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Sr. Channel Manager

1 month ago

Milwaukee, United States Brady Full time

Position: Sr. Channel Manager - AIDC

Requisition ID:: 3531

Who we are: Brady makes products that make the world a safer and more productive place. We are a global leader in safety, identification and compliance solutions for a diverse range of workplaces. From the depths of the ocean to outer space, from the factory floor to the delivery room - were just about everywhere you look. Companies around the world trust Brady because of our deep expertise and knowledge across a wide range of industries and applications - powered by our world-class manufacturing capabilities. We have a diverse customer base in industries including electronics, telecommunications, manufacturing, electrical, construction, healthcare, aerospace and more. As of July 31, 2023, Brady employed approximately 5,600 people worldwide. Our fiscal 2023 sales were approximately $1.33 billion. Brady stock trades on the New York Stock Exchange under the symbol BRC. You can learn more about us at www.bradycorp.com . Why work at Brady: A career at Brady means working for a global company that has thrived for over 100 years, and whose innovative spirit drives our future growth. Brady offers competitive pay and great benefits, supported by a culture that encourages collaboration and innovation. We strive to foster an inclusive workplace where diverse talent can learn, grow, and succeed. And with deeply rooted values, no matter where you work at Brady, youll feel connected to the community through our charitable contributions and opportunities to give back. Our headquarters are in Milwaukee, Wisconsin, but we have more than 70 locations globally, giving our employees the opportunity to work with colleagues around the world. What We Need: The AIDC Channel Manager is tasked with cultivating and developing new channels to market for our Intelligent Manufacturing technologies. Bradys Intelligent Manufacturing Product Management team is managing existing products while developing new hardware and software solutions that align with the AIDC (Automated Identification and Data Capture) market. The channels into this market are comprised of VARs (Value Added Resellers) and System Integrators who in addition to fulfilling orders, also perform the primary consultation, specification, and sales functions for our these products. Success in this role will be measured by the successful establishment of new partner programs, contracts, and the ongoing growth and management of these relationships. Along with creating these new channels to market, the individual in this role will work closely with the broader Channel Management team to reconcile discount structures, pricing, marketing programs, product offering, and go-to-market dynamics to harmonize these new channels with existing product channels. The solutions we will be selling into these new channels include handheld optical barcode scanners, fixed barcode scanners, printing and labeling systems, digital labeling technologies, RFID products, Software and other auto-ID solutions as they are developed. What Youll Do Doing: Work closely with the Product Management and Sales leadership to identify new channel partners (VARs / Integrators / other channels). Perform business development functions to gain access to and eventually introduce Brady, our product offering, value proposition, and partner program to the appropriate decision makers. Understand the competitive landscape and identify new opportunities for Brady to gain mindshare and traction with the VAR/Integrator ecosystem. Establish productive, professional relationships at all levels within partner accounts. Effectively negotiate contract and program agreements. Lead joint planning process to establish mutual operational performance objectives, marketing plans, and financial targets with assigned partners. Establish himself/herself as an expert on the structure, behaviors, and key contacts within identified accounts. Advanced analytical approach that uses data to make more effective decisions. Work closely with marketing and product management teams to build, or maintain, a leadership position within assigned partner portfolios. Regularly present to sales and general management regarding status of assigned channel accounts Attend, participate, and present at various regional and national conferences, trade shows, association meetings, and related industry events. What You'll Need to be Successful: Bachelor's Degree. Minimum of five years of sales, marketing, or channel management experience. Previous experience in intelligent manufacturing, automated print & apply system integrators, or RFID applications. Demonstrated ability to network across complex organizations. In-depth understanding of sales performance metrics and indicators. Proficient with Microsoft Office Suite and Google Workspace. Strong presentation skills and ability to facilitate large-group discussions. Excellent time management and organizational skills. Ability to drive high-visibility, cross-functional projects. Strong understanding of product differentiation and competitive strategy techniques. Demonstrated relationship management experience working with strategic and/or channel partners. Ability to travel up to 40%. Benefits: Complete insurance coverage with many starting on the first day of employment medical, dental, vision, life. Family benefits (parental leave, fertility coverage, adoption, and surrogacy assistance); Employee Assistance Program (behavioral health, family counseling). 401K with company match. Tuition reimbursement. Paid vacation and holidays. Dress for your day dress code. #LI-Hybrid