Channel Manager, Automation Solutions

Channel Manager - Automation Solutions

Job Overview:

As a Channel Manager, your role focuses on building strategic partnerships with automation solution software vendors, drive revenue growth, and deliver end-to-end Robotic Process Automation (RPA) implementations. You will be responsible for strengthening the SI’s relationship, ensuring alignment on go-to-market (GTM) strategies, securing co-sell opportunities, and enabling technical and sales teams to maximize partnerships with partners such as UiPath, Salesforce, Google, Oracle and Microsoft to drive impact within enterprise customers.

Key Responsibilities:
1. Strategic Partnership & Relationship Management

• Act as the primary liaison between Speridian and Vendor Partner & Channel teams.
• Develop and maintain strong executive relationships within the vendor, including sales, technical, and marketing teams.
• Lead joint business planning efforts to align the SI’s automation strategy with software vendor roadmap and growth initiatives.
• Ensure participation in Vendor Partner Program, staying updated on incentives, certifications, and market trends.

2. Sales & Revenue Growth Through Partnership

• Drive revenue by identifying and co-selling opportunities.
• Collaborate with Vendor's sales teams to develop joint account strategies, securing net-new business and expanding existing deployments.
• Track pipeline and deal progression, ensuring RPA solutions are positioned effectively within customer digital transformation initiatives.
• Leverage Vendor Partner Incentives, deal registration programs, and co-sell motions to optimize revenue streams.

3.  Joint Go-to-Market (GTM) & Marketing Strategy

• Align with Vendor's marketing and channel teams to co-develop industry-specific automation solutions and frameworks.
• Drive joint webinars, case studies, and thought leadership initiatives to showcase successful automation implementations.
• Position Speridian as a Center of Excellence (CoE) partner, highlighting expertise in automation strategy, implementation, and managed services.

4. Governance, Reporting & Performance Metrics

• Define and track key performance indicators (KPIs) for engagement, including pipeline growth, deal closures, and customer success stories.
• Participate in quarterly business reviews (QBRs) to assess partnership progress and identify areas for expansion.
• Ensure alignment with partner compliance, licensing models, and engagement frameworks.

Qualifications & Skills

• 8+ years of experience in channel sales, partner management, or alliances within the technology sector.
• Strong knowledge of automation platforms like Ui Path, Automation Anywhere, MS Power Automate, AI/ML integration, and enterprise automation strategies.
• Proven experience working with large System Integrators (e.g., Accenture, Deloitte, Capgemini, TCS, Cognizant, Wipro, Infosys, etc.).
• Deep understanding of enterprise digital transformation, intelligent automation, and hyperautomation trends.
• Strong track record of driving partner-led revenue growth and co-sell success.
• Exceptional relationship-building, negotiation, and communication skills.
• Experience with CRM tools (Salesforce), partner portals, and automation industry certifications.
• Ability to navigate complex, matrixed organizations and manage multiple stakeholders effectively.

Preferred Qualifications

• Hands-on experience with automation implementation, pre-sales, or advisory roles.
• Experience in AI-driven automation, document understanding, process mining, and analytics.
• Familiarity with Partner Frameworks, pricing models, and solution accelerators.

What We Offer

• Competitive salary and commissions.
• Comprehensive benefits, including health, dental, vision, and 401(k).
• Opportunities for career growth in a fast-growing tech company.
• Flexible work environment, including remote work options.
• A commitment to work/life balance. 
• The opportunity to help grow the company and make an impact.
• Working in a team-driven environment.

Why This Role is Critical?
As a Channel Manager, your impact extends beyond just selling licenses—you own and drive the automation ecosystem by ensuring automation solutions are effectively integrated into Speridian's automation practice, GTM strategy, and enterprise offerings. This role plays a crucial part in expanding automation adoption, increasing revenue streams, and delivering value-driven transformation for customers.

This role is a REMOTE role within the US. Candidates should be able to travel as needed for client meetings. Location near a major airport a plus.