Hitachi

Global Channel Manager – Distribution Automation

Hitachi

full-time

Posted on:

Location Type: Office

Location: Dubai • 🇦🇪 United Arab Emirates

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Job Level

Mid-LevelSenior

About the role

  • The Channel Manager for Distribution Automation is responsible for developing and executing a high-impact global channel strategy to expand Hitachi Energy’s market presence.
  • This role focuses on building strategic partnerships, optimizing channel performance, and aligning with global sales and marketing objectives to drive growth and innovation in the Distribution Automation sector.
  • The successful candidate will collaborate across teams and functions, influence stakeholders, and contribute to a comprehensive offering aligned with strategic objectives.
  • The role requires strong leadership in driving sales excellence and market engagement, without direct resource management responsibilities.
  • Defines and implements the global channel sales strategy in accordance with the global marketing and sales strategy, with specific and focused plans for DA and ensures regular follow-up.
  • Define and maintain a robust channel strategy that supports DA business growth across diverse market segments.
  • Identify, onboard, and nurture channel partners—including distributors, panel builders, and system integrators—ensuring alignment with strategic goals.
  • Foster long-term strategic partnerships through ongoing support, co-marketing initiatives, and joint business planning.
  • Identifies, evaluates and validates global/ regional and country channel partners together with the Channel Manager and sales organization and authorizes them in coordination with the Sales management team.
  • Defines and implements annual performance assessment and forecast process for channel partners.
  • Provides global channel strategy input for the Local Channel/Sales/Account Manager and ensures proper build up of local plans and partner structure in accordance with DA strategies and deployments plans.
  • Ensures active and effective synergic activities.
  • Facilitates and fosters cooperation between partners, Hitachi sales and DA teams for building opportunities pipeline and business development and coordinates sales and marketing efforts that require channel partner participation.
  • Ensures appropriate and constant channel nurturing activities, such as communication, promotions and training.
  • Defines key targets (e.g., volume, prices, mix) and ensures these are achieved for the channel in the specified market.
  • Ensures detailed business plans with regular follow-up are in place.
  • Contributes to negotiations of global frame agreements.
  • Supports Local Channel/Sales/Account Manager in the offering and proposal process for channel partners.
  • Supports driving strategic partnerships, through developing strong personal relationships with key stakeholders and partners, customers and other decision makers.
  • Monitor channel performances, KPIs, ensuring proactive pipeline management and accurate forecasting and provide regular reporting to senior management on performance, market trends, and strategic initiatives.
  • You will be ensuring compliance with applicable external and internal regulations, procedures, and guidelines.

Requirements

  • Bachelor's degree in electrical engineering or a related field (master’s degree preferred).
  • Minimum of 5-7 years’ experience in Channel or sales management, ideally within distribution automation.
  • Strong understanding of utility distribution networks, automation technologies, and grid modernization trends.
  • Excellent communication, negotiation, and presentation skills.
  • Willingness to travel up to 50% as required.
Benefits
  • Qualified individuals with a disability may request a reasonable accommodation if you are unable or limited in your ability to use or access the Hitachi Energy career site as a result of your disability.
  • Reasonable accommodations by completing a general inquiry form on our website.
  • Please include your contact information and specific details about your required accommodation to support you during the job application process.

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
channel strategysales managementperformance assessmentforecastingnegotiationbusiness planningpipeline managementmarket analysiscomplianceutility distribution networks
Soft skills
leadershipcommunicationnegotiationpresentationcollaborationinfluencerelationship buildingstrategic thinkingproblem solvingteam coordination
Certifications
Bachelor's degreeMaster's degree (preferred)