ENABLE your future through light.ENGAGE with us today and make your contribution to the future Join the team that leading technology companies turn to for cutting-edge photonic innovation. At Excelitas Technologies you are how we EXCEL.Excelitas is seeking a Channel Manager to join out team of leaders and innovatorsRole Summary Executive-Level PositioningThe 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.This role owns channel strategy partner selection performance management and capability building ensuring alignment with Excelitas commercial priorities and long-term growth objectives.Key Responsibilities1. Channel Strategy & Market ExpansionDefine and execute regional channel strategy aligned with business unit growth targetsIdentify coverage gaps and expansion opportunities across geographies and end marketsDevelop segmentation of partners distributors integrators OEMs based on capability and market focusDrive new partner onboarding to support strategic growth initiatives2. Partner Management & PerformanceOwn end-to-end partner lifecycle selection onboarding enablement performance managementEstablish clear KPIs revenue pipeline conversion rates market penetrationConduct regular business reviews QBRs with key partnersImplement performance improvement plans or rationalization where needed3. Revenue Growth & Pipeline DevelopmentDrive channel-driven revenue growth and ensure alignment with sales targetsBuild and maintain a robust partner pipeline to support demand generationCollaborate with direct sales teams to avoid channel conflict and maximize coverageMonitor funnel health and conversion efficiency across partner network4. Commercial Execution & EnablementDevelop channel programs pricing incentives rebates promotions to drive performanceEnsure partners are fully enabled on Excelitas products solutions and value propositionsPartner with marketing to execute joint campaigns events and demand generation initiativesSupport complex deals and strategic opportunities through partners5. Cross-Functional AlignmentCollaborate with Product Management Marketing Operations and Finance to ensure channel alignmentProvide market intelligence and customer insights to inform product and commercial strategiesEnsure compliance with pricing margin and contractual frameworksKey Performance Indicators KPIsChannel revenue growth and absolutePartner pipeline coverage vs. target e.g. 2-3x coveragePartner productivity revenue per partnerConversion rates and sales cycle efficiencyMarket coverage penetration and expansion into target applicationsQualifications & ExperienceBachelors degree required MBA preferred8-12 years in channel sales partner management or commercial roles in B2B technology or industrial sectorsExperience in UV technologies UV LED UVC microwave and or Infrared IR technologies strongly preferredExperience selling captial equipment components or raw materials into industrial applications such as UV Curing coatings inks adhesives UV disinfection air water surface Infrared themal processing drying heating and material treatment of substratesProven track record of building and scaling indirect sales channelsStrong commercial acumen negotiation and stakeholder management skillsKey CompetenciesApplication-driven solution-oriented selling mindsetAbility to translate technical capabilities into commercial valueStrong execution discipline forecasting accuracy and pipeline managementSkilled at managing complex multi-stakeholder sales cyclesCollaborative team-oriented approach focused on shared successWhy Excelitas - Advanced Lighting SolutionsExcelitas Advanced Lighting Solutions division delivers a comprehensive portfolio of UV and infrared technologies that enable industrial curing disinfection and thermal processing applications. These solutions help customers improve process efficiency product quality and sustainability outcomes across diverse manufacturing environments.Salary Range 130000 - 140000 depending on experienceLI-AW1This position requires the use of information which is subject to the International Traffic in Arms Regulations ITARVisa sponsorship is not available for any position at ExcelitasEqual OpportunityAffirmative Action EmployerMinoritiesFemalesDisabilityVeteranGender IdentitySexual OrientationExcelitas is seeking leaders and innovators to join our global team Visit httpsjobs.excelitas.com
Excelitas Technologies is a global technology leader focused on delivering innovative, customized solutions to meet the lighting, detection and other high-performance technology needs of OEM customers. From medical lighting to analytical instrumentation, clinical diagnostics, industrial, safety and security, and aerospace and defense applications, Excelitas Technologies is committed to enabling our customers' success in their end-markets. Excelitas Technologies has approximately 6,000 employees in North America, Europe and Asia, serving customers across the world.