About HMS
We shape the connected world!
HMS Networks makes the World more connected, productive and sustainable. HMS industrial communication products enable millions of machines such as robots, drives and air-conditioners to get connected to software and systems – A necessity to meet the future demands for energy efficiency and sustainability.
Position Summary
The Sales Channel Manager is responsible for developing and managing distributors/resellers within an assigned territory. This individual will act as the primary liaison between HMS and our channel partners, with the objective of driving increased sales activities and market penetration through proactive engagement and enablement.
Essential Job Functions
Channel Partner Management
•Own and manage relationships with all authorized distributors and resellers within the assigned territory.
•Serve as the primary point of contact for all pre-sales inquiries and partner engagement activities.
•Act as the escalation point for issues related to other HMS functions, including Order Management, Pricing & Availability, and Technical Support.
•Conduct quarterly business reviews (QBRs) to assess performance, identify growth opportunities, and align on strategic goals.
•Monitor and report on partner performance, ensuring compliance with HMS policies and achievement of sales objectives.
•Collaborate with the Sales Director to evaluate, onboard, or transition partners to optimize overall channel performance.
Sales Growth and Engagement:
• Collaborate closely with channel partners to develop and execute sales strategies that drive revenue growth and expand market share.
• Leverage channel partners to increase brand visibility and create a multiplier effect in target markets.
• Partner with the Regional Sales Director and Account Managers to identify and pursue new target customers, while expanding business within existing key accounts.
Partner Enablement & Training:
• Develop and deliver training programs for distributor and reseller sales teams to strengthen product knowledge, solution positioning, and value articulation.
• Provide ongoing coaching and support to enhance partner capability, sales effectiveness, and alignment with HMS’s go-to-market strategy.
Market Intelligence and Support:
• Monitor and analyze Point-of-Sale (PoS) and Point-of-Purchase (PoP) data to assess partner performance and market trends.
• Provide feedback to internal stakeholders including Product Management and Marketing on channel needs and competitive insights.
Minimum Requirements
• Bachelor’s degree in Business, Marketing, Engineering, or a related field; or equivalent combination of education and experience.
• 3+ years of experience in channel sales, distributor management, or B2B sales within an industrial or technology environment.
• Demonstrated ability to build and maintain productive relationships with distributors, resellers, and internal stakeholders.
• Proven track record of meeting or exceeding sales targets through channel-driven strategies.
• Strong analytical and business acumen with experience using data (e.g., POS, market trends) to inform decisions.
• Excellent communication, presentation, and negotiation skills.
• Ability to travel up to ~30% within the assigned region.
Preferred Qualifications
• Experience in industrial automation, networking, or IIoT markets.
• Prior experience with global or multi-tier distribution networks.
• Familiarity with CRM tools (e.g., Salesforce, HubSpot) and channel performance reporting systems.
• Experience designing or delivering partner training and enablement programs.
• Strong strategic thinking and problem-solving abilities with a focus on long-term growth.
• International business exposure is a plus.
Travel
• Estimated at 30%
HMS Networks provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, HMS Networks complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.
