Director, Channel Management
Description
About INNIO Group:
INNIO Group is a global distributed energy solutions provider that delivers reliable, flexible, transient, decentralized, modular and efficient power. With a track record of innovation, INNIO designs, manufactures and services high‑performance power systems under its Jenbacher and Waukesha brands. The company delivers power for applications including data centers, microgrids, grid stabilization, industrial energy and gas compression.
INNIO operates a global installed base across approximately 100 countries as of December 31, 2025, supported by a resilient, high‑margin services business that delivers long‑term, recurring revenues across the full equipment lifecycle. As electricity demand accelerates—driven by AI, electrification and grid constraints—INNIO enables scalable, behind‑the‑meter power generation with high efficiency, fast start capability, strong transient performance and fuel flexibility, including hydrogen‑ready solutions. INNIO employs over 5,000 people worldwide and is committed to moving energy forward.
Role Summary:
The Director, Channel Management will lead the development and execution of strategic channel sales initiatives for the INNIO Waukesha Engine business across the Americas. This role is responsible for managing relationships with channel partners, including distributors, packagers, and service providers, to drive revenue growth, expand market reach, and ensure alignment with INNIO’s business objectives.
Work Structure:
Will be based onsite at either our Waukesha, WI or Houston, TX office with flexibility to work in a hybrid capacity.
Essential Responsibilities:
- Channel Strategy & Execution:
- Develop and implement channel sales strategies to grow sales of new units, remanufactured equipment (reUp), parts, and services.
- Optimize channel partner performance through strategic planning, KPI monitoring, and capability assessments.
- Partner Relationship Management:
- Build and maintain strong relationships with key channel partners and end-user customers.
- Support onboarding, training, and development of channel partners to ensure alignment with Waukesha’s standards and goals.
- Sales Enablement & Support:
- Collaborate with internal teams (Sales, Marketing, Product Line, Service) to support partner campaigns and product launches.
- Provide technical and commercial support to partners during the sales cycle.
- Performance Monitoring & Reporting:
- Track and analyze channel performance metrics; identify areas for improvement and growth.
- Prepare regular reports and forecasts using CRM and analytics tools.
- Market Development:
- Identify new market opportunities and channel expansion strategies.
- Represent Waukesha at industry events, conferences, and partner meetings.
Qualifications/Requirements:
- Bachelor’s degree in Business, Engineering, Marketing, or related field.
- 7+ years of experience in channel sales, partner management, or industrial equipment sales.
- Proven success in managing complex partner ecosystems and achieving sales targets.
- Strong understanding of the industrial engines market, preferably in oil & gas or power generation.
- Excellent communication, negotiation, and relationship-building skills.
- Proficiency in CRM systems (Salesforce preferred) and data analytics tools.
- Willingness to travel up to 50% domestically & globally.
Desired Characteristics:
- Experience with OEM channel models and aftermarket sales.
- Familiarity with Waukesha product lines (VGF, VHP, 275GL+, mobileFLEX).
- Strategic thinker with a hands-on approach to execution.
- Ability to work cross-functionally in a global matrix organization.
What We Offer:
- Medical, dental, and vision benefits
- Life insurance and long-term disability coverage
- Flexible Spending and Health Savings Accounts
- Paid time off and 14 paid holidays
- 401(k) retirement savings program
INNIO offers a great work environment, professional development, challenging careers, and competitive compensation. INNIO is an Equal Opportunity Employer. Employment decisions are made without regard to race, color, religion, national or ethnic origin, gender (including pregnancy), sexual orientation, gender identity or expression, age, disability, veteran status or any other characteristics protected by law.
INNIO offers a great work environment, professional development, challenging careers, and competitive compensation. INNIO is an Equal Opportunity Employer. Employment decisions are made without regard to race, color, religion, national or ethnic origin, gender (including pregnancy), sexual orientation, gender identity or expression, age, disability, veteran status or any other characteristics protected by law.