Channel Enablement Specialist

POSITION SUMMARY

The Channel Enablement Specialist (CES) serves as a technical liaison and strategic enabler for MEUS authorized distributors. This role is ideal for individuals with strong product knowledge and a passion for solving customer challenges. The CES is not a salesperson, but a trusted advisor who empowers distributor sales resources to succeed with the company's automation solutions. This role also assists in executing joint business plans, enhancing distributor engagement and loyalty, and expands the company's presence in key and target accounts.

The essential functions of the position include, but are not limited to the following:

Technical Enablement & Distributor Support

• Act as the primary technical commercial resource for distributor sales associates and product specialists.
• Identify customer challenges and recommend solutions that address application needs.
• Conduct joint customer visits to support complex opportunities and deliver product demonstrations.
• Coordinate and deliver technical training using resources, including Product Management and Industry Marketing.
• Host webinars and workshops to enhance distributor technical capabilities.
• Leverage the company's Field Engineering Support Group (FESG) and other internal resources to ensure responsive, customer-centric support.

Distributor Engagement and Relationship Building

• Build strong, trust-based relationships with distributor teams to increase the company's mindshare and loyalty.
• Provide coaching and share best practices during joint field visits.
• Support regional marketing activities such as trade shows, lunch & learns, and product updates.

Joint Business Plan Execution and Channel Strategy

• Assist the Regional Distribution Managers (RDMs) executing Joint Business Plans (JBPs).
• Track distributor progress on JBP actions and provide follow-up support to ensure alignment and momentum.
• Execute internal actions to advance opportunities and support strategic channel initiatives.
• Share market insights and competitive intelligence with the Product and Marketing teams.
• Provide feedback on product performance and customer needs to inform roadmap decisions.

Operational Support and Activity Management

• Manage Distributor Pricing Agreements (DPAs) and support special pricing negotiations.
• Address competitive pricing issues through the CRM Quote Approval process.
• Document activities in CRM and submit monthly reports as required.
• Perform additional job functions as assigned to support the channel strategy and distributor success.

• Up to 60% travel based on customer demand, primarily with assigned territory.

EDUCATION AND EXPERIENCE:

REQUIRED EDUCATION, SKILLS AND EXPERIENCE

• Bachelor's in an engineering discipline: i.e., electrical, mechanical or equivalent experience.
• 5+ years' experience in technical sales and channel management
• 5+ years' sales experience in the automation industry (Servo/Motion, PLC/HMI, VFD)
• Strong sales management skills
• Valid driver's license with acceptable driving record required.
• Excellent people and relationship building skills.
• Proven history of consistent sales and profitability growth
• Strong work ethic (leads by example)
• Computer proficiency - (CRM, Microsoft Word, Excel, PowerPoint, Map Point, and Outlook)

BENEFICIAL EDUCATION, SKILLS AND EXPERIENCE

• Consultative Selling Skills (Wilson CSP methodology or similar disciplined selling process)
• Distribution Management training

The pay range for this position at commencement of employment is expected to be between $149,600/yr and $187,000/yr; however, base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. The total compensation package for this position may also include other elements, including commissions based on achieving individual performance and/or sales metrics, incentive compensation and discretionary awards in addition to a full range of medical, financial, and/or other benefits (including 401(k) eligibility and various paid time off benefits, such as vacation, sick time, and parental leave), dependent on the position offered. Details of participation in these additional compensation and benefit plans will be provided if an employee receives an offer of employment.

If hired, employee will be in an "at-will position" and the Company reserves the right to modify base salary (as well as any other discretionary payment or compensation program) at any time, including for reasons related to individual performance, Company or individual department/team performance, and market factors.

In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification document form upon hire.