Channel Marketing Manager

About HMS

We shape the connected world!

HMS Networks makes the World more connected, productive and sustainable. HMS industrial communication products enable millions of machines such as robots, drives and air-conditioners to get connected to software and systems – A necessity to meet the future demands for energy efficiency and sustainability.

Position Summary

The Channel Marketing Manager is responsible for developing and executing marketing initiatives that drive revenue growth through our distribution network. This role focuses on strengthening relationships with strategic alliance partners and key high-tech distributors, ensuring alignment, performance optimization, and effective go-to-market execution.

The successful candidate will combine strategic planning with hands-on execution to motivate partners, enable sales success, and maximize return on channel investments.

This is a hybrid style role combining remote work and in-office collaboration with other team members in our East York, PA office

Essential Job Functions

Channel Strategy & Execution

• Develop and execute a comprehensive channel marketing plan aligned with regional sales and business objectives.
• Support two key strategic Alliance partners and the top 20 Hi-Tech distributors in the USA.
• Collaborate closely with Channel Partner Managers to drive alignment and maximize distributor performance.
• Partner with the EMEA Channel Marketing Manager to ensure global alignment, share best practices, and create efficiencies.

Distributor Performance & Enablement

• Design and launch incentive programs to motivate and reward distributor performance.
• Manage co-marketing funds and negotiate marketing activities to secure distributor engagement and attention.
• Monitor distributor performance metrics, including POS data, and implement actions to improve results.
• Equip distributors with effective tools, training, pricing, and marketing materials to support product sales.
• Ensure marketplace platforms are updated with price lists, marketing materials, and relevant content.

Marketing & Demand Generation

• Develop and implement marketing initiatives including co-marketing campaigns, lead generation programs, events, and sales enablement tools.
• Train and empower Channel Partner Managers with campaign messaging and content to drive execution excellence.
• Support event management, email marketing, and promotional campaigns targeting the distribution network.

Relationship & CRM Management

• Build strong, collaborative relationships with distributors and internal Channel Partner Managers.
• Maintain accurate and up-to-date channel contact data within CRM systems.
• Act as a key liaison between internal sales, marketing, and distribution teams to ensure consistent communication and alignment.

Minimum Requirements

• Proven ability to develop and execute long-term channel marketing strategies.
• Strong relationship-building and stakeholder management skills.
• Experience managing distributor networks and co-marketing programs.
• Skilled in negotiating marketing activities and gaining distributor mindshare.
• Strong analytical capability with the ability to interpret sales data, POS metrics, and campaign performance.
• Experience across multiple marketing disciplines, including events, digital campaigns, and sales enablement.
• Excellent verbal and written communication skills.
• Strong project management skills with the ability to manage multiple priorities and deadlines.

Preferred Experience

• Experience working with high-tech distributors or within the industrial automation sector.
• Experience supporting strategic alliance partners.
• Familiarity with CRM systems and marketplace platforms.
• Experience working in a matrixed or global organization.
• Bachelor’s degree or equivalent practical experience preferred

Working Conditions

• This position requires regular collaboration across teams and occasional travel to attend conferences, trade shows, or company events. Some evening or weekend work may be required during major campaign launches or events.

Travel

• 10%, Estimated

HMS Networks provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, HMS Networks complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.