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Channel Development Manager - EMEA
Contract type
Ongoing
Work mode
Remote
Experience
Senior · 5+ years
Job description
The Channel Development Manager (CDM) for EMEA recruits and activates net-new partners for Robotiq, targeting vertical equipment distributors and packaging line system integrators. The role focuses on prospecting, onboarding, securing first sales, and handing partners off to regional management for scaling.
At a glance
- Work mode
- Remote
- Languages
- English – fluent
What you'll do
- Prospect, qualify, and recruit net-new packaging distributors and packaging line system integrators.
- Tailor the commercial pitch to the partner profile: for distributors, emphasize ease of deployment, try-before-you-buy models, and fully assembled turnkey systems; for packaging SIs, position standardized palletizers as a way to eliminate custom engineering risk.
- Identify coverage gaps across geographies and target industries to build a robust recruitment pipeline.
- Negotiate and finalize commercial distribution agreements and initial onboarding commitments.
- Oversee the rapid onboarding of new partners, ensuring they reach commercial readiness within 90 days.
- Train partner sales teams on how to leverage automated pre-sales and qualification software to independently identify and quote standard palletizing opportunities.
- Actively co-sell and support the partner's early-stage opportunities to secure their critical first and second unit sales.
- Facilitate the placement of demo units or showroom equipment to accelerate partner independence.
- Ensure a structured, frictionless handoff of activated, revenue-generating partners to the Regional Sales Managers.
- Maintain rigorous tracking of the recruitment funnel, conversion rates, and early-stage pipeline in the CRM (HubSpot).
- Provide field feedback to the Product and Partner Program teams regarding barriers to entry, pricing, or competitive dynamics in the packaging equipment space.
What we're looking for
- Bachelor's degree in science or business administration.
- At least 5-8 years of channel development experience with proven success in recruiting and developing new partners, in channel sales, or territory expansion, ideally in a B2B hardware/machinery environment.
- Proven track record of B2B cold-recruiting, signing, and accelerating net-new channel partners.
- Executive-level pitching and negotiation (CXO/Owner engagement at the distributor/integrator level).
- Fast-paced pipeline and project management.
- Proficiency with CRM systems (HubSpot) and sales acceleration tools.
- Deep understanding of capital equipment, packaging lines, or material handling sales cycles.
- Strong existing network within the packaging, Food & Beverage, or material handling integration industries.
- Relentless "Hunter" mindset with high resilience and drive.
- Results-oriented with a sharp focus on closing and execution.
- Ability to build trust quickly and secure buy-in from business owners.
- High autonomy, rigor, and ability to operate independently in the field.
- Excellent, persuasive communication and presentation skills.
- English with complete professional proficiency.
- Willingness to travel 50% of the time for partner facing activities. Location near airport hub is preferred.
- Ensure possession of a valid passport and driving license at all times.
Nice to have
- Proficiency in other languages is considered as a strong asset (German, French, Spanish, Italian, etc.)
Your team
EMEA
Reports to the General Manager EMEA.
Benefits
Flexible working hours and Holidays (according to local regulations), both for vacations and time management, for a true work/life balance.
- A noble and inspiring mission: to free human hands from repetitive tasks.
- Stimulating challenges within a high-tech organization.
- Corporate philosophy based on collaboration and transparency of communications.
- Management based on autonomy and both collective and individual objectives.
- Challenges of robotics, innovation, and international growth.
Apply
About Robotiq
We free human hands from repetitive tasks.
Robotiq develops collaborative robot solutions and components that are easy to deploy, guided by its Lean Robotics methodology, empowering factory teams to boost productivity and adapt quickly. It helps manufacturers and robotics innovators deploy automation faster.
Mission
To free human hands from repetitive tasks.
Key facts
- Collaborative robotics / industrial automation
- Guided by Lean Robotics methodology
- Develops collaborative robot solutions and components
- Helps manufacturers and robotics innovators deploy automation faster
What they value
- CARE for people: respect, honesty, and accountability
- INNOVATE with purpose: sharing knowledge and creating meaningful solutions
- ONE team: collaborating across roles and regions