies – provides reach and local presence and, where appropriate, buys from EDMI and resells to the end customer.The Channel Partner Manager owns the programme end to end – partner strategy and recruitment, a tiered structure with clear requirements and rewards, training and certification, joint business planning, deal registration, co-marketing, and the systems and processes that make EDMI easy to partner with – and is accountable for partner-originated pipeline and bookings, measured and reported separately from direct sales.The programme is to be built on a single, scalable structure that can later be extended to other EDMI regions. Qualifications Proven track record of designing, launching and scaling a formal, tiered channel partner programme for a technology or industrial vendor, ideally a multi-region programme built from the ground up.10+ years’ experience in channel strategy, partner programme management or indirect sales leadership, including recruiting, onboarding and enabling resellers, distributors and solution providers.Experience in utilities, AMI / smart metering, smart grid, smart cities or industrial IoT, with a working understanding of how US electric cooperatives and public power utilities buy, and of the representative, distributor and association networks that serve them.Hands-on command of programme mechanics: tiering and partner scoring, certification and learning paths, deal registration, market development funds, partner incentives and joint business planning.Experience implementing partner portals / PRM and channel automation integrated with CRM, and using data to manage partner performance.Experience helping partners shift from one-off hardware sales towards software, SaaS and recurring-revenue models.Degree in business, engineering or a related discipline, or equivalent experience; experience in a global, matrixed organisation is an advantage.Willingness to travel extensively across the United States. Pay range and compensation package Attractive and competitive packageOpportunities for professional growth and developmentHybrid/remote workingFlexible working arrangementsMedical and dental insurance401(k) with 7% employer contribution25 days annual leave plus public holidays