At ABB, we help industries outrun - leaner and cleaner. Here, progress is an expectation - for you, your team, and the world. As a global market leader, we’ll give you what you need to make it happen. It won’t always be easy, growing takes grit. But at ABB, you’ll never run alone. Run what runs the world.
This role sits within ABB's Robotics business, a leading global robotics company. We're entering an exciting new chapter as we’ve announced the plan for SoftBank Group to acquire ABB Robotics. SoftBank is a globally recognized technology group and investor/operator focused on AI, robotics, and next-generation computing. By joining us now, you’ll be part of a pioneering team shaping the future of robotics—working alongside world-class experts in a fast-moving, innovation-driven environment.
This Position reports to:
Collaborative Robots Business Manager
The Channel Development Manager is responsible for driving growth, performance, and strategic alignment of the ABB Robotics distributor network. This role focuses on optimizing channel coverage, enabling partner success, and accelerating revenue through a high performing partner network.
Responsibilities
Channel Strategy & Growth:
- Execute the regional channel strategy aligned with ABB Robotics growth objectives
- Identify gaps in market coverage and recruit new distributor / channel partners where needed
- Evaluate existing channel partners to ensure optimal performance and alignment
- Drive overall channel sales growth, including robot units, revenue, and new customer acquisition
Partner Performance and Management:
- Lead quarterly business reviews (QBRs) with key distributor partners
- Establish clear performance metrics, KPIs, and growth targets for each partner
- Build and execute joint business plans with distributors to drive pipeline and orders
- Hold partners accountable to sales targets, technical capability, and market development activities
- Continuously assess channel effectiveness, coverage, and competitiveness
- Make recommendations on adding, developing, or exiting partners based on performance and strategic fit
- Ensure alignment between direct sales teams and distribution partners
- Support onboarding of new distributors and accelerate time to productivity
- Ensure partners are trained on products, applications, and sales processes
- Drive adoption of partner tools, pricing structures, and go-to-market programs
Minimum Requirements:
- 10+ Years in Industrial sales preferably in Automation and Robotics
- Bachelors degree in business, engineering or related field. Special combination of education and years of experience is also accepted (i.e. 12 Years experience with Associate Degree, 14 years experience with HS Diploma)
- Ability to travel as required for customer interactions
- Lives within the defined geographic area
Desired Characteristics and background of successful candidates:
Portfolio Management
Business Strategy
Market Intelligence
Go-to-market Strategy
Pricing Excellence
Acount Management
Business Development & Adoption
Solution/Application Sales Engineering
Channel Sales and Distributor Management
Contract & Risk Management Expertise
We value people from different backgrounds. Could this be your story? Apply today or visit www.abb.com to read more about us and learn about the impact of our solutions across the globe.
Skills Required
- 10+ Years in Industrial sales preferably in Automation and Robotics
- Bachelors degree in business, engineering or related field
- Ability to travel as required for customer interactions
- Lives within the defined geographic area
ABB Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about ABB and has not been reviewed or approved by ABB.
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Healthcare Strength — Healthcare coverage is described as comprehensive, with medical, dental, vision, mental health support, and disability and life insurance included. Immediate eligibility in some roles reinforces the sense of dependable core coverage.
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Leave & Time Off Breadth — Time-off offerings are described as broad, including paid holidays, sick days, volunteer time, sabbaticals, and, in some cases, 25 days of PTO. Flexible scheduling and remote-work options add to perceived time-off and flexibility value.
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Retirement Support — Retirement benefits are positioned as robust, including a 401(k) with company contributions or matching and, in some cases, profit sharing or pension savings. Stock purchase/share acquisition programs complement longer-term savings options.
ABB Insights
What We Do
ABB is a leading global technology company that energizes the transformation of society and industry to achieve a more productive, sustainable future. By connecting software to its electrification, robotics, automation and motion portfolio, ABB pushes the boundaries of technology to drive performance to new levels. With a history of excellence stretching back more than 130 years, ABB’s success is driven by about 110,000 talented employees in over 100 countries. www.abb.com
