Regional Channel Sales Manager
Location: Texas
About the Role
The Channel Sales Manager is responsible for building, managing, and expanding relationships with channel partners within the Material Handling Equipment (MHE) ecosystem. This role focuses on driving revenue through partner-led sales motions, developing partner-specific plans, and managing the full sales cycle in a hybrid (direct and channel) sales environment. Success requires strong channel expertise, disciplined execution, and the ability to align internal teams around partner-driven growth.
Key Responsibilities
Drive partner engagement by promoting the value and capabilities of Powerfleet’s solutions across assigned channel partners
Develop and execute detailed account and partner plans to achieve defined sales targets and performance metrics
Lead both “Sell To” and “Sell Through” motions with channel partners and end customers
Recruit, onboard, and enable new targeted channel partners
Collaborate with internal teams to manage channel conflict and ensure alignment with established rules of engagement
Deliver accurate sales forecasting, reporting, and pipeline updates
Partner with Marketing to develop and execute joint marketing initiatives and incentive programs
Meet or exceed quarterly and annual revenue and strategic objectives
Qualifications
Bachelor’s degree required
8+ years of channel sales experience with a demonstrated record of success
Strong experience in account planning, partner enablement, and quota attainment
Familiarity with telemetry technologies and related software platforms
Deep understanding of hybrid sales models and channel dynamics
Experience in the Material Handling Equipment (MHE) industry strongly preferred
Ability and willingness to travel 50% or more
Skills & Competencies
Proven ability to identify, engage, and close new business opportunities
Strong interpersonal, written, and verbal communication skills
High integrity, initiative, and sound business judgment
Skilled in negotiation and creative problem-solving in fast-paced environments
Proficient in Salesforce CRM and related sales technology tools