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Global Channel Manager

2 weeks ago

Dubai, Dubai, United Arab Emirates Proterial Full time

Location:

Dubai, Dubai Emirate, United Arab Emirates

Job ID:

R0114381

Date Posted:

Company Name:

HITACHI ENERGY L.L.C

Profession (Job Category):

Sales, Marketing & Product Management

Job Schedule:

Full time

Remote:

No

Job Description:

The opportunity

The Channel Manager for Distribution Automation is responsible for developing and executing a high-impact global channel strategy to expand Hitachi Energy's market presence. This role focuses on building strategic partnerships, optimizing channel performance, and aligning with global sales and marketing objectives to drive growth and innovation in the Distribution Automation sector.

The successful candidate will collaborate across teams and functions, influence stakeholders, and contribute to a comprehensive offering aligned with strategic objectives. The role requires strong leadership in driving sales excellence and market engagement, without direct resource management responsibilities.

How you'll make an impact

  • Defines and implements the global channel sales strategy in accordance with the global marketing and sales strategy, with specific and focused plans for DA and ensures regular follow-up.
  • Define and maintain a robust channel strategy that supports DA business growth across diverse market segments. Identify, onboard, and nurture channel partners—including distributors, panel builders, and system integrators—ensuring alignment with strategic goals. Foster long-term strategic partnerships through ongoing support, co-marketing initiatives, and joint business planning.
  • Identifies, evaluates and validates global/ regional and country channel partners together with the Channel Manager and sales organization and authorizes them in coordination with the Sales management team. Defines and implements annual performance assessment and forecast process for channel partners.
  • Provides global channel strategy input for the Local Channel/Sales/Account Manager and ensures proper build up of local plans and partner structure in accordance with DA strategies and deployments plans. Ensures active and effective synergic activities.
  • Facilitates and fosters cooperation between partners, Hitachi sales and DA teams for building opportunities pipeline and business development and coordinates sales and marketing efforts that require channel partner participation.
  • Ensures appropriate and constant channel nurturing activities, such as communication, promotions and training.
  • Defines key targets (e.g., volume, prices, mix) and ensures these are achieved for the channel in the specified market. Ensures detailed business plans with regular follow-up are in place.
  • Contributes to negotiations of global frame agreements. Supports Local Channel/Sales/Account Manager in the offering and proposal process for channel partners.
  • Supports driving strategic partnerships, through developing strong personal relationships with key stakeholders and partners, customers and other decision makers.
  • Monitor channel performances, KPIs, ensuring proactive pipeline management and accurate forecasting and provide regular reporting to senior management on performance, market trends, and strategic initiatives.
  • You will be ensuring compliance with applicable external and internal regulations, procedures, and guidelines.
  • Living Hitachi Energy's core values of safety and integrity, taking responsibility for your actions while caring for colleagues and the business

Your background

  • Bachelor's degree in electrical engineering or a related field (master's degree preferred).
  • Minimum of 5-7 years' experience in Channel or sales management, ideally within distribution automation.
  • Strong understanding of utility distribution networks, automation technologies, and grid modernization trends.
  • Excellent communication, negotiation, and presentation skills.
  • Willingness to travel up to 50% as required.
Qualified individuals with a disability may request a reasonable accommodation if you are unable or limited in your ability to use or access the Hitachi Energy career site as a result of your disability. You may request reasonable accommodations by completing a general inquiry form on our website. Please include your contact information and specific details about your required accommodation to support you during the job application process.
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