[Hiring] Channel Development Manager @Robotiq

Role Description

The Channel Development Manager (CDM) for the Europe, Middle-East and Africa reports to the General Manager EMEA and is a dedicated, high-velocity "hunter" responsible for expanding Robotiq's market breadth by recruiting and activating net-new partners.

This role focuses on identifying and securing two highly specific partner profiles:

• Vertical Equipment Distributors: Partners with deep end-user access (e.g., Food & Beverage, Consumer Goods) capable of selling turnkey, "machine-in-a-box" palletizing solutions.
• Packaging Line System Integrators: Solutions providers who handle complex, end-of-line integration projects and can leverage our standardized robotic palletizers as reliable, off-the-shelf modules to accelerate their broader line deployments.

The ultimate goal is to prospect, rapidly onboard, secure the partner's first sales, and seamlessly hand them off to the regional management team for long-term volume scaling.

Success in this role will primarily be measured by:

• Number of newly recruited and activated partners within the targeted profiles.
• Revenue and unit volume generated from these new partners in their first 12 months.
• Time-to-first-revenue (speed of activation) for newly signed partners.
• Successful and structured handoff of producing partners to Regional/Channel Sales Managers.

Qualifications

• Bachelor's degree in science or business administration.
• At least 5-8 years of channel development experience with proven success in recruiting and developing new partners, in channel sales, or territory expansion, ideally in a B2B hardware/machinery environment.
• Proven track record of B2B cold-recruiting, signing, and accelerating net-new channel partners.
• Executive-level pitching and negotiation (CXO/Owner engagement at the distributor/integrator level).
• Fast-paced pipeline and project management.
• Proficiency with CRM systems (HubSpot) and sales acceleration tools.
• Deep understanding of capital equipment, packaging lines, or material handling sales cycles.
• Strong existing network within the packaging, Food & Beverage, or material handling integration industries.
• Relentless "Hunter" mindset with high resilience and drive.
• Results-oriented with a sharp focus on closing and execution.
• Ability to build trust quickly and secure buy-in from business owners.
• High autonomy, rigor, and ability to operate independently in the field.
• Excellent, persuasive communication and presentation skills.

Requirements

• Languages: English with complete professional proficiency. Proficiency in other languages is considered a strong asset (German, French, Spanish, Italian, etc.).
• Willingness to travel 50% of the time for partner facing activities.
• Location near airport hub is preferred.
• Ensure possession of a valid passport and driving license at all times.

Benefits

• A noble and inspiring mission: to free human hands from repetitive tasks.
• Stimulating challenges within a high-tech organization.
• Flexible working hours and Holidays (according to local regulations), both for vacations and time management, for a true work/life balance.
• Corporate philosophy based on collaboration and transparency of communications.
• Management based on autonomy and both collective and individual objectives.
• Challenges of robotics, innovation, and international growth.