Location:
Gaithersburg, MD, US, 20878
Job Function: Sales/Business Development
Job Country: United States
Job City: Gaithersburg
Job Type: Regular Full Time
Excelitas is seeking a
Channel Manager to join out team of leaders and innovators!
Role Summary (Executive-Level Positioning) The Channel Manager is responsible for
developing, managing, and optimizing Excelitas' indirect sales ecosystem to accelerate revenue growth, expand market reach, and strengthen customer access across key segments.
This role owns
channel strategy, partner selection, performance management, and capability building, ensuring alignment with Excelitas' commercial priorities and long-term growth objectives.
Key Responsibilities 1. Channel Strategy & Market Expansion - Define and execute regional channel strategy aligned with business unit growth targets
- Identify coverage gaps and expansion opportunities across geographies and end markets
- Develop segmentation of partners (distributors, integrators, OEMs) based on capability and market focus
- Drive new partner onboarding to support strategic growth initiatives
2. Partner Management & Performance - Own end-to-end partner lifecycle: selection, onboarding, enablement, performance management
- Establish clear KPIs (revenue, pipeline, conversion rates, market penetration)
- Conduct regular business reviews (QBRs) with key partners
- Implement performance improvement plans or rationalization where needed
3. Revenue Growth & Pipeline Development - Drive channel-driven revenue growth and ensure alignment with sales targets
- Build and maintain a robust partner pipeline to support demand generation
- Collaborate with direct sales teams to avoid channel conflict and maximize coverage
- Monitor funnel health and conversion efficiency across partner network
4. Commercial Execution & Enablement - Develop channel programs (pricing, incentives, rebates, promotions) to drive performance
- Ensure partners are fully enabled on Excelitas products, solutions, and value propositions
- Partner with marketing to execute joint campaigns, events, and demand generation initiatives
- Support complex deals and strategic opportunities through partners
5. Cross-Functional Alignment - Collaborate with Product Management, Marketing, Operations, and Finance to ensure channel alignment
- Provide market intelligence and customer insights to inform product and commercial strategies
- Ensure compliance with pricing, margin, and contractual frameworks
Key Performance Indicators (KPIs) - Channel revenue growth (% and absolute)
- Partner pipeline coverage vs. target (e.g., 2-3x coverage)
- Partner productivity (revenue per partner)
- Conversion rates and sales cycle efficiency
- Market coverage, penetration, and expansion into target applications
Qualifications & Experience - Bachelor's degree required; MBA preferred
- 8-12+ years in channel sales, partner management, or commercial roles in B2B technology or industrial sectors
- Experience in: UV technologies (UV, LED, UVC, microwave) and or Infrared (IR) technologies strongly preferred
- Experience selling captial equipment, components, or raw materials into industrial applications such as: UV Curing (coatings, inks, adhesives), UV disinfection (air, water, surface), Infrared themal processing (drying, heating, and material treatment of substrates)
- Proven track record of building and scaling indirect sales channels
- Strong commercial acumen, negotiation, and stakeholder management skills
Key Competencies - Application-driven, solution-oriented selling mindset
- Ability to translate technical capabilities into commercial value
- Strong execution discipline, forecasting accuracy, and pipeline management
- Skilled at managing complex, multi-stakeholder sales cycles
- Collaborative, team-oriented approach focused on shared success
Why Excelitas - Advanced Lighting Solutions Excelitas' Advanced Lighting Solutions division delivers a comprehensive portfolio of UV and infrared technologies that enable industrial curing, disinfection, and thermal processing applications. These solutions help customers improve process efficiency, product quality, and sustainability outcomes across diverse manufacturing environments.
Salary Range $130,000 - $140,000 depending on experience
#LI-AW1
This position requires the use of information which is subject to the International Traffic in Arms Regulations (ITAR)
Visa sponsorship is not available for any position at Excelitas
What We OfferNearest Major Market: Washington DC
Apply now "
