Channel Partner Manager - Analytical Instruments

Job Description

The Channel Partner Manager (CPM) is responsible for managing and developing a portfolio of channel partners, including Value-Added Resellers (VARs), Original Equipment Manufacturers (OEMs), Value-Added Distributors (VADs), and System Integrators (SIs) for Analytical Instruments. This role ensures sales growth, partner satisfaction, contract management, and quota attainment through effective relationship management, business planning, and go-to-market execution.

The CPM collaborates cross-functionally with internal teams and externally with channel partners to drive business expansion, execute marketing and sales strategies, and enhance partner enablement efforts.

Key Responsibilities:

Channel Partner Management & Growth:

• Develop and execute Analytical Instruments business plans with channel partners, aligning objectives with overall company strategy.
• Drive sales growth by identifying new business opportunities, cross-selling, and upselling within partner accounts.
• Manage and optimize the partner portfolio, ensuring strong engagement and productivity.
• Monitor and analyze sales performance, market trends, and competitive landscape to drive strategic actions.
• Ensure customer and partner satisfaction, addressing any issues proactively.

Quota Development & Sales Execution:

• Own and manage Analytical Instruments sales forecasting, goals setting, and revenue attainment for assigned partners and/or geographic territories.
• Track and drive performance metrics to ensure revenue targets are met or exceeded.
• Support partners in deal registrations, lead qualifications, and sales opportunities.
• Assist partners in pricing strategies, discounting approvals, and order processing.

Marketing, Training & Enablement:

• Collaborate with marketing teams to execute joint campaigns, promotions, and lead generation initiatives.
• Develop and implement partner training programs, ensuring partners are equipped to sell and support the company’s solutions.
• Facilitate the adoption of e-commerce and digital tools to streamline partner transactions and increase efficiency.

Contract & Relationship Management:

• Lead contract negotiations, renewals, and governance for assigned partners, ensuring compliance and mutual success.
• Work closely with legal and finance teams to structure agreements that align with company policies.
• Maintain strong relationships with partners through regular business reviews and strategy alignment meetings.

Cross-Functional Collaboration & Regional Coordination:

• Work cross-functionally with Analytical Instruments field sales, marketing, customer support, and product teams to drive partner success.
• Collaborate with regional teams and global stakeholders to align partner strategies and share best practices.
• Act as a bridge between partner needs and internal teams, advocating for partner-driven solutions.
• Remote position with 30% travel required

Qualifications

• Bachelor’s or master’s degree in business, Marketing, Sciences, Engineering, or a related field.
• 4+ years of relevant experience in channel sales, business development, or a related role.
  Strong relationship management skills with the ability to engage, influence, and negotiate effectively.
• Experience managing sales forecasts, quotas, and pipeline development.
• Strong business acumen with a data-driven approach to decision-making.
• Excellent communication, presentation, and teamwork skills.
• Proficiency in SAP ECC, Salesforce and Microsoft Office tools.

Preferred:

• Experience in B2B sales with Indirect Channels (VARs, OEMs, or Distributors).
• Experience with scientific instruments, laboratory equipment, or analytical solutions.
• Ability to work across regions and engage with global teams.
• Experience driving e-commerce adoption and digital sales strategies.

Additional Details

This job has a full time weekly schedule. It includes the option to work remotely. Applications for this job will be accepted until at least June 23, 2026 or until the job is no longer posted. It is sales incentive eligible. In the US, this position is eligible for reimbursement for personal vehicle usage.

The full-time equivalent pay range for this position is $137,850.00 - $229,750.00/yr USD in the US, or $132,975.00 - $221,625.00/yr CAD in Canada, plus eligibility for bonus, stock and benefits. Our pay ranges are determined by role, level, and location. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. During the hiring process, a recruiter can share more about the specific pay range for a preferred location. Pay and benefit information by country are available at: https://careers.agilent.com/locations

Agilent Technologies, Inc. is an Equal Employment Opportunity and merit-based employer that values individuals of all backgrounds at all levels. All individuals, regardless of personal characteristics, are encouraged to apply. All qualified applicants will receive consideration for employment without regard to sex, pregnancy, race, religion or religious creed, color, gender, gender identity, gender expression, national origin, ancestry, physical or mental disability, medical condition, genetic information, marital status, registered domestic partner status, age, sexual orientation, military or veteran status, protected veteran status, or any other basis protected by federal, state, local law, ordinance, or regulation and will not be discriminated against on these bases. Agilent Technologies, Inc., is committed to creating and maintaining an inclusive in the workplace where everyone is welcome, and strives to support candidates with disabilities. If you have a disability and need assistance with any part of the application or interview process or have questions about workplace accessibility, please email [email protected] or contact +1-262-754-5030. For more information about equal employment opportunity protections, please visit www.agilent.com/en/accessibility.

Travel Required:

25% of the Time

Shift:

Day

Duration:

No End Date

Job Function:

Sales