Channel Manager - ENCA

Job description

At ABB, we help industries run leaner and cleaner—and every person here makes that happen. You’ll be empowered to lead, supported to grow, and proud of the impact we create together. Join us and help run what runs the world. This position reports to: Regional Partner Business Director - MEA __ In this role, you will have the opportunity to develop and drive a highly effective sales channel strategy for the ENCA market (Egypt, North & Central Africa) to improve ABB’s market penetration and achieve its growth aspirations. Each day, you will plan and ensure the execution of ABB Automation Energy Industries Channel sales strategy to achieve both qualitative and quantitative targets for the assigned channel in a profitable way with a focus on orders, revenues, growth, margin, market share, sales productivity, and customer satisfaction. The work model for the role is: #hybrid #hybrid-Li This role is contributing to the Automation (Solution & Service) and Digital applications in ENCA Region. The role is reporting to the Regional Partner Business Director – IMEA in Dubai. Main stakeholders are Regional Partner Business Director (IMEA), ENCA country sales teams, channel partners/system integrators, key customers, and ABB global functions (sales, marketing, finance, supply chain, and compliance). Key Responsibilities: Defining, implementing & driving the ENCA channel sales strategy aligned with overall sales and marketing goals Setting and tracking key performance targets including volume, margin, pricing, and product mix for channel partners Developing and executing business plans with regular performance reviews and forecasting Identifying, evaluating, and authorizing channel partners in coordination with sales management Driving partner enablement across pre-sales and post-sales activities to support execution excellence Managing channel communication, promotion, training, and development programs to strengthen partner capability Ensuring compliance with ABB policies, channel governance, ethics, safety, and regulatory requirements Monitoring risks related to contracts, pricing, and channel agreements to protect business performance and integrity Coaching, developing, and organizing the channel sales team while fostering cross-functional collaboration Building strategic relationships with key partners, customers, and internal stakeholders to support growth You will join a dynamic, high-performing team, where you will be able to thrive. Qualifications: You are immersed in channel sales strategy, partner management, and industrial automation & digital solutions within the ENCA and broader industrial automation market Ability to demonstrate your experience in commercial, sales, and channel management with at least 10+ years of experience in adjacent industries, including 5+ years managing Partners/System Integrators in Industrial Automation Possess an enhanced knowledge of Process Control Systems (DCS/PLC) and Level-3 digital applications in industrial environments You are passionate about commercial excellence, stakeholder influencing, negotiation, and building strong long-term partner ecosystems Degree in Engineering (Electrical, Electronics, or Mechatronics), with an MBA preferred and proven track record in channel management for automation and digital software You are at ease communicating in English and Arabic, with French considered a strong advantage You have established skills in understanding market demand, customer budgeting processes, and purchasing behaviors in industrial segments You are highly adept in commercial terms, legal frameworks, and risk mitigation in partner and customer agreements You enjoy working with cross-functional collaboration, sales execution frameworks, and structured partner enablement methodologies within the industrial automation sector What's in it for you? We give you the space and support to grow, and the chance to make a difference. Whether you're solving problems, building something new, or helping others succeed, your impact is real. You’ll be part of a team that values your voice and celebrates your progress. Join us. Be part of the team where progress happens, industries transform, and your work shapes the world. Run What Runs the World. #ABBCareers #RunwithABB #Runwhatrunstheworld Building a cleaner, smarter future takes all kinds of minds: the curious, the courageous, and the creative. That's why we welcome people from all backgrounds and experiences. Ready to make an impact? Apply today or visit https://www.abb.com to learn more about the impact of our solutions across the globe.