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Channel Account Manager (m/w/d) – DACH

ProGlove

Role overview

Summary

This role focuses on partner recruiting, onboarding, and management within the DACH region. You will work closely with partners to drive sales growth and develop strategic alliances, while collaborating with channel marketing on co-marketing campaigns and lead generation.

Qualifications

  • Several years of experience in indirect sales/channel management, ideally in hardware, software, or auto-ID.
  • Proven success in building and growing partner revenues.
  • Strong understanding of reseller, VAR, and distribution models.
  • Fluent in German and English.
  • Willingness to travel within the DACH region.

Responsibilities

  • Identify and qualify new resellers, VARs, and system integrators in the DACH region.
  • Build a robust partner pipeline along defined target segments and verticals.
  • Conduct structured partner onboarding including programs, processes, tools, and portals.
  • Create and manage joint business and account plans with defined revenue targets, KPIs, and milestones.

Key facts

Hard skills

Other skills

  • Forecasting
  • Negotiation
  • Presentations
  • Creative Entrepreneurship
  • Accountability

About the company

ProGlove logo

ProGlove

  • Industrial Machinery & Equipment
  • Scaleup
  • 201–500
ProGlove builds the lightest, smallest and toughest wearable barcode scanners in the world, connecting workers to actionable information. More than 500 renowned organizations in manufacturing, production, logistics, aerospace, and retail use these smarter workforce solutions. ProGlove was founded in December 2014 after winning the Intel "Make it Wearable" Challenge in Silicon Valley and by 2020 was named a Technology Pioneer by the World Economic Forum. ProGlove employs 200 people from over 40 countries with offices in Munich, Chicago, and Belgrade. OUR VALUES We believe in the power of diversity. Our employees come from 40 countries and all embrace our values of Humor, Respect, Trust, Prototyping and Getting Things Done. We are the leader in industrial wearables that enables a smarter workflow and that informs the way we work. We apply design thinking principles to allow creative thinking to thrive and a rapid-prototyping oriented approach to constantly improve solutions in line with the individual needs of our customers. WE CELEBRATE EACH OTHER! At ProGlove we thrive on challenge and change and love to celebrate each other’s successes. We are tinkerers, managers, creative designers, IT geniuses, production heroes, sales giants, marketing titans and number wizards. We develop and supply the most innovative industrial wearable solutions out there. We are always on the lookout for people with a rare mix of drive, intelligence and madness to design the future of the industrial IoT together with us. Think you have what it takes to be a part of the team? Check out our open positions: https://proglove.breezy.hr/
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Job description

Your mission

Deine Aufgaben

Partner Recruiting & Onboarding  

  • Identifikation und Qualifizierung neuer Reseller, VARs und Systemintegratoren in DACH
  • Aufbau einer belastbaren Partner-Pipeline entlang definierter Zielsegmente und Vertikalen
  • Strukturiertes Partner-Onboarding: Programm, Prozesse, Tools, Portale
  • Vertriebs- und Techniktrainings gemeinsam mit Presales und Partner Marketing
Partner Management  
  • Erstellung und Steuerung gemeinsamer Business- und Account-Pläne
  • Definition von Umsatzzielen, KPIs und Meilensteinen je Partner
  • Joint Selling: aktive Begleitung der relevanten Deals beim Endkunden
  • Deal Registrations, Forecasting und Pipeline-Management im CRM
  • Planung und Umsetzung von Co-Marketing-Kampagnen, Events und Lead-Generierung in enger Zusammenarbeit mit Channel Marketing
  • Erschließung neuer Use Cases in Logistik, Produktion und Retail
Partner Growth & Retention 
  • Regelmäßige Quarterly Business Reviews mit Performance-Analyse
  • Ausbau von Share of Wallet, Upselling und Cross-Selling beimPartner
  • Entwicklung von Top-Partnern zu strategischen Allianzen
  • Steuerung von Partner-Tiers, Incentives und Rebate-Modellen
  • Frühzeitige Erkennung von Risiken und aktives Gegensteuern

Your profile

Dein Profil 

  • Mehrjährige Erfahrung im indirekten Vertrieb / Channel Management, idealerweise Hardware, Software oder Auto-ID
  • Du bist ein Hunter & Closer, denn unsere Channel Manager sind gemeinsam mit den Partnern eng am Endkunden dran
  • Nachweisbare Erfolge im Aufbau und Wachstum von Partnerumsätzen
  • Fundiertes Verständnis von Reseller-, VAR- und Distributionsmodellen
  • Ausgeprägte Verhandlungs- und Präsentationsstärke
  • Unternehmerisches Denken, Zahlenaffinität, hohe Eigenverantwortung
  • Sicherer Umgang mit CRM-Systemen
  • Verhandlungssicheres Deutsch und Englisch
  • Reisebereitschaft innerhalb der DACH-Region
Bereit für den nächsten Schritt? 
Jetzt bewerben – mit Lebenslauf, frühestmöglichem Eintrittstermin und Gehaltsvorstellung. Wir freuen uns auf dich.

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