Manager, Indirect Channel Sales and Partnerships

REMOTE Eligible in the following states: WI, MI, OH, PA (If 50 miles beyond State College HQs), NC, SC, GA)

Minitab is one of the only software companies capable of standardizing data collection and analysis across global manufacturing operations, from the factory floor to the quality lab and beyond. This isn't about selling a tool; it's about helping customers establish a shared foundation with best-in-class analytics that drive consistent improvement and confident decision-making end to end.

As a Manager, Channel Sales and Partnerships at Minitab, you’ll play a strategic role in expanding this impact through high-value partner ecosystems while leading a high performing team of Partner Account Managers. You’ll identify, recruit, and enable channel partners who can bring Minitab’s solutions to market, while building strong, mutually beneficial relationships that drive revenue growth and long-term market expansion.

This role goes beyond transactional partnerships. You’ll collaborate with system integrators, consulting firms, and technology partners to embed Minitab into broader digital transformation, operational excellence, and manufacturing modernization initiatives. By aligning partner capabilities with Minitab’s portfolio, from foundational data collection to advanced solutions like statistical process control (SPC) and process digital twins—you’ll help scale our reach across industries and geographies.

You won’t just manage accounts. You’ll architect go-to-market strategies, develop joint business plans, and drive measurable outcomes through partner-led opportunities. Minitab’s 50-year credibility in manufacturing through the widespread deployment of our six sigma and lean manufacturing solutions opens doors, while our expanding platform creates meaningful cross-sell and expansion opportunities across the enterprise.

Minitab continues to be the partner of choice for manufacturers worldwide because we combine deep statistical expertise with practical, scalable solutions that deliver real results at enterprise scale.

If you’re a channel leader who thrives on building strategic alliances, enabling partners to succeed, and scaling growth through collaborative ecosystems, Minitab offers the platform, brand, and opportunity to build something lasting.

We are seeking a highly motivated and hands-on sales leader to drive the growth of our indirect channel ecosystem across the Americas. The Manager, Indirect Channel Sales & Partnerships – Americas will be responsible for identifying, recruiting, enabling, and managing strategic partners while delivering both recurring and new product and services revenue through and with partners.

This role includes a targeted focus on direct enterprise sales (>$1B global revenue accounts outside the U.S.), particularly within manufacturing and industrial organizations. The ideal candidate understands the manufacturing landscape, including operational excellence, quality management, digital transformation, and data-driven process improvement initiatives.

You will lead from the front—actively engaging in partner development, co-selling initiatives, and complex enterprise opportunities—while building executive-level relationships with both partners and end customers. Success in this role requires strategic thinking, operational rigor, and deep familiarity with manufacturing buying cycles and stakeholder environments.

What You’ll Do

Territory & Ecosystem Strategy

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Develop and execute the Americas indirect channel strategy aligned to global go-to-market and regional operating plans.

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Build, segment, and optimize a high-performing partner ecosystem (strategic, growth, transactional), including partners serving manufacturing and industrial markets.

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Create annual regional indirect business plans and deliver Quarterly Business Reviews aligned to OKRs.

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Maintain a comprehensive view of partner performance, pipeline, enablement status, and joint initiatives within CRM and Partner Portal.

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Develop compelling joint business cases and plans that drive partner commitment and investment in target verticals, including manufacturing.

Partner & Account Management

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Design and implement comprehensive partner enablement programs (marketing, sales, deployment, support), with emphasis on manufacturing use cases and value propositions.

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Serve as the primary escalation and relationship lead for strategic partners.

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Expand executive and multi-level engagement within partner organizations and key manufacturing enterprise accounts.

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Establish annual business plans with clear targets and quarterly scorecards for major partners.

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Leverage structured account planning to drive long-term partner growth.

Pipeline & Revenue Leadership

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Own and exceed indirect channel revenue targets across software and services (and direct targets where applicable).

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Lead co-selling efforts with direct sales teams while minimizing channel conflict.

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Drive disciplined opportunity planning, forecasting, and pipeline hygiene.

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Support partners in developing manufacturing-specific value propositions tied to operational efficiency, quality improvement, and measurable business outcomes.

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Provide accurate forecasting and contribute to overall regional revenue predictability.

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Gather and share competitive intelligence within manufacturing and industrial markets.

Leadership & Team Development

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Recruit, onboard, and coach high-performing Partner Account Managers across the Americas.

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Develop team capability in value-based selling, account planning, pipeline management, and forecasting within enterprise and manufacturing environments.

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Ensure consistent adoption of sales processes, CRM discipline, and partner enablement programs.

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Foster a culture of accountability, collaboration, and continuous development.

Cross-Functional & Operational Excellence

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Collaborate closely with Marketing, Business Development, Pre-Sales, Customer Success, Consulting, Training, Legal, Finance, and R&D to support partner-led opportunities, particularly in manufacturing sectors.

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Ensure compliance with internal policies, partner agreements, and forecasting standards.

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Support resolution of partner-related commercial matters (billing, AR, contracts).

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Maintain operational rigor in CRM, reporting, and partner documentation.

What You Bring

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Bachelor’s degree in Business or related field (or equivalent experience).

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8+ years of indirect channel business development and/or enterprise software sales experience, with annual revenue responsibility exceeding $1M.

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3+ years of experience leading partner-facing or enterprise sales teams in regional or multi-country environments.

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Demonstrated experience selling into or supporting manufacturing and industrial organizations, with understanding of operational excellence, quality, process improvement, or analytics-driven initiatives.

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Proven success with value-based or consultative selling methodologies.

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Strong executive presence and experience managing complex enterprise deals.

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Willingness to travel across the Americas as needed.

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Multilingual capability is a plus.

This position is ineligible for visa sponsorship.

To be considered for this role, you must be legally authorized to work in the United States and not require sponsorship for employment now or in the future.

Our Benefits:

HEALTH INSURANCE: Medical, Dental, and Vision Insurance is provided at no cost for full-time employees upon date of hire. Low co-pay pharmacy benefit and affordable family coverage plan is available. Short and Long Term Disability is fully paid by Minitab. Employee Assistance Program (EAP) - Provides guidance for personal issue and information on other Work Life Matters.

LIFE INSURANCE: Group Term Life Insurance is provided at no cost for full-time employees at three times employee base salary. Minitab provides eligible employees the opportunity to purchase Voluntary Life Insurance for themselves and eligible dependents at affordable rates.

RETIREMENT PLANNING: A 401k Retirement Plan with T. Rowe Price is provided with eligible employee contribution immediately. Minitab will match dollar for dollar up to the first 6% of employee’s contribution. Employees are fully vested in the Minitab, LLC 401(k) Retirement Plan upon date of hire.

PAID TIME OFF: Paid holidays, as well as 4 weeks of annual paid time off are provided. The annual paid time off increases one week every five years.

HIGHER AND PROFESSIONAL DEVELOPMENT: The pursuit of ongoing development is important and valued at Minitab. In support of this value, Minitab offers tuition and related expenses assistance for both higher education and other professional development.

FLEXIBLE SPENDING ACCOUNT: Medical and Dependent Care Reimbursement Accounts - Pre-tax Deductions. Parking and Transit - Pre-Tax Deductions.

HYBRID WORK SCHEDULE: We offer a hybrid work model for eligible positions.

PREMIUM BENEFITS: At our State College, PA Headquarters, there is an onsite gym, indoor swimming pool, yoga studio, movie theater, outdoor sand volleyball court, game room, arcade room and even a golf simulator. Personal training and nutrition counseling is available upon request.

Qualified applicants will receive consideration without regard to their race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.

Job application remains open until filled.