Channel Development Manager

Position Overview

The ideal candidate will have extensive experience in the entire sales process, from lead generation to relationship building and closing deals. In this role, you will identify new market opportunities, build client relationships, and drive revenue growth. The ideal candidate combines strategic thinking with a passion for sales and a strong understanding of the supply chain and distributors of test & measurement industry.

Responsibilities:

1. Channel Partner Recruitment & Enablement

• Identify and Onboard: Target and recruit high-capability Value-Added Resellers (VARs) and System Integrators.

• Contract Management: Negotiate and manage distribution agreements, ensuring clear territory boundaries, discount structures, and compliance.

• Interact with clients and respond to inquiries about the company’s products or services.

2. White Space & Market Development

• Identify and pursue new business opportunities through market research, networking, and cold outreach.

• Attending events such as exhibitions and conferences.

• Conduct industry research to develop effective sales solutions.

3. Go-To-Market (GTM) Strategy & Collaboration

• Strategic Alignment: Collaborate with Partner Success Team and Marketing to design GTM strategy.

• Analyze competitor activity and market trends to inform Sales.

• Performance Tracking: Maintain rigorous reporting via CRM (Dynamics), providing data-driven insights on pipeline velocity, new partner health, and progress against top -line goals.

Key Performance Indicators

• New Partner Contribution: Revenue generated from newly onboarded partners within the first 6 months.

• White Space Conversion: Percentage of revenue growth coming from newly identified market segments.

• Channel Vitality: Growth in the number of "Active" partners (those meeting or exceeding quarterly quotas).

Fortive Corporation Overview

Fortive's essential technology makes the world safer and more productive. We accelerate transformation in high-impact fields like workplace safety, build environments, and healthcare.

We are a global industrial technology innovator with a startup spirit. Our forward-looking companies lead the way in healthcare sterilization, industrial safety, predictive maintenance, and other mission-critical solutions. We're a force for progress, working alongside our customers and partners to solve challenges on a global scale, from workplace safety in the most demanding conditions to advanced technologies that help providers focus on exceptional patient care.

We are a diverse team 10,000 strong, united by a dynamic, inclusive culture and energized by limitless learning and growth. We use the proven Fortive Business System (FBS) to accelerate our positive impact.

At Fortive, we believe in you. We believe in your potential—your ability to learn, grow, and make a difference.

At Fortive, we believe in us. We believe in the power of people working together to solve problems no one could solve alone.

At Fortive, we believe in growth. We're honest about what's working and what isn't, and we never stop improving and innovating.

Fortive: For you, for us, for growth.

About Fluke

Fluke is leading the world in creating software, test tools and technology that will support customers today and in the future. We are a customer-obsessed market leader with a strong reputation for reliability, quality and safety.A wholly owned subsidiary of Fortive Corporation (www.fortive.com), Fluke is a global corporation headquartered in the greater Seattle area. Driven by the successful Fortive Business System, Fluke offers the passion of a startup with the resources of a Fortune 500 company. We are focused on the growth of our individual employees, teams and the Fluke brand.

We Are an Equal Opportunity Employer. Fortive Corporation and all Fortive Companies are proud to be equal opportunity employers. We value and encourage diversity and solicit applications from all qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity or expression, or other characteristics protected by law. Fortive and all Fortive Companies are also committed to providing reasonable accommodations for applicants with disabilities. Individuals who need a reasonable accommodation because of a disability for any part of the employment application process, please contact us at [email protected].

Bonus or Equity
This position is also eligible for bonus as part of the total compensation package.