Channel Sales Manager

📋 Description

• • As the North America Channel Sales Manager, you will be instrumental in shaping and executing Novanta’s channel sales strategy across the United States and Canada, focusing on our cutting-edge Robotics & Automation (R&A) portfolio.
• • This pivotal role involves cultivating and nurturing high-performance channel partnerships, meticulously optimizing commercial coverage to ensure maximum market penetration, and strategically unlocking new revenue streams.
• • You will be at the forefront of driving market share growth for our R&A products by building and implementing robust channel strategies that align with Novanta's overarching business objectives.
• • A key responsibility will be the identification, thorough assessment, and successful onboarding of new channel partners, while simultaneously strengthening and expanding relationships with our existing, valued partners.
• • You will be responsible for developing comprehensive joint business plans with partners, conducting regular quarterly business reviews (QBRs) to foster continuous improvement, and ensuring mutual success.
• • This role requires you to effectively present Novanta's advanced R&A technologies to partners, enabling them to better support their customer acquisition efforts and drive sales.
• • You will work closely with the Marketing and Product Management teams to create synergistic efforts, generating high-quality leads and enhancing overall market coverage through collaborative initiatives.
• • A critical aspect of the role involves evaluating partner performance using established scorecards and clearly defined Key Performance Indicators (KPIs), ensuring accountability and driving performance.
• • You will leverage data-driven insights, utilizing Salesforce and other partner-related data, to inform strategic decisions and optimize channel performance.
• • This is a strategic, relationship-driven position where you will play a crucial part in shaping partner performance, leading strategic business planning, and driving profitable growth by equipping partners with Novanta's world-class technology solutions.
• • You will contribute to Novanta's mission of powering technology that transforms industries, including surgical robotics, minimally invasive surgery, advanced manufacturing, semiconductors, warehouse automation, and emerging humanoid robotics.
• • By joining Novanta Robotics & Automation, you will be working at the forefront of robotics technology, contributing to solutions used in critical applications that improve lives, accelerate manufacturing, and increase safety.
• • You will have a direct impact on how advanced robotic solutions reach global Original Equipment Manufacturers (OEMs), influencing the commercial success of cutting-edge technologies.
• • The role offers the opportunity to be part of a highly collaborative culture that successfully blends engineering excellence with commercial innovation, fostering a dynamic and supportive work environment.
• • You will be joining a fast-growing business unit within a stable, publicly traded company (NASDAQ: NOVT), providing both exciting growth prospects and financial security.
• • Novanta's mission-driven work means that everything you help build and sell is designed to make a tangible positive difference in the world.
• • This position also offers significant career growth potential across Novanta's global teams located in the U.S., EMEA, and APAC regions, providing opportunities for international exposure and development.
• • You will be responsible for understanding the competitive landscape within the robotics and automation sector and positioning Novanta's offerings effectively through your channel partners.
• • Developing and delivering training programs for channel partners to ensure they have the necessary knowledge and skills to effectively sell and support Novanta's products will be a key function.
• • You will manage the channel partner lifecycle, from initial engagement and onboarding to ongoing performance management and, if necessary, offboarding.
• • This role requires a proactive approach to identifying market trends and opportunities that can be leveraged through the channel.
• • You will act as the primary point of contact for channel partners in North America, addressing their needs and concerns promptly and professionally.
• • Ensuring channel partners adhere to Novanta's brand guidelines and sales policies will be essential for maintaining brand integrity and consistent customer experience.
• • You will contribute to the development of channel marketing programs and initiatives designed to drive demand and support partner sales efforts.
• • The ability to forecast sales through the channel and provide regular updates to senior management will be crucial for business planning and resource allocation.
• • You will be expected to build strong internal relationships with sales, marketing, product management, and engineering teams to ensure seamless support for channel partners and their customers.