WHY THIS ROLE, WHY NOW
Falcon's channel program today is informal. We have loyal partners but no deal-registration structure, no partner tiers, no formal enablement, and no managed conflict rules between direct and channel motions. Channel is an important part of our revenue today and look to scale our growth through this channel. That does not happen by accident - it needs an owner who can both manage the partners we have and systematically recruit the ones we don't, and who can design the program itself rather than simply operate one that already exists.
You are that owner. You will turn a set of relationships into a program, and a program into a repeatable revenue engine.
WHAT YOU'LL OWN
- The partner program. Design and run Falcon's channel program end to end. Partner tiers, deal registration, margin structure, fast-quote SLAs, enablement, and training.
- Existing partners. Manage, activate, support and grow Falcon's current distributors, integrators, and reps through structured QBRs, joint pipeline planning, and enablement.
- New partnerships. Identify, recruit, and onboard new partners in our priority verticals - water/wastewater SCADA integrators, ITS/traffic and rail integrators, UL 508A control-panel builders, and industrial distributors.
- Channel-direct harmony. Own the deal-registration rules and conflict arbitration that keep partner trust intact as direct and channel motions both scale.
- Partner enablement & co-marketing. Equip partners with the tools, spec support, and co-marketing they need to sell Falcon into their accounts.
- The channel scoreboard. Own and report weekly: partner-sourced pipeline, deal-registration volume, partner activation rate, and quote-SLA adherence.
FIRST 6 & 12 MONTHS
- By day 90: Full audit of current partners, a documented partner tier + deal-registration framework live, and a ranked recruitment target list built with AI account intelligence.
- By month 6: Deal registration in production, first cohort of new partners recruited and onboarded, and a repeatable partner enablement kit shipped.
- By month 12: A measurable lift in partner-sourced pipeline, active partners growing quarter over quarter, and channel-direct conflict managed with zero major partner-trust incidents.
WHAT YOU BRING - MUST-HAVE
- 5+ years managing B2B channel, distribution, or partner programs in industrial, electrical, power, controls, or automation markets.
- Demonstrated experience building or scaling a partner program (deal registration, tiers, enablement) - not just managing an existing one.
- A track record recruiting and activating distributors, systems integrators, or reps that produced real revenue.
- Comfort with technically specified products and a specifying-engineer / integrator sales motion.
- Willingness to operate hands-on with AI and automation tooling as a force multiplier.
PREFERRED
- Background in UPS, backup power, or harsh-environment / rugged industrial equipment.
- Existing relationships in water/wastewater, ITS/traffic, rail, or industrial automation channels.
- Experience managing channel-direct conflict at a growing manufacturer.
HOW YOU'LL BE MEASURED
Falcon measures commercial roles on pipeline that converts to design wins and revenue, not vanity activity. You will have a small number of clear metrics and a weekly operating rhythm.
