Your challenge
Are you passionate about driving sales? Indirect sales through partners are a major sales strategy at Advantech. As part of the international Channel Sales Team, you will be working closely with Product, Sales, and Strategy to lead the partner channels. You will be a key player in establishing relationships with partners in Central Eastern Europe (such as Poland, Czech Republic, Balkans, Hungary, Romania, Bulgaria).
Your responsibility
The position of Channel Manager is quite a challenging job. You will develop existing and new focused Channel Partners in CEE, as well as new business opportunities. As a key member of the IoT Business, you will plan and execute strategic and tactical business plans that meet revenue goals. Through communication and sales skills, you will ensure your partners and potential customers are motivated and connected for excellent working relationships. As a Channel Manager, you will:
- Develop and maintain high-level relationships to broaden awareness and understand current and emerging needs.
- Successfully prospect and secure new business channels and partners by positioning the company with a focus on Industrial products and solutions.
- Continuously develop, maintain, and manage a robust pipeline.
- Develop new accounts in the Industrial automation and connectivity business while managing Channel partners.
- Manage potential channel conflicts in partner environments.
- Unveil existing and new partner growth potentials and goals.
- Drive successful expansion and retention strategies across our product lines and through all available channels.
- Manage partner agreements and sales strategy, targeting partner entities to continuously grow the business and generate sales.
- Attend conferences and appropriate industry/professional association meetings to promote solutions and the brand.
- Cooperate internally with other departments and team members (marketing, technical support, logistics, finance).
Who are you?
You’re more than a Channel Manager – you’re a proactive business developer who inspires others to excel. With a proven track record in Industrial automation, computing, and networking sales, you bring a wealth of experience in advising and convincing manufacturers, energy operators, and system integrators to leverage our products and solutions. If your natural environment is cooperation with partners, you like challenges and interesting journeys, this position is the right one for you.
- You have a great record of accomplishment in industrial technology (5+ years).
- You have extensive knowledge of communication technology, Edge Computing, Wire and Wireless technology, and Industrial automation.
- You have a strong understanding of the Channel ecosystem – roles of VARs, VADs, System Integrators, and Distributors.
- You provide accurate forecasting to the Reporting Manager regularly (SalesForce.com).
- You have excellent presentation and communication skills with the ability to win the partner’s commitment.
- You can provide effective partner support, coaching, and driving whilst enabling smooth collaboration with other parts of the organization.
- You understand industrial technology products, topics, and solutions (such as iFactory Industry 4.0, Smart Grid Energy, Network Virtualization, Cloud, white-box among others).
- You handle conflicts between parties and work well under pressure, focusing on solving challenges.
- You are fluent in English and Polish. Being fluent in an Balkan languages is an advantage.
How do we see the future?
This is a very interesting time to be a Channel Manager in the CEE region at Advantech. Over the last few years, this position has shifted from box moving to strategic partnerships. Our partners need a different approach and you will be a key factor in this puzzle. We know that selling products without additional value is vanishing. Clients need extraordinary support and together with partners, you will be able to achieve great goals. Together with you, our partners will keep growing their own and our revenue!
Who is Advantech
Advantech is a leader in providing trusted, innovative products, services, and solutions. Advantech offers comprehensive system integration, hardware, software, customer-centric design services, embedded systems, industrial automation products, and global logistics support. In Europe, we are 500 employees from more than 45 different nationalities. Our mission is to enable an intelligent and sustainable planet.
At Advantech, we care about your added value to our company and our culture. We welcome all people to apply at our open company, disregarding race, religion, sexuality or gender (m/f/d). Advantech has zero tolerance for any form of discrimination.
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Your candidate journey
A seamless and welcoming experience for candidates from the moment they first engage with us. From the initial outreach to the final onboarding, we prioritize transparency, communication, and care to ensure that every candidate feels valued and supported throughout their journey with us. All to match expectations.
Do you have any questions about this vacancy?
Contact Sophie or Lucy.
