OT Channel Sales Manager

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a OT Channel Sales Manager based in United States.

This role offers the opportunity to build and scale a strategic OT channel ecosystem from the ground up.
You will recruit, negotiate with, and activate systems integrators that design and deploy industrial control architectures.
Your partnerships will help manufacturers, energy and utility operators, oil and gas companies, and data centers adopt modern operational data technologies.
Working across Sales, Product, Solutions Architecture, Finance, and Legal, you will establish scalable partner strategies and commercial frameworks.
You will also create joint go-to-market plans, generate pipeline, enable partners, and support early customer opportunities.
This is a high-ownership builder role suited to someone comfortable with ambiguity, business development, and creating new market opportunities.
The position is fully remote in the United States and involves regular travel throughout North America.

• Identify, recruit, and sign systems integrators with strong operational technology expertise across SCADA, DCS, historians, BMS, EPMS, power monitoring, and related control architectures.
• Develop prioritized target-account strategies based on partner market presence, customer footprint, vertical focus, technical capabilities, and project volume.
• Build relationships with systems integrators across manufacturing, energy and utilities, oil and gas, and data center markets.
• Structure reseller, referral, co-sell, and design partnership agreements in collaboration with Marketing, Finance, Legal, Product, and other stakeholders.
• Assess the technical and commercial capabilities of prospective and newly signed partners and identify enablement gaps.
• Develop targeted partner enablement plans with Solutions Architecture, Product, and Partner Program teams.
• Equip partners to position enterprise time-series database technology in project bids, reference architectures, and historian modernization initiatives.
• Create and execute joint go-to-market plans that generate measurable pipeline and revenue.
• Coordinate account mapping, pipeline generation, and co-selling activities with the direct sales organization.
• Support partners through their first opportunities and deployments to promote successful outcomes and long-term adoption.
• Maintain accurate CRM reporting covering partner recruitment, opportunities, and revenue forecasts.
• Track partner-sourced and partner-influenced pipeline performance.
• Represent the organization at industrial automation conferences, industry events, customer engagements, and partner meetings.
• Use AI tools to improve partner research, territory planning, account prioritization, pipeline management, forecasting, and overall sales efficiency.

Requirements:

• 6–10 years of experience in channel sales, partner sales, business development, alliances, or ecosystem development.
• Demonstrated success recruiting and signing new partners rather than primarily managing established relationships.
• Hands-on experience working with OT software systems integrators and understanding how they scope, specify, and deploy control architectures.
• Working knowledge of industrial historians and operational data layers, including the role of data collection and retention within control architectures.
• Familiarity with the OT technology ecosystem, including SCADA, DCS, PLCs, BMS, EPMS, power monitoring, and related protocols and architectures.
• Proven ability to develop and execute joint go-to-market strategies that generate measurable pipeline and revenue outcomes.
• Strong executive communication skills with the ability to engage controls engineers, practice leaders, business stakeholders, and C-suite executives.
• Willingness to travel regularly throughout North America, with travel expected to reach up to 50%.
• Existing relationships with OT systems integrators across relevant industrial verticals are a plus.
• Experience negotiating reseller, referral, co-sell, and strategic partnership agreements is preferred.
• Experience selling historian platforms, time-series databases, industrial software, or operational data platforms is beneficial.
• Familiarity with historian modernization and replacement initiatives involving legacy platforms such as OSIsoft PI and AVEVA is a plus.
• Previous experience building and scaling an early-stage partner program is advantageous.
• Comfortable working in an ambiguous, fast-moving environment and creating new processes and playbooks from the ground up.
• Practical AI fluency and willingness to incorporate AI tools into daily workflows.

Benefits:

• Flexible PTO and comprehensive family leave.
• Fridays off in August.
• Fully remote work opportunities.
• Stock options for long-term growth.
• Monthly WiFi stipend.
• Professional development and educational resources.
• Premium insurance options for employees and their families in the United States.
• Opportunity to build a strategic partner ecosystem from the ground up.
• High level of ownership and visibility within a growing technology business.
• Regular collaboration with Sales, Product, Solutions Architecture, Finance, and Legal teams.
• Exposure to industrial automation, operational technology, data infrastructure, and modern AI-enabled workflows.

We use an AI-powered matching process to ensure your application is reviewed quickly, objectively, and fairly against the role's core requirements. Our system identifies the top-fitting candidates, and this shortlist is then shared directly with the hiring company. The final decision and next steps (interviews, assessments) are managed by their internal team.

We appreciate your interest and wish you the best!

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