Director, Channel Sales

Let's Grow Together

Our mission is to live our “at your side” promise and simplify and enrich the lives of our customers, employees, and communities. "At your side" is more than a slogan to us; it’s the purpose we do our best to fulfill every day. With a legacy spanning over a century, this is a great place to launch or expand any career and push the boundaries of what comes next. We're committed to achieving shared success, and we provide opportunities for you to develop through experience, exposure and education. Our people have always leveraged their unique perspectives to keep us on the right track for a lasting future. If you want to innovate, learn, and grow with a global leader that builds products, services, and a company people love, then we’ll be “at your side” every step of the way.

The Director, Channel Sales for Brother Mobile Solutions’ (BMS) Mobile, Desktop & Industrial printers is responsible for driving the growth and success of our Channel Sales business. This role leads and inspires a team of Distribution Sales, Channel Sales, and Business Development professionals to develop and execute Channel Sales strategies, identify new business opportunities, and expand our market presence. This leader leverages their expertise in the industry to forge strong partnerships, enhance market penetration, and achieve revenue goals.

This role travels up to 70%.

Distribution & Channel Sales Strategy Development & Execution

• Develop and implement comprehensive Distribution & Channel sales strategies to increase market share and revenue in line with company objectives
• Manage the BMS partner program to include the recruitment, signing and development of value-added re-seller partners, national sales partners, and independent software vendor (ISV)s into the program
• Create and maintain strong relationships with existing Distribution & channel partners while actively seeking new partnerships
• Analyze market trends and competitive landscape to identify opportunities for growth and differentiation
• Define pricing, sales, and marketing strategies tailored to specific channel needs

Business Development Strategy Development & Execution

• Craft and lead the overall strategy to identify and cultivate new business opportunities, including potential markets, product offerings, and partnerships (Alliance, Reseller, ISV’s)
• Collaborate with the product management team to understand customer needs and provide input for product development
• Create and maintain strong relationships with existing alliance and ISV partners while actively seeking new partnerships
• Monitor sales performance and create actionable plans for growth and market expansion
• Negotiate and manage key contracts, agreements, and partnerships to maximize revenue potential
• Lead strategy for development of new channel and ISV partners to ensure objectives are met

Team Leadership

• Lead, inspire, and mentor a team of Distribution Sales, Channel Sales, and Business Development professionals, providing guidance, coaching, and support
• Set clear performance expectations and KPIs, and monitor progress towards sales and revenue targets
• Foster a collaborative and innovative team culture, inspiring creativity and continuous improvement
• Coordinate cross-functional collaboration between sales, marketing, and product development teams
• Ensure development and reporting of key metrics to drive continuous improvement and efficiency

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Qualifications

Education

• Bachelor's Degree (or equivalent experience) in Business, Marketing, or a related field
• Master's Degree (MBA) - Preferred

Experience

10+ years; a combination of experience spanning the following areas:

• Experience managing and leading a moderate team of Channel Sales, Distribution Sales, and Business Development professionals
• Experience developing and executing on a Channel Sales Strategy & vision, with a proven track record of superior results
• Experience leveraging a deep understanding of distribution & Channel Sales landscape
• Hands-on practical experience leading national sales provider (NSP) and direct market resellers (DMR)
• Prior experience with labeling solutions, mobile printers, and AIDC equipment strongly preferred

Software/Technical Skills

• Knowledge of Customer Relationship Management (CRM) software (Salesforce strongly preferred)

Other Skills, Knowledge, & Abilities

• Ability to penetrate and navigate large, complex channel and end-user organizations
• Ability to understand, internalize, and influence channel and customer decision-making processes to produce sales results
• Ability to seek out new channel opportunities in the industry
• Ability to effectively lead, inspire, motivate, and develop a team of professionals
• Excellent communication skills (written, verbal, interpersonal)
• Ability to drive towards results and execute on key strategic initiatives
• Ability to think strategically to drive the business forward
• Excellent negotiation, mediation, and conflict management skills
• Ability to effectively articulate the value proposition and guide others through a complex sales cycle

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Brother Benefits at a Glance

At Brother USA, we value our employees and are committed to their well-being and professional growth. As a Director of Channel Sales, you will enjoy a comprehensive benefits package, including:

• Competitive salary and bonus program
• Health and wellness benefits, including medical, dental, and vision coverage
• Retirement savings plan with company match
• Paid time off and holidays
• Professional development and training opportunities
• A supportive and inclusive work environment that values diversity and collaboration

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#LI-Remote

• The salary (or hiring) range for this position is $155,000 - $185,000 per year
• Starting salary to be determined by the education, experience, knowledge, skills and abilities of the applicant, internal equity, location, and alignment with market data
• This position is eligible to participate in the relevant Brother variable pay incentive plan(s).  Applicable bonus awards are discretionary and contingent upon 1) achievement of your individual objectives and 2) Brother achieving its corporate and business-level objectives
• Benefits include, but are not limited to, healthcare and wellness coverage, life and disability insurance, 401K, tuition reimbursement, and Paid Time Off.  Details are available at https://mybenefits.nfp.com/Brother/2024/guidebook/

Brother International Corporation has earned its reputation as a premier provider of home office and business products, home appliances for the sewing and crafting enthusiast as well as industrial solutions that revolutionize the way we live and work. Brother International Corporation is a wholly-owned subsidiary of Brother Industries Ltd. With worldwide sales exceeding $6 billion, this global manufacturer was started more than 100 years ago. Bridgewater, New Jersey is the corporate headquarters for Brother in the Americas. It has fully integrated sales, marketing services, manufacturing, research and development capabilities located in the U.S. In addition to its headquarters, Brother has facilities in California, Illinois and Tennessee, as well as subsidiaries in Canada, Brazil, Chile, Argentina, Peru and Mexico. For more information, visit www.brother.com.

Brother International Corporation ("Brother") is an equal opportunity employer and does not discriminate or make employment decisions on the basis of race, color, religion, sex, disability, or any other characteristic protected by applicable state or federal laws. If you require any physical or other assistance in completing this application, a reasonable accommodation will be made upon request.