We are seeking a Channel Sales Director to lead our channel strategy and drive commercial growth within the edge computing and AI sectors. This role will be key in shaping and expanding an ecosystem of OEMs, distributors, VARs, and integration partners in these cutting-edge fields. You'll define channel programs, build strategic relationships, and lead joint go-to-market activities that directly contribute to revenue growth.
Collaborating closely with product, marketing, and sales engineering teams, you'll report directly to global commercial leadership. This is a hands-on, strategic role for someone with a deep understanding of the edge computing and AI landscape and a passion for building growth from the ground up.
Key Responsibilities
Channel Strategy & Ecosystem Development
- Design and execute a channel strategy focused on edge computing and AI technologies, aligned with go-to-market objectives.
- Identify, onboard, and cultivate relationships with high-potential OEMs, distributors, VARs, and AI-specific design-in partners.
- Adapt global channel programs to meet regional needs in the AI and edge computing markets, accelerating partner adoption and engagement.
Partner Management & Enablement
- Build and deepen relationships with strategic channel accounts in the edge computing and AI space.
- Lead joint account planning, MDF (Market Development Funds) utilization, and co-marketing efforts to maximize partner success.
- Provide targeted training, tools, and enablement resources tailored to the unique requirements of the edge and AI ecosystem.
Commercial Execution & Performance Tracking
- Develop and implement region-specific pricing models, design registration strategies, and go-to-market plans for edge and AI solutions.
- Drive demand generation and pipeline growth through the channel network, focusing on AI-powered edge devices, applications, and services.
- Measure partner performance through KPIs, report on partner success, and refine strategies based on data-driven insights to ensure continuous optimization.
Collaboration & Influence
- Work in close collaboration with global product, sales, and marketing teams to align roadmaps, product messaging, and AI-focused campaigns.
- Represent feedback from edge computing and AI partners to shape product development, messaging, and overall partner support strategies.
Qualifications
- Bachelor's degree in Business, Marketing, Engineering, or a related field; an MBA is a plus
- 10+ years of experience in channel sales or partner management, particularly within edge computing, AI hardware, or high-performance computing solutions
- Proven track record of building and scaling channel ecosystems and driving revenue in the edge AI or embedded systems space
- In-depth knowledge of the edge computing and AI ecosystem, particularly in areas such as AI/ML at the edge, edge AI platforms, or AI-powered hardware solutions
- Strong executive-level relationship-building, negotiation, and stakeholder management skills
- Analytical mindset with the ability to synthesize technical data and develop actionable, revenue-driving decisions
- Entrepreneurial spirit with the ability to execute hands-on while maintaining a strategic vision
- Willingness to travel periodically to meet with partners, customers, and attend key industry events related to AI and edge computing
Please apply here or send your resume directly to