Channel Sales Manager

HITEC Power Protection • No location specified • Full-time

$120,000

per year

Sales Management Revenue Growth B2B Sales Channel Sales Rep Network

Job Description

Hitec Power Protection develops, manufactures and delivers turnkey power solutions to ensure uninterruptible, continuous and conditioned power supply to mission critical processes. Core of the Hitec Power Protection solution are Diesel Rotary UPS (Uninterruptible Power Supply) Systems using flywheel energy storage. Hitec has headquarters in Almelo, the Netherlands. Hitec’s core values are: Customer Focus, Quality, People, Integrity, Ability to Act Independently, Knowledge and Innovation, Ownership and Excellence.

The Channel Sales Manager is responsible for driving revenue growth and managing sales activities through a network of manufacturer’s representatives. This role focuses on developing relationships with key channel partners, optimizing the performance of the rep network, and ensuring alignment with company sales goals. The Channel Sales Manager oversees the end-to-end sales process, from rep onboarding to supporting deal closure, working closely with internal teams to support channel success and maintain high levels of partner and customer satisfaction.

Channel Partner Leadership

Own the strategy and execution for managing a network of manufacturer’s representatives, ensuring alignment with company goals.
Build and maintain relationships with key stakeholders across the rep network, including senior leadership at rep firms and high-potential channel partners.
Drive business development efforts by identifying opportunities for market expansion and enabling reps to cross-sell and upsell within their customer bases.
Develop and implement tailored programs to support rep success, incorporating the company's product offerings, industry insights, and sales tools.

Channel Team Management & Support

Lead, mentor, and support the rep network to achieve or exceed sales targets within assigned regions or markets.
Foster a results-oriented, collaborative team culture focused on continuous improvement, learning, and professional growth.
Set clear objectives, goals, and KPIs for the channel sales network and ensure effective execution and tracking.
Provide ongoing training, coaching, and resources to help reps close deals, address complex sales cycles, and develop product knowledge.

Sales Strategy & Execution

Develop and execute comprehensive channel sales strategies that align with company goals, target markets, and industry segments.
Manage the sales cycle by supporting reps from lead generation and qualification through negotiation, deal closure, and after-sales support.
Collaborate with marketing to develop campaigns, messaging, and promotional activities to support rep-driven sales efforts.
Identify, prioritize, and allocate resources effectively within the rep network to maximize engagement and drive success.

Cross-Functional Collaboration

Partner with product management, engineering, and customer success teams to ensure solutions align with customer needs and are delivered to specification.
Work closely with the marketing team to create and implement marketing initiatives that support rep activities and drive market awareness.
Serve as a key feedback conduit between the channel network and internal teams, sharing insights on market needs, trends, and competitive activity.

Revenue Growth & Partner Expansion

Drive revenue growth by identifying new business opportunities and supporting reps in selling additional products, services, and solutions.
Support high-value negotiations and guide reps in structuring complex deals, balancing customer satisfaction with company profitability.
Develop and execute rep-specific account plans to drive long-term growth and ensure high levels of partner and customer satisfaction.

Market Intelligence & Channel Leadership

Maintain an understanding of the competitive landscape, industry trends, and emerging technologies to inform channel strategies.
Act as a trusted advisor to the rep network, positioning the company as the go-to provider within the industry.
Represent the company at industry events and conferences, building brand awareness and strengthening relationships with key reps and channel influencers.

Sales Performance & Reporting

Track and analyze sales performance against targets and KPIs, providing regular reports to senior management on channel progress, challenges, and opportunities.
Leverage CRM tools (Salesforce) to maintain accurate records, forecast sales through the channel, and track rep performance.
Ensure timely reporting and performance analysis, adjusting strategies as needed to hit revenue and growth targets.

Minimum Requirements:

· Experience Managing Rep Networks or Indirect Sales Channels
Proven track record of supporting manufacturers' reps or VARs in a B2B technical sales environment. Must understand channel dynamics and how to drive performance through partners.

· Strong Product and Technical Acumen
Ability to quickly gain deep understanding of complex products (e.g., industrial power systems, datacenter infrastructure) and translate that knowledge into clear value propositions for channel partners and customers.

· Excellent Communication and Training Skills
Skilled in delivering sales training, creating sales collateral, and presenting technical content in a way that empowers reps to confidently position the product.

· Cross-Functional Collaboration
Experience working with internal teams like marketing, engineering, and operations to support channel success—especially in coordinating quotes, demos, and technical support.

· CRM and Pipeline Management Expertise
Proficient in using tools like Salesforce (or similar) to manage rep activity, forecast performance, and report on channel metrics to leadership.

· Preferred: Experience in UPS and Mission Critical Industries
Familiarity with Uninterruptible Power Supply (UPS) systems and experience in the mission critical or datacenter industry is highly preferred. Understanding of customer priorities in uptime, redundancy, and system reliability is a strong advantage.

· U.S.-Based Location Required
Candidates must reside within the United States to effectively support the nationwide rep network and travel as needed. Remote work may be considered.

Qualifications:

Proven experience in managing a manufacturer’s representative network or channel sales team.
Strong understanding of channel dynamics, customer needs, and competitive landscape.
Ability to set strategic direction, manage relationships, and achieve sales goals through third-party reps.
Excellent communication, negotiation, and analytical skills.