Channel Development Manager West

At ABB , we help industries run leaner and cleaner-and every person here makes that happen. You'll be empowered to lead, supported to grow, and proud of the impact we create together. Join us and help run what runs the world. 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 Acount Management Business Development & Adoption Solution/Application Sales Engineering Channel Sales and Distributor Management Contract & Risk Management Expertise Building a cleaner, smarter future takes all kinds of minds: the curious, the courageous, and the creative. That's why we welcome people from all backgrounds and experiences. Ready to make an impact? #J-18808-Ljbffr ABB