Strategic IT Channel Development Manager

Job description

At a Glance Legrand has an exciting opportunity for a Strategic IT Channel Development Manager to join the Audio Visiual Team. This [emote position reports to Minnetonka, MN. The Strategic IT Channel Development Manager is responsible for developing and advancing growth strategies within the IT channel, with a focus on expanding engagement across national IT solution providers, technology resellers, and enterprise-focused partners.

This role will leverage deep IT market experience to identify new business opportunities, strengthen channel alignment, and position the company’s solutions within complex technology-driven environments. This position will focus on building scalable programs that improve partner engagement, increase solution awareness, and create repeatable sales motions across IT-centric accounts. The individual will work closely with Strategic Accounts, Commercial Sales, Product Management, Marketing, and regional sales teams to translate national channel strategy into field-level execution and measurable revenue growth.

This role requires a strong understanding of IT buying behaviors, reseller ecosystems, enterprise technology decision-making, and channel program development. The Strategic IT Channel Development Manager will help define partner-specific growth plans, support enablement initiatives, influence opportunity creation, and industry-facing engagements.

Responsibilities

DUTIES AND ACCOUNTABILITIES

• Develop and execute IT channel growth plans that expand engagement with national IT solution providers, technology resellers, and enterprise-focused partners.
• Identify, prioritize, and pursue new partner opportunities within the IT ecosystem, including accounts with strong influence in enterprise, commercial, education, government, and technology-led buying environments.
• Create partner-specific business plans that define growth objectives, target accounts, enablement needs, sales plays, and measurable success metrics.
• Serve as a subject matter resource on IT channel dynamics, partner business models, and technology buying trends that impact sales strategy and account development.
• Partner with internal sales teams to align national IT channel strategy with regional execution, opportunity development, and customer engagement plans.
• Lead business reviews and strategic planning discussions with key IT partners to evaluate performance, pipeline, market opportunities, and areas for deeper collaboration.
• Collaborate with Product Management, Marketing, Engineering, Customer Care, and Operations to address partner needs, support solution positioning, and improve the ease of doing business.
• Develop and deliver channel enablement content, sales tools, training sessions, and partner-facing presentations that improve understanding of company solutions and value propositions.
• Monitor partner pipeline, sales activity, and program performance using CRM tools and other reporting systems to identify trends, risks, and growth opportunities.
• Support complex opportunities by helping partners connect customer requirements to appropriate solutions, internal resources, and commercial support.
• Represent the company at IT channel events, partner meetings, trade shows, and industry forums to increase visibility and strengthen strategic relationships.
• Provide regular updates to leadership on IT channel strategy, partner engagement, pipeline development, revenue performance, and recommended actions.
• Assist in resolving escalated partner or customer issues by coordinating internal resources and driving timely follow-up.
• Maintain accurate and current partner, opportunity, and activity information in Salesforce.com or other designated systems.
• Understand workplace hazards and take steps to proactively prevent and report hazards or injuries in the workplace. Cooperate in Safety Programs, initiatives, and investigations.
• Demonstrate our core values of Customer, People, Integrity, Teamwork, Continuous Learning & Improvement, and Empowerment & Accountability.

Qualifications

Essential Knowledge, Skills and Abilities Required

• Strong knowledge of IT channel business models, reseller ecosystems, enterprise technology procurement, and partner-led sales motions.
• Ability to build strategic relationships with senior leaders, partner stakeholders, sales teams, and technical influencers.
• Demonstrated ability to develop channel programs, partner business plans, enablement strategies, and measurable growth initiatives.
• Excellent verbal and written communication skills, including the ability to present complex business and technical information to executive and partner audiences.
• Strong business acumen with the ability to analyze partner performance, pipeline, market trends, and revenue opportunities.
• Proficient in CRM tools, sales reporting systems, Microsoft Office applications, and virtual collaboration platforms.
• Ability to interpret customer requirements, product specifications, solution requirements, and partner program needs.
• Highly collaborative with the ability to work across sales, marketing, product, operations, customer care, and leadership teams.
• Motivated self-starter with strong organizational skills, attention to detail, and the ability to manage multiple priorities and initiatives simultaneously.
• Ability to make sound recommendations and resolve business issues using judgment consistent with company standards, practices, and policies.
• High degree of professionalism and discretion when handling confidential business, customer, and partner information.

Minimum Education and Experience

Required :

• Bachelor’s degree in Business, Information Technology, Marketing, Sales, or a related field; equivalent combination of education and relevant experience may be considered.
• Minimum of 10 years of experience in IT channel sales, IT solution provider engagement, technology reseller management, strategic account development, or related IT business development roles.
• Experience developing partner programs, channel growth strategies, executive-level partner relationships, and sales enablement initiatives within an IT or technology-driven environment preferred.

Special Job Requirements

• Must be able to provide for a safe home office working environment.
• Must be available for extended or varied work hours based on partner, customer, and business needs.
• Ability to travel as needed for partner meetings, business reviews, industry events, trade shows, and internal planning sessions.

WORKING CONDITIONS/PHYSICAL DEMANDS

• General office and remote work environment.
• May require travel to customer, partner, trade show, and company locations.
• Long-distance or air travel as needed; anticipated travel up to 50% based on business requirements.
• Ability to occasionally lift up to 50 pounds.

Salary Range

$130,000 - $150,000