Channel manager (f/m)

Full-time
Vydrica, Žižkova, Bratislava, Slovakia

Popis pracovného miesta

XIMEA high-end cameras power machine vision, robotics, medical imaging and research worldwide. Until now, our growth has come from direct sales, mostly inbound leads with some outbound. Now we’re building a partner channel, and we need someone to create it from scratch: strategy, processes, partner program and the first distributors. No inherited setup, no legacy rules, just real ownership and impact.

What You’ll Do

  • Build the channel strategy from scratch. Working with management, you’ll define target regions, segments and partner types (distributors, system integrators, OEMs) and set the go-to-market approach.

  • Design the partner program. You’ll define partner tiers, pricing and discount structures, incentives, deal registration, and clear rules of engagement between partners and our direct sales team.

  • Recruit new partners. You’ll proactively identify and approach potential partners, lead negotiations, agree on terms and close partnership agreements.

  • Onboard and develop partners. You’ll make sure partners know our products and can sell them confidently, using training, sales materials, demo equipment and, where it makes sense, certification.

  • Drive joint business. You’ll support partners’ sales teams in identifying and closing opportunities, plan joint marketing activities, and build XIMEA brand awareness in new markets.

  • Manage performance. You’ll set KPIs, track partner pipeline, forecasts and results, and evaluate the return on each partnership.

  • Own commercial documentation. You’ll prepare the commercial part of contracts and make sure they are accurate and properly formalized.

  • Build processes and tools. You’ll define how the channel works day to day, including lead handling, CRM tracking, reporting and partner communication.

  • Collaborate across teams. You’ll work closely with sales, marketing, product and technical support, and act as the voice of our partners inside the company.

  • Attend events. You’ll organize and attend industrial, robotics and vision trade shows and partner meetings.

Benefity

  • A brand-new role with real ownership: you’ll shape XIMEA’s partner channel from day one.

  • Annual performance bonus based on company and individual results (not guaranteed).

  • Brand-new offices in Vydrica, in the heart of Bratislava.

  • Fitness sessions with a trainer in our private gym at Marianka, or a Multisport card.

  • 5 paid sick days per year.

  • 8 hours per month dedicated to self-development and learning.

  • 1:1 English lessons with a professional teacher.

  • Discounts on purchases at Alza.

  • Regular team-building activities, BBQs and a Christmas party for you and your family.

Osobnostné predpoklady a zručnosti

  • You have 3+ years of experience in B2B and in channel management, working with distributors, system integrators or OEM partners.

  • You have strong strategic thinking and can design structures and processes, not just follow them.

  • You’ve successfully managed complex international sales cycles and achieved measurable results.

  • You’re hands-on and able to turn strategy into execution.

  • You have excellent relationship-building and communication skills, with partners, customers and internal teams alike.

  • You’re comfortable with ambiguity and see building something new as an opportunity.

  • You’re fluent in English; additional languages are a plus.

  • You’re open to business travel.

Nice to Have

  • B2B sales experience, ideally in industrial automation, machine vision, robotics or a related technology field

  • Experience with markets in the APAC region

  • Experience setting up a partner program or building a channel from scratch

Informácie o výberovom konaní

Our selection process is designed to be efficient while giving both sides enough space to ask key questions and get a clear picture of each other. The goal is an open, two-way conversation. You can expect:

  1. Short phone pre-screening (for selected candidates)

  2. First interview with the team manager and HR, possibly including a practical assignment

  3. Second interview with our CEO

Popis spoločnosti

XIMEA is passionate about Vision.

We are designing, manufacturing and distributing a broad array of scientific and industrial cameras, and the supporting technologies around them.

We are renowned as innovators with a dynamic and talented team, always reaching for the most challenging and visionary projects.

Our presence is boosted by offices in Germany and USA, as well as distributor network around the globe.

We regularly receive top awards amongst others from Forbes Diamanty Slovenska as an extremely healthy company with sustainable growth (https://www.ximea.com/diamanty).