This position is responsible for leading and directing the execution and growth of our distribution and integrator channels, as well as the development of programs and metrics critical to channel success.
Essential Functions:
To enhance partners’ capabilities to become an effective extension of Cognex sales/AE force in the market, and become more effective in serving our customers through below sub-programs:
New partner recruitment; Existing partners’ assessment; Partners’ renewal or termination
Territory / Industry / Products Authorizations; Target settings
Training and Certifications
IT system development with IT support, able to oversee and direct Partners’ sales and service activities
Oversee and guide Partner’s financing and people hiring/terminations
To certify and differentiate partners by tiers in order to motivate for good performance (to upgrade or stay), and reduce or eliminate bad performance (to downgrade or phase out) through below differentiated Channel policies:
Projects assignment
Prices/Standard Discount;
Financial Credit Support;
Rebates
Other programs funding, e.g. Co-Marketing fund
Training and Tech supports
To be responsible for Channel daily operations so that field sales to focus on sales activities at customers.
Knowledge, Skills, and Abilities:
Proven track record of channel management and partner program. Strong channel management experience required Willingness to travel extensively Strong oral and written communications skills High degree of self-initiative Excellent communication and interpersonal skills at multiple levels of the sales and headquarters organization
Minimum education and work experience required:
BS in Engineering; MBA preferred 4-6 years in a partner management role is a MUST. Proficiently on CRM systems, partner portal and office tools.
Disclaimer:
The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of personnel so classified.