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Channel Development Manager information

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$11.1K

$127.3K

$146.8K

How much do channel development manager jobs pay per year?

As of Aug 27, 2026, the average yearly pay for channel development manager in Hartford, CT is $127,350.00, according to ZipRecruiter salary data. Most workers in this role earn between $117,000.00 and $135,700.00 per year, depending on experience, location, and employer.

What is a channel development manager?

A Channel Development Manager is responsible for building and managing relationships with third-party partners, resellers, and distributors to grow a company's sales and market reach. They develop strategies to identify new channel opportunities, onboard partners, and ensure effective collaboration to achieve mutual business goals. This role often involves training partners, monitoring performance, and providing ongoing support to optimize sales through indirect channels. Channel Development Managers play a key role in expanding a company's presence in the market by leveraging external partnerships.

What does a channel development manager do?

A channel development manager partners with sales marketers and business associates to develop marketing techniques and strategies to reach customers in a specific channel. You are the link between businesses and customers, and your job duties include recruiting candidates, creating resources to reach customers, and managing or teaching other channel managers. A career as a channel developer requires you have some formal qualifications and education, typically at least a bachelor’s degree in business, marketing, or a related field, and a minimum of five years of experience in sales or marketing and management. Developing relationships with channel partners is necessarily interpersonal, so you should emphasize skills in communication, organization, and developing messaging strategies.

What are the key skills and qualifications needed to thrive as a channel development manager, and why are they important?

To thrive as a Channel Development Manager, you need strong skills in sales strategy, partner relationship management, and market analysis, typically supported by a bachelor’s degree in business or a related field. Familiarity with CRM platforms like Salesforce, channel management software, and relevant certifications such as Certified Channel Manager are often essential. Exceptional negotiation, communication, and networking skills help build and sustain effective partnerships. These skills ensure successful channel growth, improved partner performance, and achievement of revenue targets.

What are some common challenges channel development managers face when building new partner relationships?

Channel Development Managers often encounter challenges such as aligning partner goals with company objectives, overcoming initial trust barriers, and navigating varying business cultures. They need to clearly communicate value propositions and establish mutually beneficial terms to ensure long-term collaboration. Effective negotiation, adaptability, and proactive communication are essential for resolving misunderstandings and maintaining strong, productive partnerships.

What is the difference between Channel Development Manager vs Sales Manager?

AspectChannel Development ManagerSales Manager
Primary FocusDeveloping and managing channel partnerships to expand market reachDirectly selling products or services to customers
Work EnvironmentCollaborates with partners, distributors, and internal teamsInteracts mainly with clients and sales teams
Required CredentialsExperience in channel sales, marketing, or business developmentSales experience, often with a background in customer relationship management
Industry UsageCommon in tech, manufacturing, and wholesale sectorsWidespread across retail, B2B, and service industries

The Channel Development Manager focuses on building and maintaining relationships with channel partners to grow the company's market presence, while the Sales Manager concentrates on direct sales efforts to individual customers. Both roles require strong sales skills and industry knowledge but differ in their approach and target audiences.

How much do channel development managers make in the US?

Channel Development Managers in the US typically earn between $80,000 and $130,000 annually, depending on experience, industry, and location. Compensation may also include bonuses, commissions, and benefits, especially in sales-focused roles requiring strong negotiation and relationship-building skills.
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Channel Development Manager jobs near you
Infographic showing various Channel Development Manager job openings in Hartford, CT as of July 2026, with employment types broken down into 1% As Needed, 78% Full Time, 18% Part Time, 1% Temporary, and 2% Contract. Highlights an 91% Physical, 3% Hybrid, and 6% Remote job distribution, with an average salary of $127,350 per year, or $61.2 per hour.

Regional Sales Manager | New England

SCHUNK Intec Inc

Hartford, CT • On-site

Full-time

Dental, Vision, Life, Retirement, PTO

Posted yesterday

New

Job description

Description:

Regional Sales Manager | Region: E. NY, CT, MA, NH, VT, ME, RI


Remote field sales role requiring local travel to clients across New England


SUCCESS PROFILE

We’re seeking a high-energy Regional Sales Manager to drive revenue growth across a multi­channel territory (machine builders/dealers, OEMs, system integrators, distributors, and end-users). The ideal candidate has strong technical aptitude in toolholding, workholding, gripping systems, and automation, excels at value-based selling (price, ROI), and maintains rigorous CRM hygiene to build and advance a high-value pipeline.


Ideal Traits: Tenacious hunter; structured territory planner; persuasive communicator; meticulous and urgent operator who moves projects forward, proposes alternatives to keep momentum, and demonstrates ownership and accountability.


JOB PURPOSE

The Regional Sales Manager is responsible for winning new business and expanding SCHUNK’s presence within a defined territory. The role balances plant-level application selling and channel development: partnering with machine tool builders/dealers and integrators to secure specifications, while leveraging distributors for day-to-day coverage, supported by disciplined account management and reporting in SAP C4C (CRM).


KEY RESPONSIBILITIES AND TASKS BY PRIORITY

  1. New Business Acquisition: Prospect, qualify, and close opportunities across OEMs, integrators, dealers, distributors, and end-users; build a pipeline aligned to territory goals.
  2. Application-Focused Solution Selling: Present SCHUNK’s value proposition (quality, reliability, productivity gains) through demos and technical talks; reframe price to ROI with measurable outcomes.
  3. Specification & Channel Development: Secure SCHUNK specifications on new builds by partnering with machine builders/dealers and system integrators; motivate and enable distribution partners.
  4. CRM Discipline & Reporting: Maintain accurate opportunities, visit reports, quotes, and follow-ups in SAP C4C; leverage sales reports to monitor progress and guide annual/strategic planning.
  5. Internal Collaboration: Coordinate with Product Managers, Inside Sales, and Marketing; prepare polished proposals and artifacts that reflect SCHUNK’s meticulous craft standards.
  6. Client Engagement & Travel: Conduct plant visits, product demonstrations, and attend trade shows; maintain a professional cadence and clear next steps after each interaction.

TIME UTILIZATION EXPECTATIONS

50% Client Engagement (Strategic and Relationship-Focused)

Strengthen relationships with decision-makers through in-person visits, technical demos, and trade show participation. Activities include influencing specification decisions, reinforcing value propositions, and ensuring alignment with client needs for long-term success.


20% New Business Development (Hunter-Focused and Revenue-Driven)

Aggressively pursue new accounts and drive revenue growth to meet ambitious territory targets. Activities include prospecting, cold outreach, networking, and closing deals across OEMs, integrators, machine builders, and distributors. Responsibilities also include building a disciplined pipeline, managing complex sales cycles, and positioning SCHUNK’s high-quality, precision solutions to overcome competitive pressures.


20% Channel Management & Partner Enablement (Growth and Leverage-Focused)

Develop, enable, and optimize channel partners to extend market reach and drive scalable revenue growth. Activities include recruiting and onboarding distributors and integrators, conducting joint sales calls and partner trainings, aligning on territory and account strategies, and ensuring partners are equipped to position SCHUNK solutions effectively. Responsibilities also include managing partner performance, resolving channel conflict, reinforcing expectations, and leveraging channel relationships to accelerate pipeline development and close complex opportunities.


10% Internal Collaboration and Support (Process and Enablement-Focused)Support quoting activities, provide input on marketing initiatives, and maintain accurate CRM records in SAP C4C. Responsibilities also include adapting to a lean environment with limited collateral, ensuring personal discipline in opportunity management, and collaborating with product managers and leadership to deliver creative, value-based proposals.



Requirements:

MINIMAL QUALIFICATIONS

  • Bachelor’s degree in Business, Engineering, or related; or equivalent technical sales experience.
  • 5+ years in manufacturing/machining/industrial automation sales with proven new business development.
  • Strong communication, presentation, and negotiation skills; proficiency with CRM systems (SAP C4C) and virtual tools.
  • Ability to manage multiple priorities and maintain disciplined territory coverage; travel up to 50%.

COMPENSATION

  • Base + Commission

BENEFITS

  • Medical: Comprehensive plan; employer pays 100% for employees and ~85% for family.
  • Dental & Vision: Optional group plans.
  • Life & Disability: Company-provided short-term, long-term, and life insurance.
  • 401(k): 50% match up to 6%
  • PTO: Paid Time Off
  • Perks: Company car, laptop, phone

COMPANY CULTURE AND CORE VALUE ALIGNMENT At SCHUNK, our culture is rooted in behaviors that advance our mission: being the technology leader in toolholding, workholding, gripping, and automation. We believe success comes from working with urgency, craftsmanship, and a collaborative mindset. Every team member is expected to demonstrate ownership, accountability, and a commitment to moving projects forward.


Core Values and Operating Principles


Say Yes – Find Solutions

We reframe constraints into options and propose alternatives to keep momentum. “No” stops progress; “Yes” moves us forward.


Move It Forward

Every interaction ends with a clear next step, an owner, and a date. We never leave progress to chance.


Meticulous Craftsmanship

We take pride in the quality of our work—whether it’s a proposal, a presentation, or a customer demo. Accuracy and polish matter.


Urgency with Prioritization

We respond quickly to unblock others and prioritize actions that drive impact. Simple requests are answered within one business day.


Intentional and Decisive

We plan with purpose, set clear agendas, and commit to decisions. We remain humble and confident enough to course-correct when new information emerges.


Respectful and Helpful

We foster a culture of respect and support—internally and externally. Collaboration and courtesy are non-negotiable.