The Role
The Channel Account Manager is responsible for leading the strategic expansion of Velotic’s partner network across the manufacturing sector. This role focuses on driving partner-sourced and partner-influenced ARR by recruiting, enabling, and co-selling with System Integrators, Operational Technology consultants, resellers, and automation partners who serve the manufacturing vertical. You will lead complex, multi-stakeholder co-selling engagements and ensure partners are positioned to successfully deploy and sell Velotic’s industrial software platform.
This is a highly strategic role for channel professionals who understand industrial environments, thrive in ecosystem complexity, and excel at building durable partner and customer relationships.
Key Responsibilities
Partner Ecosystem Development
- Recruit, onboard, and strategically manage a portfolio of specialized Resellers, System Integrators, Engineering Firms, and Automation partners serving the manufacturing vertical.
- Develop and execute multi-year partner account plans aligned to Velotic’s platform strategy and channel growth objectives.
- Identify and activate partners positioned to drive expansion across connectivity, MES/MOM, analytics, and application enablement use cases.
- Engage with regional and global Channel Partner leaders and teams to align on priorities, pipeline, and execution.
Co-Selling & Technical Alignment
- Work alongside partners to architect solutions that address specific shop-floor challenges, including OEE optimization, predictive maintenance, automation and control, and supply chain traceability.
- Help partners navigate OT/IT convergence, including integration of Velotic’s software with existing hardware (PLCs, Sensors) and enterprise systems (ERP).
- Lead complex, multi-stakeholder co-selling engagements involving Plant Managers, CTOs, and Procurement across long sales cycles.
- Coordinate with global systems integrators, OEMs, and field sales teams to deliver differentiated, outcome-oriented solutions.
Partner Program Execution & Compliance
- Support and drive the execution of the Velotic Partner Program, ensuring partners meet certification, compliance, and performance standards.
- Ensure partners are technically certified to deploy and support the Velotic platform, maintaining high implementation quality and customer satisfaction.
- Partner with Commercial management to review and address performance red flags, assign remediation actions, and ensure adherence to policy requirements.
- Provide partners with guidance, training, and educational programs to deepen their understanding of Velotic’s platform, policies, and procedures.
- Maintain ongoing monitoring of Channel Partners’ activities, risks, and compliance posture within the assigned region.
- Organize and lead industry-specific events, including manufacturing trade shows (e.g., IMTS, Hannover Messe) and regional partner enablement sessions.
Pipeline & Performance Management
- Build and maintain a healthy, well-qualified partner-sourced pipeline aligned to annual ARR targets.
- Roll up channel results into metrics that analyze trends, risks, and gaps; establish KPIs for partner compliance processes and monitor progress.
- Deliver accurate forecasting and deal inspection using Salesforce.com or equivalent CRM.
- Maintain disciplined channel hygiene and data-driven partner performance management.
- Understand business organization structures, internal policies and procedures, and relevant industry regulations to support compliant and effective channel execution.
