Channel Partner Manager

This is a unique opportunity to shape and lead the development of EDMI's US channel partner strategy at a pivotal stage in the company's growth. As the first dedicated Channel Partner Manager for the US market, you will have the autonomy to build a scalable partner ecosystem from the ground up, influence go-to-market strategy, and play a key role in expanding EDMI's presence across electric cooperatives and public power utilities.

Responsibilities

• The Manager is responsible for creating the indirect route to market that gives EDMI coverage of electric cooperatives and public power utilities across the country.
• The role builds the hybrid model proven in this segment: EDMI’s direct sales team owns the core utility relationships, while a network of trusted intermediaries – manufacturer’s representative firms, distributors, value-added resellers, state wide associations and joint action agencies – provides reach and local presence and, where appropriate, buys from EDMI and resells to the end customer.
• The Channel Partner Manager owns the programme end to end – partner strategy and recruitment, a tiered structure with clear requirements and rewards, training and certification, joint business planning, deal registration, co-marketing, and the systems and processes that make EDMI easy to partner with – and is accountable for partner-originated pipeline and bookings, measured and reported separately from direct sales.
• The programme is to be built on a single, scalable structure that can later be extended to other EDMI regions.