OT Channel Sales Manager

Accountabilities:: 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.