What You Will Do

As a Channel Sales Representative, you will be responsible for developing and growing strategic relationships with key channel partners and distributors. You will work closely with partners to expand market reach, identify business opportunities, support end-customer sales, and drive sustainable revenue growth.

This is a senior individual-contributor role requiring strong relationship management, consultative selling, and the ability to navigate complex, long-cycle sales opportunities with senior and executive-level stakeholders. The internal profile specifically positions this role around very large channel partners, high sales targets across multiple P&L units, and strategic accounts.

Key Responsibilities

• Develop, manage, and strengthen long-term relationships with key channel partners and distributors.
• Drive sales growth through channel partners by identifying new business opportunities and expanding product reach.
• Support channel partners in end-customer engagement, solution positioning, opportunity development, and deal closure.
• Build relationships with senior and executive-level stakeholders to understand business needs and develop mutually beneficial sales strategies.
• Manage complex and long-cycle sales opportunities, collaborating with internal leadership and cross-functional teams where required.
• Partner with distributors/channel partners on product planning, sales forecasting, and business development activities.
• Develop strategic account and channel plans to achieve challenging sales targets and support profitable growth.
• Work across different business areas and internal stakeholders to coordinate resources and successfully execute channel opportunities.
• Monitor partner performance and market opportunities to identify areas for further growth.
• Provide market and partner insights to support business planning, forecasting, and go-to-market decisions.

These responsibilities reflect the internal profile's core objective of selling through channel partners, managing partner relationships, supporting partner end-customer sales, maximizing product reach, and supporting product planning and forecasting.

What We Look For

Required Qualifications

• Bachelor’s degree or equivalent relevant experience.
• Approximately 8+ years of relevant sales/channel sales experience, consistent with the recommended experience level in the internal job profile.
• Proven experience managing channel partners, distributors, strategic accounts, or complex B2B sales relationships.
• Strong consultative selling, negotiation, influencing, and relationship-management skills.
• Experience working with senior decision-makers and executive-level stakeholders.
• Demonstrated ability to manage complex opportunities and longer sales cycles.
• Strong commercial acumen with the ability to understand partner/customer needs and turn them into actionable business opportunities.
• Excellent communication, presentation, and stakeholder-management skills.
• Self-driven and comfortable working independently while collaborating effectively with cross-functional teams.

Preferred Qualifications

• Experience within HVAC, building technologies, controls/BMS, fire & security, industrial solutions, or other technical B2B environments.
• Existing experience working with distributors, dealers, system integrators, contractors, or other channel partners.
• Strong understanding of channel strategy, partner development, forecasting, and pipeline management.