How you will make an Impact (Job Summary)SPX is a diverse team of unique individuals who all make an impact. As a
Data Center Channel Manager, you will drive revenue growth, customer satisfaction, and market expansion through strategic engagement with channel partners, including manufacturer's representatives, OEMs, system integrators, and other key partners supporting the data center market. This role serves as a hybrid between a Regional Sales Manager and a Global Key Account Manager, acting as a business partner to both channel partners and end customers throughout the sales process.
The Data Center Channel Manager works directly with representatives, OEM partners, and customers to identify, develop, and close opportunities while promoting SPX's data center cooling solutions. Rather than serving as a behind-the-scenes support resource, this individual actively participates in customer meetings, sales presentations, technical discussions, and strategic account planning to help partners win business and grow market share.
This role serves as the primary liaison between channel partners and internal SPX teams, coordinating resources across application engineering, technical services, operations, product management, legal, and executive leadership. The successful candidate will facilitate clear communication, accelerate decision-making, and ensure opportunities are effectively developed and supported from initial engagement through project execution.
The individual will also be responsible for business development activities, identifying new market opportunities, expanding relationships with existing partners, developing new channel relationships, and increasing SPX's presence within emerging data center customers, colocation providers, hyperscalers, OEMs, and edge computing markets.
Success in this role requires strong commercial acumen, technical aptitude, relationship-building skills, and the ability to influence both internal and external stakeholders. The successful candidate demonstrates a sense of urgency, customer focus, and strategic thinking while driving profitable growth across the channel ecosystem.
What you can expect in this role (Job Responsibilities)While each day brings new opportunities at SPX, your core responsibilities will be:
- Develop and grow relationships with manufacturer's representatives, OEM partners, and other strategic channel partners.
- Partner directly with channel partners and customers to identify, develop, and close opportunities in the data center market.
- Participate in customer meetings, technical presentations, design discussions, and project strategy sessions.
- Support business development activities by identifying new customers, partners, and market opportunities.
- Collaborate with cross-functional teams to maximize sales growth and customer satisfaction.
- Act as the primary liaison between channel partners and SPX functional teams including application engineering, technical support, operations, product management, legal, finance, and executive leadership.
- Coordinate internal resources to ensure timely responses to customer requests and project requirements.
- Drive opportunity development from prospect identification through order fulfillment.
- Assist with sales strategy, pricing, proposal development, and contract negotiations.
- Present significant opportunities, market trends, and strategic initiatives to leadership.
- Develop and maintain accurate opportunity pipelines, forecasts, and growth plans.
- Monitor market activity, competitive dynamics, and emerging data center trends.
- Gather and communicate customer and partner feedback to product management and engineering teams.
- Support implementation of CRM best practices and professional sales processes.
- Travel frequently to partner locations, customer sites, industry events, and internal meetings.
What we are looking for (Experience, Knowledge, Skills, Abilities, Education)We each bring something to the table, and we are looking for someone who has:
Required Experience - 7+ years of experience in channel management, business development, key account management, direct sales, or manufacturer's representative management.
- Experience working with OEMs, manufacturer's representatives, distributors, or strategic partners.
- Strong understanding of customer relationship management, sales processes, pipeline management, and sales analytics.
- Demonstrated ability to develop business opportunities, grow strategic accounts, and build strong customer and partner relationships.
Preferred Knowledge, Skills, and Abilities- Experience selling technical solutions within industrial, HVAC, mission-critical, or data center markets.
- Strong presentation, communication, negotiation, and influencing skills.
- Ability to discuss technical solutions with customers and coordinate cross-functional technical resources.
- Strong strategic selling, business development, and partner relationship management skills.
- Ability to manage sales pipelines, analyze market trends, and develop accurate sales forecasts.
- Proficiency in Microsoft Office and CRM platforms.
- Strong problem-solving, planning, organizational, and collaboration skills.
- Ability to build trust, maintain customer satisfaction, and drive revenue and margin growth.
Education & Certifications- Bachelor's degree preferred, ideally in Engineering, Business, or a related technical field.
- Valid driver's license and proof of insurance required.
Travel & Working Environment- Willingness and ability to travel up to 50% to support customers, channel partners, and business development activities.
What benefits do we offer?We know that the well-being of our employees is integral. Our benefits include:
- Generous and flexible paid time off including paid personal time off, caregiver, parental, and volunteer leave
- Competitive health insurance plans and 401(k) match, with benefits starting day one
- Competitive and performance-based compensation packages and bonus plans
- Educational assistance, leadership development programs, and recognition programs
