North America Channel Partner Sales Manager

Overview

When joining PerkinElmer, you select an experienced and trusted leader in scientific solutions, with the support of a global service network and distribution centers, providing the right solution, at the right time, to meet critical customer needs. With over an 80+ year legacy of advancing science and a mission of innovating for a healthier world, our dedicated team collaborates closely with commercial, government, academic and healthcare customers to deliver our broad portfolio of analytical solutions, and OneSource services.

Job Title : North America Channel Partner Sales Manager

Location(s) : US Remote - DE, US Remote - FL, US Remote - GA, US Remote - IL, US Remote - MA, US Remote - NC, US Remote - NY, US Remote - PA, US Remote - TX

Channel Growth Acceleration

• Build and execute a strategic growth plan for key channel partners, targeting double-digit revenue growth year-over-year.
• Use market, customer, and competitive intelligence to uncover white space opportunities and guide partner investment.
• Drive adoption of new product introductions and support vertical expansion into underpenetrated application areas.
• Identify, recruit, and onboard new channel partners in underserved regions or markets.

Partner Enablement & Commercial Execution

• Deliver customized sales enablement, deal coaching, and pipeline acceleration support tailored to each partner's capability and focus.
• Lead joint account planning, demand generation campaigns, and co-branded marketing initiatives that increase share of wallet.
• Define and track KPIs for partner performance—including opportunity conversion rate, new customer acquisition, and growth over baseline.
• Support partner-led customer engagements, joint field visits, and key account strategies.

Data-Driven Sales Management

• Leverage CRM and partner dashboards to assess funnel health, growth levers, and execution gaps.
• Monitor monthly and quarterly performance against growth targets and lead corrective action planning when needed.
• Institutionalize Quarterly Business Reviews (QBRs) to align expectations, evaluate results, and recalibrate plans.
• Ensure timely and accurate reporting of funnel activity, competitive intelligence, and market trends.

Contract Management & Incentives

• Negotiate channel agreements, pricing structures, and incentive programs.
• Monitor compliance with partner contracts, pricing discipline, and sales policies.

Channel Program Optimization

• Prioritize high-potential partners for growth acceleration and rationalize underperforming relationships where necessary.
• Refine channel segmentation and incentive programs to reward overperformance and growth.
• Drive cross-regional sharing of best practices, pricing optimization, and partner sales playbooks.
• Where possible partner with Key Account Management associates and leverage channel partner strategies to expand access to addressable market within target key accounts.

Collaboration & Conflict Management

• Work cross-functionally with Regional Sales Managers, Product Marketing, Sales Specialists and Field Application Specialists to align partner efforts with corporate priorities.
• Proactively manage channel conflict and ensure clarity between direct and indirect sales coverage models.

Impacting Win Rate

• Support Channel Partners in crafting and delivering impactful scientific and financial value propositions that result in positive sales outcomes for the PerkinElmer instrument portfolio.
• Help refine product messaging to resonate with each channel partner - aligning technical features with customer pain points (e.g., detection limits for heavy metals in food vs. robustness in mining) and supports channel partner sales teams in communicating value over features.
• Serve as a strategic multiplier that increases win rates; the Channel Partner Sales Manager ensures channel partner sales teams are focused, prepared, and supported with the necessary market intelligence, relevant application details and value selling insight they need to win more deals.

The annual compensation range for this full-time position is $130,000 to $160,000. The final base pay offered to the successful candidate will be determined by factors including internal equity, work location, as well as individual qualifications, such as job-related skills, experience, and relevant education or training.

We are seeking a driven and strategic Channel Partner Sales Manager to manage the distributor/channel partner business and spearhead channel growth strategies for our Analytical Solutions instrument portfolio (Atomic Spectroscopy, Molecular Spectroscopy and Chromatography) in across the USA & Canada.

The North American Channel Partner Sales Manager is responsible for developing, managing, and expanding the performance of a network of channel partners and distributors across the United States and Canada. This role drives sales growth, increases market penetration, expands visibility, improves win rate and ensures the successful promotion and support of the company's portfolio of analytical instrumentation solutions through indirect sales channels. This position will serve as the primary interface between the company and its channel partners-aligning commercial strategy, training, and performance metrics to meet annual sales and growth targets.

In this strategic role, you will develop and execute a growth-focused channel program that expands market share, accelerates partner productivity, and unlocks under-explored market opportunities for our analytical instrumentation portfolio. You will act as a commercial coach and growth catalyst—energizing and enabling partners through data-driven management, joint go-to-market execution, and targeted business development initiatives.

PerkinElmer is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability status, age, or veteran status or any other characteristics protected by applicable law. PerkinElmer is committed to a culturally diverse workforce.

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