Agilent Technologies→
AFO Channel Partner Manager at Agilent Technologies in Santa Clara, CA
Job Description
Job Description
The Channel Partner Manager is responsible for developing, managing, and accelerating revenue growth through a portfolio of channel partners, including Value Added Resellers (VARs), Original Equipment Manufacturers (OEMs) and Value Added Distributors (VADs) in the US and Canada. This role will lead relationship management, business planning, commercial execution, and strategic growth initiatives with partners to maximize Agilent’s market presence and sales performance across assigned territories and product portfolios.
You will collaborate cross‑functionally with Sales, Marketing, Product Management, Legal, Operations, and R&D teams to implement successful channel strategies and enable our partners to sell Agilent solutions. The role includes driving partner enablement, forecasting, pipeline management, contract negotiation, and ensuring high customer and partner satisfaction.
Key Responsibilities
Manage and grow a portfolio of OEM, VAR and Distribution channel partners to drive revenue, market share, and long-term business value.
Identify and pursue new channel opportunities, strategic collaborations, and external partnerships for assigned markets and product lines.
Develop partner business plans, sales forecasts, and performance metrics
Conduct regular business reviews with partners to assess performance, compliance, and growth opportunities.
Lead contract negotiations including multiyear, multimillion‑dollar commercial agreements.
Drive channel quota attainment and ensure high end‑user and partner satisfaction.
Support partners in developing go‑to‑market strategies, pricing approaches, and co‑marketing initiatives
Enable partner sales teams by supporting training, product presentations, demos, and sales collateral to ensure strong engagement and mindshare.
Work closely with internal marketing and product management to develop effective partner promotions and campaigns.
Participate in cross‑functional teams (Legal, Manufacturing, R&D, Marketing, Operations) to support the development and execution of partner opportunities.
Train direct sales teams on how to best engage with and support various channel partners in the field.
This position can be located anywhere in the continental United States.
Qualifications
Bachelor’s degree in Chemical or Life Science related fields (or equivalent experience).
2+ years of experience in sales, channel sales (Genomics and/or Chromatography), OEM/VAR management, business development, or related commercial roles.
Experience negotiating commercial contracts and managing complex partnerships.
Strong communication, presentation, organizational, and cross‑functional leadership skills.
Ability to collaborate at all organizational levels, internally and externally
Other Requirements
Ability to travel up to 50%, depending on region and partner portfolio.
Comfortable working in a matrixed, global organization.
Strong self‑management, prioritization, and strategic thinking capabilities.
Additional Details
This job has a full time weekly schedule. It includes the option to work remotely. Applications for this job will be accepted until at least March 20, 2026 or until the job is no longer posted. It is sales incentive eligible. In the US, this position is eligible for reimbursement for personal vehicle usage.The full-time equivalent pay range for this position is $102,975.00 - $205,950.00/yr plus eligibility for bonus, stock and benefits. Our pay ranges are determined by role, level, and location. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. During the hiring process, a recruiter can share more about the specific pay range for a preferred location. Pay and benefit information by country are available at: https://careers.agilent.com/locationsAgilent Technologies, Inc. is an Equal Employment Opportunity and merit-based employer that values individuals of all backgrounds at all levels. All individuals, regardless of personal characteristics, are encouraged to apply. All qualified applicants will receive consideration for employment without regard to sex, pregnancy, race, religion or religious creed, color, gender, gender identity, gender expression, national origin, ancestry, physical or mental disability, medical condition, genetic information, marital status, registered domestic partner status, age, sexual orientation, military or veteran status, protected veteran status, or any other basis protected by federal, state, local law, ordinance, or regulation and will not be discriminated against on these bases. Agilent Technologies, Inc., is committed to creating and maintaining an inclusive in the workplace where everyone is welcome, and strives to support candidates with disabilities. If you have a disability and need assistance with any part of the application or interview process or have questions about workplace accessibility, please email job_posting@agilent.com or contact +1-262-754-5030. For more information about equal employment opportunity protections, please visit www.agilent.com/en/accessibility.