NEWCASTLE IS THRIVING. COME GROW WITH US.

The Senior Channel Director will spearhead Newcastle Systems' channel strategy, advancing innovative sales methodologies and fostering high-impact relationships across regions. This critical leadership role will drive Newcastle’s growth by building a high-performing channel ecosystem and equipping partners to deliver market-relevant, comprehensive solutions.

Key Responsibilities Include:

Channel Leadership

• Lead, mentor, and inspire a diverse channel sales team, fostering collaboration and a high performance culture.
• Drive the adoption of innovative, process-driven, and financially relevant sales techniques globally.
• Enhance brand visibility through impactful co-marketing initiatives.

Channel Partner Enablement

• Empower channel partners with training, programs, and resources to position Newcastle as the vendor of choice.
• Integrate Newcastle’s product portfolio into tailored partner solutions for regional markets.
• Facilitate cross-selling opportunities and account mapping between Newcastle and channel sellers.

Ecosystem Development

• Build and nurture a robust channel ecosystem, encompassing distributors, resellers, system integrators, software providers, and industry-specific consultants.
• Identify and onboard strategic partners in key regions to expand Newcastle’s market footprint.

Strategic Business Planning

• Develop and execute strategic plans that solidify Newcastle’s leadership in competitive markets.
• Align channel initiatives with Newcastle’s global business objectives and regional market dynamics.

Future Leadership Development

• Mentor and coach emerging channel leaders to foster talent growth within Newcastle.
• Implement a succession plan to ensure the sustainability of Newcastle’s global channel strategy.

OEM Business Development

• Leverage market insights to identify high-potential OEM partners aligned with Newcastle’s growth strategy.
• Create training programs to equip OEM partners with the tools to promote Newcastle’s solutions effectively.
• Collaborate with OEM partners to integrate Newcastle’s technology into their offerings, ensuring seamless deployment and added value.
• Develop targeted sales strategies addressing OEM-specific challenges, like cost efficiency, customization, and scalability.

Qualifications:

Core Competencies

• Channel Expertise: Proven track record in building and sustaining impactful partnerships.
• Strategic Insight: Deep understanding of market trends, customer behaviors, and competitive dynamics.
• Sales Leadership: Demonstrated success in managing teams, driving revenue growth, and implementing recurring revenue models.
• Business Acumen: Strong skills in channel management, strategic planning, and financial modeling to enhance profitability and market positioning.
• Performance Monitoring: Ability to assess channel health, evaluate partner performance, and address challenges proactively.
• Product Knowledge: Comprehensive understanding of Newcastle’s product portfolio and application across industries.

Requirements

• Bachelor’s degree
• 10+ years of channel sales experience with a proven record of growth achievements. Preference given to AIDC, Material Handling, MRO Products, Automation Technology, IT Products
• Exceptional interpersonal and communication skills, capable of engaging stakeholders at all levels.
• Proficiency in CRM systems and analytics to drive data-informed decisions.
• Willingness to travel (80% domestic focus, 20% international).

Reporting directly to the VP of Sales, the Senior Channel Director is instrumental in shaping and executing Newcastle’s global channel strategy. Success in this role will position Newcastle as a global leader, delivering sustained growth and channel excellence.

The Strategic Account Manager (Adjacent Markets) is a key revenue-producing role focused on driving growth in emerging or underdeveloped markets. This position requires a proactive and strategic sales leader to develop and execute comprehensive sales strategies, manage complex accounts, and establish Newcastle as a trusted partner within adjacent industries. The role emphasizes long-term customer relationships, consultative selling, and delivering tailored solutions to meet unique client needs.

Responsibilities:

• Strategic Planning:
  • Analyze market trends to identify potential opportunities in adjacent markets.
  • Develop and implement sales strategies aligned with company goals to capture and grow market share.
  • Forecast sales and revenue potential within new industries, contributing to strategic growth initiatives.
  • Creating Ideal Customer Profiles within the adjacent vertical markets
  • Work closely with VP Marketing for vertical targeted marketing efforts like account-based marketing (ABM)
• Account Management:
  • Manage relationships with key decision-makers and influencers across multiple levels within target accounts.
  • Serve as the primary point of contact for strategic accounts, ensuring customer satisfaction and loyalty.
  • Navigate complex sales cycles and structure deals that deliver both customer value and profitability for Newcastle.
  • Penetrating Select Customers and Targets within defined markets
• Consultative Selling and Relationship Building:
  • Conduct in-depth needs assessments to understand customer challenges and opportunities.
  • Present tailored solutions that address customer needs while positioning Newcastle as a trusted advisor.
  • Foster strong, trust-based relationships with customers to enable long-term partnerships.
• Data-Driven Sales Execution:
  • Leverage CRM tools to track sales activities, manage pipelines, and analyze customer data to inform decision-making.
  • Provide regular updates on sales performance, market trends, and account insights to senior leadership.
• Market and Product Expertise:
  • Develop an intimate understanding of customer industries, financials, and business drivers.
  • Stay informed about Newcastle’s product offerings to position solutions effectively against competitors.
• Leverage Channel Partners:
  • • Optimize Newcastle’s partner ecosystem of distribution, resellers, hardware and software providers, and consultants

Key Metrics of Success:

• Achievement of revenue and margin targets for strategic accounts.
• Establishment of Newcastle as a strategic partner within adjacent industries.
• Growth of individual quota and contribution to long-term company objectives.
• Success in onboarding new customers and driving recurring revenue opportunities.

Requirements:

• Sales Skills: Proven ability to develop and adapt advanced sales strategies for complex customer needs. You are a hunter and a pathfinder who can grow the company’s top line by providing net new revenue. You have the skill to meander both vertically and horizontally across an organization looking for opportunities that provide win-win scenarios.
• Business Acumen: Strong financial and operational understanding to create and present comprehensive business solutions.   You can create value for your customers by showcasing a significant business impact and ROI. You have demonstrated major wins that involve a large business realizing significant value from concept to installation.
• Market Knowledge: Deep familiarity with industry trends, customer positioning, and competitive landscapes. Some experience in retail, airlines, automotive, hospitality, law enforcement, higher education, and government is a plus.
• Account Management: Experience working with multiple stakeholders, including decision-makers and influencers, to close high-value deals. You know how to manage a large entity by leveraging multiple relationships.
• Project Complexity: Proficiency in managing moderately complex sales cycles with significant strategic implications.

Qualifications:

• Bachelor’s degree or equivalent professional experience.
• 5–8 years of experience in strategic account management, sales, or business development.
• Demonstrated track record of uncovering and capturing new market opportunities, resulting in measurable revenue growth.
• Expertise in leveraging advanced sales techniques and CRM tools to drive customer engagement and optimize sales processes.
• Strong communication and presentation skills with the ability to build trust and influence across diverse stakeholders.

This role reports directly to the VP of Sales and offers an exciting opportunity to shape Newcastle’s future by unlocking growth potential in adjacent markets.