Responsibilities
- Own and scale Tractian’s indirect sales channel strategy to drive revenue growth.
- Recruit, onboard, and enable high-value distributors, resellers, and alliance partners.
- Deliver partner training, incentives, and playbooks that accelerate sales success.
- Manage partner pipelines, co-sell opportunities, and joint go-to-market initiatives.
- Build and maintain strong executive and frontline partner relationships.
- Align with Sales, Marketing, Product, and Customer Success on channel programs.
- Track, analyze, and report on partner performance to optimize results.
- Negotiate partner agreements, incentives, and compensation structures.
- Resolve channel conflicts while ensuring fair and ethical business practices.
- Stay ahead of market trends and competitor strategies to refine Tractian’s channel approach.
Requirements
- 5+ years of experience in channel sales, partnerships, or B2B SaaS/technology sales.
- Proven success building and managing distributor, reseller, or VAR ecosystems.
- Track record of delivering revenue growth through indirect sales channels.
- Strong negotiation, deal management, and contract execution skills.
- Excellent relationship-builder with executive presence and influence.
- Data-driven mindset with ability to track, analyze, and optimize performance.
- Skilled in partner enablement, training, and joint go-to-market execution.
- Strong business acumen with ability to align partner strategy to company goals.
- Comfortable operating in a fast-paced, high-growth environment.
- Bonus: Experience in industrial technology, IoT, or manufacturing SaaS.
What We Do
Tractian is a machine intelligence company that offers industrial monitoring systems. Tractian builds streamlined hardware-software solutions to give maintenance technicians and industrial decision-makers comprehensive oversight of their operations. It is democratizing access to sophisticated real-time monitoring and asset operations tools.
Tractian's solutions are used in environments that address a combined total of 5% of global industrial output. The company’s broad market reach is evidenced in its customer base from various industries, such as John Deere, Procter & Gamble, Caterpillar, Goodyear, Carrier, Johnson Controls, and Bimbo, the owner of the brands Little Bites and Thomas Bagels. Tractian's customers see a 6-12x ROI with savings of $6,000 per monitored machine annually on average.
In a major milestone and a first for the industry, Tractian launched the AI-Assisted Maintenance category in the industrial sector. In this new paradigm, artificial intelligence identifies machine problems and suggests preventive actions to be taken, giving invaluable insight and support to maintenance professionals. It is important to highlight that the intent of Assisted Maintenance is firmly rooted in augmenting maintenance professionals to provide more assertive diagnosis with human-in-the-loop feedback.
Tractian's mission is to elevate this category of workers in a highly impactful way. The Assisted Maintenance category will provide unimaginable support for maintenance professionals. By combining shop floor expertise with our technology, maintainers will be able to anticipate and address issues with unprecedented accuracy and speed
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