Channel Development Manager West

Channel Development Manager

At ABB, we help industries outrun - leaner and cleaner. Here, progress is an expectation - for you, your team, and the world. As a global market leader, we'll give you what you need to make it happen. It won't always be easy, growing takes grit. But at ABB, you'll never run alone. Run what runs the world.

This role sits within ABB's Robotics business, a leading global robotics company. We're entering an exciting new chapter as we've announced the plan for SoftBank Group to acquire ABB Robotics. SoftBank is a globally recognized technology group and investor/operator focused on AI, robotics, and next-generation computing. By joining us now, you'll be part of a pioneering team shaping the future of robotics—working alongside world-class experts in a fast-moving, innovation-driven environment.

This Position reports to: Collaborative Robots Business Manager

The Channel Development Manager is responsible for driving growth, performance, and strategic alignment of the ABB Robotics distributor network. This role focuses on optimizing channel coverage, enabling partner success, and accelerating revenue through a high performing partner network.

Responsibilities

Channel Strategy & Growth:

• Execute the regional channel strategy aligned with ABB Robotics growth objectives
• Identify gaps in market coverage and recruit new distributor / channel partners where needed
• Evaluate existing channel partners to ensure optimal performance and alignment
• Drive overall channel sales growth, including robot units, revenue, and new customer acquisition

Partner Performance and Management:

• Lead quarterly business reviews (QBRs) with key distributor partners
• Establish clear performance metrics, KPIs, and growth targets for each partner
• Build and execute joint business plans with distributors to drive pipeline and orders
• Hold partners accountable to sales targets, technical capability, and market development activities
• Continuously assess channel effectiveness, coverage, and competitiveness
• Make recommendations on adding, developing, or exiting partners based on performance and strategic fit
• Ensure alignment between direct sales teams and distribution partners
• Support onboarding of new distributors and accelerate time to productivity
• Ensure partners are trained on products, applications, and sales processes
• Drive adoption of partner tools, pricing structures, and go-to-market programs

Minimum Requirements:

• 10+ years in industrial sales preferably in automation and robotics
• Bachelors degree in business, engineering or related field. Special combination of education and years of experience is also accepted (i.e. 12 years experience with associate degree, 14 years experience with HS diploma)
• Ability to travel as required for customer interactions
• Lives within the defined geographic area

Desired Characteristics and background of successful candidates:

• Portfolio Management
• Business Strategy
• Market Intelligence
• Go-to-market Strategy
• Pricing Excellence
• Account Management
• Business Development & Adoption
• Solution/Application Sales Engineering
• Channel Sales and Distributor Management
• Contract & Risk Management Expertise

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