Channel Partners Manager

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:

Local Division Sales Manager, Sweden

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Your Role and Responsibilities

This position is available in Sweden to drive Indirect Sales (Channel Business) within ABB Process Automation’s Energy Industry and Process Industry businesses. You will be responsible for developing new partners as well as growing existing partners in the areas of Process Automation. Our partners include System Integrators, Distributors, Value Added Reps, Pannel Builders, and Installers. You will expand and refine partner business plans to drive orders for ABB Solutions and Service business within Sweden, utilising framework of the Global Partner Program.

You will leverage technical knowledge and sales experience to add new partners that can support opportunities across a range of industry segments. In parallel, you will use existing business plans with current partners to grow sales in pre-defined markets, continuously monitoring performance against agreed KPIs. You will effectively refine and implement channel sales strategy to improve ABB market penetration and realise growth aspirations for channels.

Main Accountabilities

Strategy

• Implement agreed channel sales strategy and deliver Order Volume & Profitability targets.
• Drive identification of appropriate channels and targets.
• Direct Line management responsibility of local Channel Sales team, ensuring that it is properly organised, staffed, skilled and directed. Coach, motivate and develop direct and indirect subordinates within HR policies.

Targets

• Full accountability of Local Channel Sales targets.
• Compile and manage 5 Quarter Rolling Forecasts.
• Develop longer term targets to grow channel sales and expand ABB’s portfolio beyond 2025. Work with ABB’s subject matter experts to help create opportunities in white spots.
• Create and implement detailed business plans, with regular follow-up.
• Mid-year and Annual reviews with Partners to ensure they are meeting Targets.

Negotiations

• Lead local sales negotiations, project pursuits and pricing agreements.
• Guide creation of offers and proposals for channel partners.
• Adhere strictly to local policies and procedures related to Full Cost Models, Risk Reviews, and approval procedures.
• Deliver profitable volume growth by working with partners to put together well-defined pursuit strategies.
• Build up local market pricing intelligence to refine project pursuits.

Partners

• Identify and evaluate channel partners (per agreed ABB policies and standards)
• Regularly report progress against channel strategy, plans, and budgets.
• Build and manage pipeline of opportunities in conjunction with partners with short, medium and long term horizons. Ensure quarterly targets are supported by robust committed and targeted prospects.
• Conduct analysis of channel activity and take ownership of solving problems.

Marketing

• Collaborate with the Marketing team and execute those activities that require channel partner participation.
• Active participation in and coordination of global and local Partner Conferences.
• Implement planned communication, promotion, and training activities in channel/segment.
• Participate in local trade shows and industry events to raise ABB’s profile in target segments.

Channel management support

• Drive and support evaluation/certification and training of channel partners.
• Utilise Global Channel Support functions for onboarding, bids and proposals, technical support, and other associated activities.

Qualifications for the Role

• Degree in Engineering (or equivalent area of study or experience); MBA is a plus; alternative areas of study can be offset by practical experience.
• 10+ years sales management experience in Industrial Automation. Experience of managing channels highly preferable.
• Advanced problem solving and management skills.
• Fluency in Swedish and English
• Personal leadership with high accountability, results orientation, and ability to work in indirect and virtual teams.
• Team player with outstanding communication and presentation skills
• Experience of working with all levels of customers, including executives, management, and engineers.
• Valid Driver License.
• Ability to travel 25-50% of the time.

What’s in it for you?

We empower you to take initiative, challenge ideas, and lead with confidence. You’ll grow through meaningful work, continuous learning, and support that’s tailored to your goals. Every idea you share and every action you take contributes to something bigger.

More about us

We look forward to reading your application in PDF format. Please note that the interview process is ongoing, apply now to secure your spot in the recruitment process!

Please note that to be eligible for employment at ABB Sweden, you will need to pass our pre-employment screening steps. This includes a reference check, a drug test, and could also include an extended background check.

We kindly decline direct contact with staffing and recruitment agencies as well as sellers of additional job advertisements.

Join us. Be part of the team where progress happens, industries transform, and your work shapes the world. Run What Runs the World.

Hiring Manager Pedro Patacao, +47 46 62 54. Union representatives - Sveriges Ingenjörer: Amanda Törn, +47 46 62 54 33; Ledarna: Lenny Larsson +46 706 32 85 47; Unionen: Tony H Johansson, +46 730 66 99 06. All other questions can be directed to Talent Partner Sara Vestin, +46 724 64 46 88.

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