Channel Sales Manager
Desktop Metal (NYSE: DM) is pioneering a new generation of additive manufacturing technologies focused on the production of end-use parts. We offer a portfolio of integrated additive manufacturing solutions for engineers, designers and manufacturers comprised of hardware, software, materials and services. Our solutions span use cases across the product life cycle, from product development to mass production and aftermarket operations, and they address an array of industries, including automotive, aerospace, healthcare, consumer products, heavy industry, machine design and research and development. At Desktop Metal, we believe additive manufacturing, commonly referred to as 3D printing, is one of the most exciting and transformational technology innovations of our time.
We are hiring a Channel Sales Manager for the Northern Region of EMEA.. The Channel Sales Manager will develop, maintain, and expand relationships with our Channel Partners in the territory. The ideal candidate will have 5-10 years of channel selling experience, with a background in 3D Printing/Additive Manufacturing technology being a plus. The Channel Sales Manager will represent Desktop Metal products and services and drive sales and partner success objectives.
Responsibilities:
- Establish productive, professional relationships with key personnel in assigned partner accounts.
- Coordinate the involvement of Desktop Metal personnel, including support, service, and management resources, to meet partner performance objectives and customer satisfaction.
- Meet assigned targets for profitable sales volume and strategic objectives in assigned partner accounts and regions.
- Lead a joint partner planning process for performance objectives, financial targets, and critical milestones.
- Assess, clarify, and validate partner needs on an ongoing basis.
- Sell through partner organizations to end users in coordination with partner sales resources.
- Manage potential channel conflicts with other sales channels through effective communication and adherence to channel rules of engagement.
- Manage lead distribution activity to multiple partners in the assigned region.
- Maintain accurate sales forecasting data and regular communication to management.
- Ensure partner compliance with partner agreements and programs.
- Represent Desktop Metal at key industry events.
- Recruit/replace partners as required to grow overall business responsibly.
- Achieve assigned sales quota for the region and individual partner accounts.
- Maintain high partner satisfaction ratings.
Qualifications:
- A bachelor's degree in business administration or a related field is optional.
- 5+ years of channel sales experience in a technology-based capital equipment B2B environment.
- Experience in 3D Printing/Additive Manufacturing is preferred.
- Experience selling to higher education/research labs is a plus but optional.
- Strong understanding of product development and manufacturing processes.
- Excellent organizational and follow-up skills, with the ability to effectively manage multiple priorities and deadlines.
- Ability to thrive in a fast-paced and dynamic environment with high adaptability and resilience.
- Comfortable and adept at using various workplace technologies, such as Slack, Zoom, and navigating multiple computer platforms and applications.
- Team player mindset with the ability to collaborate effectively with internal and external stakeholders.
- Strong communication and presentation skills, with the ability to articulate complex concepts clearly and compellingly.
- Fluency in English; additional languages such as German or Dutch are a plus.
- Willingness to travel within the assigned territory as needed (approximately 75% travel expected).
At Desktop Metal, innovation is at the core of our DNA. And we believe ground-breaking discoveries are born from diverse teams with unique backgrounds and experiences. We are committed to employing a diverse workforce with equal employment opportunities regardless of race, color, religion, sex, national origin, age, sexual orientation, gender identity, gender expression, marital status, veteran status, or disability.