Channel Director

ABB

Channel Director responsible for drives channel and market growth at ABB, collaborating with channel partners across California. Leading performance initiatives and strategic planning with channel business plans.

Posted 7/15/2026full-timeRemote • California • 🇺🇸 United StatesLead💰 $119,000 - $190,400 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates extensive experience in sales and business development within the variable speed drives, motors, and automation solutions sectors, with a strong focus on channel partner performance and strategic execution. Proven ability to build executive relationships and exceed sales targets while effectively managing territory coverage and account development.

Highest-signal resume keywords

10+ Years Sales ExperienceVariable Speed Drives ExpertiseChannel Partner ManagementSales Target AchievementCRM Documentation

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales DevelopmentAccount ManagementMarket Growth PlanningForecastingKPI TrackingCustomer Needs AnalysisG2M Strategy UnderstandingExcel ProficiencyPowerPoint ProficiencyMicrosoft Office Proficiency

Soft Skills

Strong CommunicationRelationship BuildingTrust EstablishmentRisk MitigationEngagement Acceleration

Tools & Technologies

CRM Software

Certifications & Qualifications

Valid US Driver’s License

Industry Keywords

OEM Revenue ModelsAutomation SolutionsChannel StrategyAPR SupportSales Funnel Management

About the role

Key responsibilities & impact

Drives channel and market growth through planning and execution of the channel business plan in alignment with the MODP Industrial Strategy.
Optimization of the assigned territory channel network.
Establish value by demonstrating proactive account development activities including prospecting and generating access to target accounts.
Support channel partners across their entire APR, with estimated travel of 50% in the territory.
Owner of the overall channel partner performance to meet all elements of the channel strategic Vision, Loyalty, Commitment, and Excellence.
Ensure the national channel strategy is being executed locally and the program is honored from both sides, documenting any deviations accordingly.
Build executive level relationships with channel partners and within their finance, operations, marketing and sales team to better understand their overall goals and KPIs for the business.
Continually expanding relationships with channel sales team members, mitigate risk and build trust to accelerate engagement with their top sales performers.
Establish trust by demonstrating strong sales competencies and thorough communication, allowing ABB Channel Directors to lead key pursuits.
Support and engage with our partners sales team on key opportunities pursuits to discover value and align with product capabilities for value positioning.
Lead and document in CRM monthly channel planning (funnel reviews, forecasting, target account planning) for AVP, Partner and Performance level channel partners, pushing opportunities ahead.
Participate in VP of Industrial Channel Sales Funnel and Forecasting review process.
Evaluate branches and territory coverage white space development opportunities for coverage expansion with existing partners.
Organize and lead quarterly channel overall performance KPIs - target to plan, gaps, trends, actions and engagement (Rebate & MDF tracking).

Requirements

What you’ll need

10+ years of relevant experience working as sales/ business development with variable speed drives, motors and automation solutions.
Bachelor's or Associate's in Electrical Engineering or related discipline (Preferred).
Sound knowledge of OEMs their revenue models and G2M strategies.
Understanding of customer needs, experience in customer interface.
Strong skills in Excel, PowerPoint, and Microsoft office platform.
Proven track record in exceeding sales targets in competitive markets.
Travel up to 50% domestically in the United States in assigned region (California), requiring a Valid US Driver’s License.
Candidates must already have work authorization that would permit them to work for ABB in the US.

Benefits

Comp & perks

Health, Life & Disability
Choice between two medical plan options: A PPO plan called the Copay Plan OR a High Deductible Health Plan (with a Health Savings Account) called the High Deductible Plan.
Choice between two dental plan options: Core and Core Plus
Vision benefit
Company paid life insurance (2X base pay)
Company paid AD&D (1X base pay)
Voluntary life and AD&D – 100% employee paid up to maximums
Short Term Disability – up to 26 weeks – Company paid
Long Term Disability – 60% of pay – Company paid. Ability to “buy-up” to 66 2/3% of pay.
Supplemental benefits – 100% employee paid (Accident insurance, hospital indemnity, critical illness, pet insurance
Parental Leave – up to 6 weeks
Employee Assistance Program
Health Advocate support resources for mental/behavioral health, general health navigation and virtual health, and infertility/adoption
Employee discount program
401k Savings Plan with Company Contributions
Employee Stock Acquisition Plan (ESAP)
11 paid holidays.
Salaried exempt positions are provided vacation under a permissive time away policy.