Workstation Channel Strategy & RTM Lead

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The Workstation Channel Strategy & RTM Lead defines how Workstation grows through distributors, resellers, VARs, specialist partners, and other indirect channels. The role identifies growth opportunities, sets channel priorities, and develops strategies that can be scaled across geographies. This leader also serves as the primary Workstation point of contact for strategic technology and alliance partners, aligning joint go-to-market plans, enablement, investments, and growth initiatives.

Responsibilities:

- Define the worldwide Workstation channel strategy and route-to-market approach across distributors, resellers, VARs, specialist partners, and indirect sales channels.
- Identify growth opportunities across partner segments, routes to market, industries, customer types, and geographies.
- Partner with Channel leadership to define the business requirements, partner priorities, portfolio needs, and success metrics for channel initiatives and programs.
- Define partner segmentation, route priorities, portfolio recommendations, enablement requirements, and success measures to improve channel performance.
- Serve as the primary Workstation lead for strategic technology partnerships to identify growth opportunities, joint initiatives, co-marketing activities, and ecosystem investments.
- Build and maintain joint business plans with priority technology partners, ensuring Workstation priorities are represented in partner strategies, programs, and field motions.
- Partner with SMB BU, Channel leadership, Alliances, Marketing, and Product teams to align channel priorities and maximize partner impact.
- Assess performance by geo, route, partner type, product family, configuration, sell-in, sell-through, inventory, margin, share, and customer segment.
- Identify route friction, including partner capability, assortment, pricing, inventory, supply, and seller-readiness gaps.
- Work with Business Activation teams to turn aligned strategies into geo-ready programs, validate local applicability, and improve execution based on partner feedback and business performance.
- Stay connected to channel trends, partner needs, competitive activity, and emerging ecosystem opportunities, bringing insights back into the business to shape future investments and priorities.

Basic Qualifications:

- 5+ years of experience in channel strategy, indirect sales, distribution, partner management, commercial strategy, route-to-market strategy, or technology business management.
- Bachelor’s degree required; MBA or equivalent experience preferred.
Preferred Qualifications:
- Strong understanding of distributor, reseller, VAR, systems-integrator, and specialist-channel business models.
- Experience designing partner segmentation, channel programs, enablement, joint business planning, or partner-led demand programs.
- Strong commercial understanding of sell-in, sell-through, inventory, channel margin, route economics, and partner return on investment.
- Strong analytical skills and the ability to turn performance data into clear commercial action.
- Experience working across global and regional teams in a matrixed technology business.
- Strong stakeholder-management and executive communication skills.

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