The Director of Channel Management is responsible for identifying, initiating, managing and optimizing relationships with the company’s channel partners. These include distributors, resellers, and other third-party organizations. This role involves developing strategies to drive sales through these partners, ensuring alignment with company objectives, and providing ongoing support to maximize partner success. The Director of Channel Management manages a team of international sales and channel drivers and works closely with marketing and product development to create and execute programs that enhance the performance of channel partners.
The salary range is $133,785 - $223,986. Salary will be determined based on qualifications and experience.
This role is remote with international and domestic travel as needed up to 50%.
Key Responsibilities (What you contribute)
- Manage the international sales/channel teams. (Outside of the continental US) Build and maintain strong relationships with channel partners, serving as a primary point of contact. Regularly communicate with partners to understand their needs, challenges, and opportunities.
- Develop and implement strategies to grow sales along with the International sales team through channel partners. Align these strategies with the overall business objectives and ensure they are effectively communicated to and adopted by partners.
- Provide partners with the necessary tools, resources, and training to effectively sell the company’s products or services. This includes developing sales materials, conducting training sessions, and offering ongoing support.
- Track and analyze the performance of channel partners using key metrics such as sales volume, market penetration, and revenue growth. Identify areas for improvement and work with partners to enhance their effectiveness.
- Gather and analyze market data to identify trends, opportunities, and competitive threats. Use this information to inform channel strategies and provide feedback to internal teams on product development and positioning.
- Work with partners to negotiate contracts, pricing, and terms of engagement. Ensure that agreements are mutually beneficial and aligned with company policies and objectives.
- Coordinate with sales, marketing, and product development teams to ensure that channel partners have the support they need to be successful. Facilitate communication and collaboration between partners and internal stakeholders.
- Ensure that all channel activities comply with company policies and legal requirements. Regularly report on channel performance to senior management, highlighting successes, challenges, and areas for improvement.
- Achieve quarterly and annual business targets and objectives in the assigned territory/region.
- Increased engagement of the global biomedical and drug discovery research community in JAX educational and scientific outreach programs as measured by increases in total participation, key account penetration, development of strategic relationships.
- Drive brand value and differentiation through educational and scientific initiatives, development of technical materials and channel support.
- Other Duties as assigned
Minimum Qualifications:
- BS Degree, Master's preferred
- 6-8 years of current supervisory experience
- Knowledge of channel partner ecosystems and structures.
- In-depth knowledge of the industry, market trends, and competitive landscape.
- Insights into sales strategies, marketing tactics, and demand generation.
- Understanding of financial metrics and performance indicators relevant to channel management.
- Budgeting and forecasting skills.
- Awareness of relevant regulations, compliance requirements, and legal considerations in channel partnerships.
- Skills in setting clear objectives, KPIs, and performance metrics.
- Proficiency in negotiating terms and agreements with channel partners.
- Skills in using data to drive decisions and optimize channel strategies.
- Excellent verbal and written communication skills for articulating strategy and aligning teams.
- Ability to present complex information clearly to various audiences.
- Capability to identify issues and develop effective solutions quickly.
- Strong troubleshooting skills to address and resolve channel-related problems.
- Ability to adapt to changing market conditions and evolving business needs.
- Ability to establish and nurture strong relationships with channel partners and stakeholders.
- Ability to explore new channels and business models to expand market presence.
About JAX:
The Jackson Laboratory is an independent, nonprofit biomedical research institution with a National Cancer Institute-designated Cancer Center and nearly 3,000 employees in locations across the United States (Maine, Connecticut, California), Japan and China. Its mission is to discover precise genomic solutions for disease and empower the global biomedical community in the shared quest to improve human health.
Founded in 1929, JAX applies over nine decades of expertise in genetics to increase understanding of human disease, advancing treatments and cures for cancer, neurological and immune disorders, diabetes, aging and heart disease. It models and interprets genomic complexity, integrates basic research with clinical application, educates current and future scientists, and provides critical data, tools and services to the global biomedical community. For more information, please visit www.jax.org.
EEO Statement:
The Jackson Laboratory provides equal employment opportunities to all employees and applicants for employment in all job classifications without regard to race, color, religion, age, mental disability, physical disability, medical condition, gender, sexual orientation, genetic information, ancestry, marital status, national origin, veteran status, and other classifications protected by applicable state and local non-discrimination laws.
