OT Channel Sales Manager
Core
Build and scale a strategic Operational Technology (OT) channel ecosystem by recruiting, negotiating with, and activating systems integrators to deploy industrial control architectures and modern operational data technologies.
Role type
Senior IC OT Channel Sales Manager (Ecosystem Builder)
Builds
Strategic OT partner ecosystem, joint go-to-market plans, and measurable revenue pipeline for industrial control and data platforms.
Domain
Industrial Automation / Operational Technology (OT) / Data Infrastructure
Deliverable
production ML models | product features | client delivery
Required skills
Channel sales, partner sales, business development, alliance management, OT systems integrator recruitment, industrial control architecture knowledge, reseller/co-sell agreement structuring, partner enablement planning, executive communication, CRM reporting, pipeline generation, AI tool utilization
Preferred skills
Existing OT systems integrator relationships, historian platform sales experience, legacy platform modernization knowledge, early-stage program building
Technologies
SCADA, DCS, PLCs, BMS, EPMS, power monitoring, industrial historians, time-series databases, OSIsoft PI, AVEVA
Responsibilities
Identify and sign OT systems integrators across manufacturing, energy, oil & gas, and data center verticals; Develop target-account strategies based on partner capabilities; Structure partnership agreements with cross-functional teams; Assess partner technical/commercial capabilities and create enablement plans; Execute joint go-to-market plans to generate pipeline; Coordinate co-selling activities with direct sales; Represent the organization at industry events; Utilize AI tools for sales efficiency and territory planning.
Seniority
Senior, hands-on IC builder
