Channel Partner Manager

Agilent Technologies

Channel Partner Manager responsible for developing and managing distributor relationships in Latin America for Agilent. Focus on sales strategies and partner performance in a remote environment.

Posted 5/19/2026full-timeRemote • Florida • 🇺🇸 United StatesMid-LevelSeniorWebsite

About the role

Key responsibilities & impact

Develop and execute regional channel sales strategies in Latin America to drive sustainable growth through in‑country distributors.
Own partner performance, including target setting, quota management, pipeline forecasting, execution discipline, and governance aligned with Agilent objectives.
Build and maintain trusted, strategic relationships with channel partners, effectively representing Agilent to partners and advocating partner needs internally.
Enable partners to sell end‑to‑end solutions (instruments, consumables, and services) through coordinated training, communications, product launches, and sales enablement.
Collaborate cross‑functionally with Product Management, Marketing, Business Development, Finance, Service, and Support to deliver integrated go‑to‑market plans.
Deploy global and regional marketing resources into tailored, country‑specific programs, campaigns, events, and webinars, ensuring local language relevance where needed.
Monitor market dynamics, regulatory environments, customer needs, and application trends to identify opportunities, inform strategy, and support consultative sales engagements.
Ensure partner compliance with Agilent’s Compliance and Ethics standards while providing effective deal support and account reviews.
Manage the partner lifecycle by identifying market gaps, prospecting and onboarding new partners in underserved territories, and expanding customer coverage.
Travel within the region to engage distributors, key customers, and industry events, strengthening field presence and navigating negotiations in economically uncertain environments.

Requirements

What you’ll need

Bachelor’s or Master’s degree in Life Sciences, Chemistry, Biochemistry, or related discipline; MBA or PhD a plus.
4+ years of sales and channel leadership experience within analytical instrumentation or analytical chemistry markets (minimum 3 years in similar role).
Proven success managing multi‑country indirect sales models, including quota ownership, forecasting, and partner performance.
Strong technical understanding of analytical laboratory workflows, including Chromatography, Spectroscopy, Mass Spectrometry, and consumables.
Demonstrated experience recruiting, enabling, and managing distributors/dealers to drive business growth.
Strong commercial selling and closing skills, with a track record of creating value‑added opportunities.
Ability to influence and align cross‑functional stakeholders across Sales, Marketing, Product, and Operations.
Proficiency with CRM systems (e.g., Salesforce) and modern collaboration tools (Teams, SharePoint, OneDrive, Zoom).
Excellent communication and organizational skills, with comfort operating in a remote, multicultural environment.
Fluent English and Spanish required.
Willingness and ability to travel internationally up to ~50%.

Benefits

Comp & perks

Flexible work arrangements
Professional development opportunities

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

analytical instrumentationanalytical chemistryChromatographySpectroscopyMass Spectrometryquota managementpipeline forecastingpartner performance managementsales enablementconsultative sales

Soft Skills

relationship buildinginfluencingcross-functional collaborationcommunicationorganizational skillscommercial sellingclosing skillsstrategic thinkingnegotiationadaptability

Certifications

Bachelor’s degreeMaster’s degreeMBAPhD