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The Business Development Manager - Partnerships and Channels is responsible for developing and executing Panduit’s go-to-market strategy for Fault Managed Power Solutions (FMPS) within the low-voltage and PoE lighting market. This role focuses on building strategic partnerships with lighting manufacturers, designers, and ecosystem players, while also developing a scalable sales channel to accelerate adoption of FMPS in lighting applications. The ideal candidate brings prior experience in the lighting industry, particularly with low-voltage or PoE lighting, and understands the technical, commercial, and regulatory challenges involved. This role is critical to Panduit’s long-term growth in smart building infrastructure and plays a key part in extending FMPS into new markets!
What You Will Do
- Market Intelligence:
- Conduct market research and competitive analysis to identify breakthrough opportunities and macro trends.
- Drive Voice of Customer initiatives to uncover deep buyer insights and emotional drivers.
- Develop competitive positioning strategies that create sustainable market advantage.
- Strategy Formulation:
- Build distinctive value propositions aligned with market gaps and customer needs.
- Develop 5-year market strategies that drive growth objectives.
- Identify and evaluate inorganic growth opportunities including acquisitions and strategic alliances.
- Channel Development and Partnerships:
- Establish strategic partnerships with low-voltage and PoE lighting manufacturers, specifiers, and integrators.
- Design and optimize channel models specific to the lighting segment.
- Create joint solutions, marketing programs, and pilot initiatives with key partners.
- Develop incentive programs that motivate channel partners to drive FMPS adoption.
What You Will Bring
- Education: Bachelor’s degree required or relevant equivalent experience in lieu of degree.
- Experience: 10+ years in related role, with experience working at or selling into MEP firms, consulting engineering firms, or design-build contractors. Experience with building strategic partnerships, OEM collaboration, or solution selling.
- Technical Skills: Skilled at developing and delivering technical documentation, spec packages, cut sheets, and design guides tailored to consultants and contractors.
- Industry Knowledge: Familiarity with construction timelines, MEP workflows, and submittal processes. Familiarity with specifiers, lighting agents, and channel models in the lighting industry. Understanding of low voltage lighting technologies, building management systems, power infrastructure, structured cabling, or smart building technologies.
- Communication: Excellent communication skills, with the ability to speak to both technical and commercial stakeholders.
- Travel: Ability to travel up to 20%.
What We Can Offer You
- Competitive Pay & Benefits: Enjoy a robust Total Rewards Program that includes health, financial benefits, and more.
- Work-Life Balance: Flexible work options to help you achieve the perfect work-life balance. This role will require you to be in the office 50% of the time (schedule based on manager's discretion).
- Generous Time Off: Take advantage of our generous vacation, sick days, holidays, plus a volunteer day to give back to the community.
- Retirement & Growth: 401(k) match, profit sharing, and abundant growth and development opportunities to help you advance your career.
- Parental Leave: Because we care about your family and your future.
Compensation: The expected annual base salary range for this role is $90,000 - $130,000. This role qualifies for an incentive plan based on individual and company performance. Please note the salary information shown above is a general guideline only. Salaries are based upon candidate skills, experience, qualifications, as well as market and business considerations.
Making the connections that matter. Join us and apply online to be part of the Panduit team. We're an Equal Opportunity Employer, dedicated to creating an inclusive workplace for all. Applicants must be currently authorized to work in the United States on a full-time basis. Panduit will not sponsor applicants for work visas now or in the future. All roles, including remote positions, require an in-person interview as part of the hiring process
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What We Do
Panduit was born from innovation. In 1955, we launched our first product: Panduct Wiring Duct, a new invention that uniquely organized control panel wiring and allowed new wires to be added quickly and neatly. Since that time Panduit has introduced thousands of problem solving new products and remained committed to providing innovative electrical and network infrastructure solutions.
Today, customers look to Panduit as a trusted advisor who works with them to address their most critical business challenges within their Data Center, Enterprise, and Industrial environments. Our proven reputation for quality and technology leadership coupled with a robust ecosystem of partners across the world enables Panduit to deliver comprehensive solutions that unify the physical infrastructure to help our customers achieve operational and financial goals.
