Channel Manager, IT Distribution

Steelcase | Grand Rapids, MI

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Posted Date 3/14/2023

Steelcase is hiring a IT Distribution Channel Manager to manage the relationships with our hybrid collaboration distribution partners.

What You Will Be Doing:

  • Develops and maintains business relationships and sale of products and/or services through global IT distribution channel partners to ensure attainment of revenue and profit objectives.
  • Responsible for developing and implementing innovative promotional plans with marketing to increase partner growth and channel development.
  • Delivers in-person and online training for channel partners.
  • Implements and coordinates marketing plans/activities; supports and attends local industry, channel partner and Steelcase events.
  • Provides monthly reporting on sales KPI’s within channel partners.
  • Maintains updated forecast for sell-in and sell-thru and attainment to business objectives.
  • Drives demand generation and lead management; works on cross-selling opportunities.
  • Reports and responds to customer service issues on inventories, forecasting, pricing, promotional activities, business plan and requirements.
  • Sets-up and oversees on-boarding process for new channel partners.
  • Responsible for partner scorecard and QBR meetings in region for assigned partners.
  • Works with team to ensure commercial solutions and go-to-market strategy meets needs of each channel partner’s business model.
  • Acts as designated design, technical or product expert when needed. Evaluates and executes channel growth opportunities - product offering expansion and channel expansion.

Your future team:

The Hybrid Collaboration and Partner Development team is responsible for the portfolio management of our hybrid collaboration product portfolio and channel strategy. This group is challenged to address the changing needs of a new hybrid culture of work. This team is focused on the intersection of space, technology and work and are driven to create experiences that support high performing teams. We challenge and encourage each other to do our best work so we can provide meaningful impact to a global company.

Who You Are:

  • Must have demonstrated selling ability with the capability of managing multi-national/ global accounts.
  • Experience working within the IT distribution channel (e.g., Ingram Micro, TD Synnex) or within a national AV reseller.
  • Strong attention to detail and analytical skills
  • Self-starter committed to excellence with outstanding organizational and time management skills.
  • Able to operate from broad objectives with minimal direct supervision. Willing to accept responsibility for results.
  • Strong business acumen and understanding of workplace critical issues and mastery of ability to discuss these at multiple levels including C-suite. Knowledge of the processes/key concerns common to all businesses.
  • Extensive project management skills for coordination of large projects using a multi-disciplined team approach.
  • Demonstrated ability to build and maintain key relationships to collaborate with impact with multiple influencers and decision makers (Value Added Resellers, Distributors, solution providers, and strategic partners)
  • Able to think strategically to develop and deploy sound implementation plans across locations and functions.

Required Education/Experience:

Business/related degree or equivalent experience required

Requires a minimum of 8+ years experience with a proven sales record or success developing a channel

Why People Choose to Work with Us:

At Steelcase, we put people at the center of everything we do. We understand the role of work and believe that it can bring meaning and purpose to the lives of our customers and our employees. We prioritize supporting our employees both in and out of work, in all aspects of their lives. When we bring our talents together, we make a positive lasting impact through our work and communities.

Who We Are:

Organizations around the world trust Steelcase to help them create places that help people work better, be inspired, and accomplish more.

We design, manufacture, and partner with other leading organizations to provide architecture, furniture, and technology solutions- accessible through a network of channels, including over 800 Steelcase dealer locations. Steelcase is a global, industry-leading, publicly-traded company with fiscal year 2021 revenue of $2.6 billion.

What Matters to Us:

More than qualifications, we’re looking for talent and potential. We are proud to have a diverse and inclusive workforce, and we're always looking to improve our global community. We value applicants who are comfortable interacting with people different from themselves, building mutual respect and positive relationships. We invite people from all backgrounds and genders to apply. If we can make the application process easier through accommodation, please email us at

Steelcase provides employment opportunities to all qualified employees and applicants without regard to race, color, creed, genetic information, religion, national origin, gender, sexual orientation, gender identity and expression, age, disability, or veteran status and bases all employment decisions only on valid job requirements. We are proud to be recognized for our inclusive workforce by the Corporate Equality Index for the past nine years.

If you’re interested in Steelcase, but this isn’t the right time or role, join our Talent Community to be updated on future openings in your area(s) of expertise.

Job Type
Full time

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