Director of Indirect Channels & OEM Partnerships

Responsibilities:

1. Strategic Channel Architecture & Network Development

o Formulate and execute a multi-year indirect commercial roadmap that expands market coverage while strictly mitigating channel conflict with direct sales territories.

o Identify, recruit, negotiate, onboard, and manage distributors, integrators, and OEM partners. Program strategies will be focused on market expansion and leveraging M-I equipment to drive unit sales

o Lead formal, tiered partner programs with explicit volume commitments, stocking levels, and Markem-Imaje systems utilization to grow market share in authorized markets.

o Manage field Channel and OEM sales team responsible for driving local market strategies through account portfolio management, annual planning, and quarterly business reviews

2. OEM Strategic Account Management & Technical Integration

o Lead executive-level relationship development with major machine builders, packagers, and original equipment manufacturers who embed or integrate our equipment and software into their turnkey systems.

o Collaborate closely with Product Management and Engineering to develop value add products, white-label frameworks, and customized API/software integration protocols.

o Drive multi-year design wins, securing long-term specifications within OEM product lines to guarantee predictable recurring equipment and consumables demand.

3. Full-Portfolio Monetization

o Ensure channel and OEM partners are equipped and contractually motivated to sell the complete product portfolio, moving beyond one-off machinery transactions to capture aftermarket service contracts and genuine consumables streams.

4. Partner Enablement, Governance & Conflict Management

o Institute a robust partner deal-registration architecture within the centralized CRM/PRM to protect partner-originated demand and eliminate territorial overlap with regional Account Managers.

o Build technical and commercial certification programs in partnership with Commercial Operations, ensuring indirect partners uphold our brand standards in deployment and support.

Qualifications:

* Education: Bachelor's degree in Business, Engineering, Marketing, or a related technical/commercial discipline; MBA or advanced degree preferred.

* Experience: 10+ years of progressive commercial sales leadership in mature B2B industrial manufacturing, capital equipment, packaging automation, or engineered systems. Proven people management, team building, and employee empowerment skills

* Portfolio Selling: Proven track record of successfully monetizing blended business models (hardware/equipment, proprietary consumables/spares, and integrated industrial software). Effective verbal communication skills (in-person, conference calls, presentations) and business writing proficiency (transactional - emails; informational - call reports, meeting minutes; persuasive - customer proposals).

* Contracting & Negotiation: Expert mastery of partner agreements, OEM master supply contracts, IP licensing, and rebate/discount structures. Adept at marshalling internal resources across engineering, field service, marketing, and legal without direct authority.

* Systems Fluency: Proficiency with enterprise CRM systems, PRM (Partner Relationship Management) platforms, and pipeline analytics governance. Experience in forecasting sales area revenue on a weekly basis.

* Willingness and ability to travel to customer sites and other company locations. 30-50% travel.

The right candidate if you are aligned to our values and culture:

* Collaborative entrepreneurial spirit

* Winning through customers

* High ethical standards, openness and trust

* Expectations for results

* Respect and value people