Sr. Manager Dealer Channel Go-to-Market and Partner Enablement

Accountabilities

Go-to-Market Strategy and Sales Enablement: Develop and execute regional and national go-to-market strategies, translating product capabilities into compelling business value propositions. Create sales enablement materials, including pitch decks, competitive battlecards, solution briefs, vertical-specific messaging, and product launch resources. Partner with sales leadership to support pipeline growth, strategic accounts, and territory expansion.
Dealer Channel Strategy and Partner Management: Build and implement strategies to increase dealer engagement, retention, market penetration, and revenue growth. Serve as the primary relationship manager for key dealer principals, distributors, and strategic partners. Conduct regular business reviews, identify performance improvement opportunities, and support the recruitment, onboarding, and development of new partners in priority markets.
Partner Enablement and Program Development: Design scalable enablement programs, including co-branded campaigns, launch kits, training resources, sales toolkits, and partner communications. Drive adoption of dealer programs, pricing initiatives, and operational processes. Develop and manage market development funds (MDF) strategies, evaluate return on investment, gather partner feedback, and continuously improve channel support programs.
Product Marketing and Commercialization: Collaborate with product management and commercial teams to align product positioning, segmentation, launch readiness, and market messaging. Lead go-to-market execution for A3/A4 office equipment, production printing solutions, and future product categories. Ensure sales and channel teams receive the training and resources required to communicate product value consistently.
Demand Generation and Campaign Performance: Lead integrated marketing campaigns that support dealer-driven revenue opportunities and target priority industries and partner segments. Oversee paid media, digital advertising, and commercial marketing initiatives, using campaign analytics and channel performance data to optimize effectiveness and maximize ROI.
Digital Platforms and Partner Experience: Oversee dealer-facing digital infrastructure, including partner portals, CRM and content management systems, and sales enablement tools. Improve platform usability, accessibility, lead generation, partner engagement, and conversion performance.
Events and Field Marketing: Lead trade shows, dealer events, customer engagements, and industry activations. Align event planning with sales priorities, coordinate pre-event promotion and onsite engagement, and ensure effective follow-up to strengthen relationships and generate qualified opportunities.
Cross-Functional Leadership and Operational Excellence: Work closely with sales, marketing, pricing, operations, customer service, and finance to resolve dealer issues involving orders, pricing, contracts, inventory, and support. Manage channel investments across campaigns, programs, and events, report performance and competitive insights to executive leadership, and recommend improvements that advance commercial objectives.
People Management: Lead, mentor, and develop team members by establishing measurable goals, providing regular feedback, and conducting performance evaluations. Promote accountability, collaboration, execution excellence, and alignment across distributed teams.
Requirements
Professional Experience: 10–15+ years of progressively responsible experience in B2B marketing, channel enablement, go-to-market execution, or dealer and channel sales, with a strong background in commercial strategy and partner development.
Channel and Partner Expertise: Demonstrated success managing dealer, distributor, or reseller networks at a regional or national level, improving partner engagement, increasing channel adoption, and delivering measurable revenue growth.
Go-to-Market and Marketing Skills: Proven experience developing and executing go-to-market strategies, product launches, channel marketing programs, demand generation campaigns, and sales enablement initiatives.
Leadership and Collaboration: Experience leading teams and coordinating complex cross-functional initiatives. Ability to influence stakeholders, align remote teams, manage competing priorities, and drive outcomes without relying solely on direct authority.
Commercial and Analytical Acumen: Strong business judgment, operational problem-solving skills, and the ability to interpret performance data, evaluate campaign effectiveness, assess program ROI, and translate insights into actionable recommendations.
Communication and Relationship Management: Excellent written and verbal communication, executive-level presentation, storytelling, negotiation, and stakeholder management skills, with the ability to build trusted relationships across organizational levels.
Digital and Technical Proficiency: Experience with CRM systems, content management platforms, partner portals, and digital marketing tools. Advanced proficiency in Microsoft Excel and reporting tools, alongside working knowledge of Word, Outlook, and PowerPoint.
Education: Bachelor's degree in business, marketing, communications, or a related discipline.
Preferred Qualifications: Experience in imaging, manufacturing, technology, or industrial distribution; familiarity with dealer pricing programs, channel incentives, and market development funds; experience with Salesforce or similar CRM and channel management platforms; and a background in team building and cross-functional operational improvement.
Additional Requirements: Willingness and ability to travel approximately 30% of the time.
Benefits
Competitive Compensation: Annual salary ranging from $118,000 to $132,000 USD, depending on experience and qualifications.
Performance Incentives: Target annual bonus of 10%, providing additional earning potential based on applicable performance criteria.
Healthcare Coverage: Medical, dental, and vision insurance.
Financial Protection: Life insurance coverage.
Retirement Planning: Access to a 401(k) retirement savings plan.
Paid Time Off: Paid leave to support personal needs, rest, and work-life balance.
Remote Work: Remote working arrangement, with travel required for business and partner engagement.
Leadership and Career Development: Opportunities to lead strategic commercial initiatives, develop a team, and influence channel growth and market expansion.