As a Channel Account Manager you will drive the growth of our Operational Technology (OT) solutions through established, defined reseller partners. Your primary mission is to deepen and expand OT-related sales opportunities within the reseller channel by enabling, supporting, and strategically developing our partners' OT practice.
You will collaborate closely with key resellers—building strong relationships, empowering their sales and technical teams, and ensuring alignment on OT solution strategies to maximize value for end customers in industries such as manufacturing, utilities, and critical infrastructure.
YOUR TASKS
* Manage and grow relationships with a portfolio of existing reseller partners focused on OT markets and solutions
* Identify and drive new OT-specific sales opportunities within partner-managed accounts
* Enable reseller sales and technical teams with OT product training, use case development, and go-to-market initiatives
* Develop and execute joint business plans and pipeline-building activities to grow the reseller's OT portfolio
* Serve as a trusted OT advisor to partners—helping them identify, scope, and win opportunities for industrial network monitoring, security, IIoT, automation, and related applications
* Support the full sales cycle in conjunction with resellers, including pre-sales consultation, deal structuring, and post-sales support coordination
* Track and report on OT-specific channel pipeline, partner activity, and sales metrics
* Collaborate cross-functionally with internal sales, marketing, product, and support teams to drive partner success
* Stay current on OT industry trends, partner technologies, and ecosystem opportunities to guide and influence partner growth strategies
YOUR PROFILE
MUST HAVE
* Bachelor's degree or equivalent experience (technical or engineering disciplines a plus)
3+ years' experience in channel sales, partner management, or business development—preferably with a focus on OT, industrial automation, infrastructure, or similar
* Established network or experience working with system integrators, VARs, or resellers in the OT space
* Proven track record of driving revenue growth through channel partners, particularly for industrial/OT solutions
* Strong understanding of OT environments, including key technologies and buyer personas (e.g., SCADA, PLCs, industrial networking, security)
* Exceptional relationship-building, communication, and partner enablement skills
Proficiency with CRM and channel management tools
* Self-motivated, strategic thinker able to manage multiple partner initiatives simultaneously
NICE TO HAVE
* Familiarity with relevant OT/IIoT vendors and platforms (e.g., PRTG, Siemens, Rockwell, Honeywell, Schneider Electric, etc.)
* Experience running partner enablement programs, including training and marketing campaigns
* Knowledge of OT/security standards and frameworks (such as IEC 62443, NERC CIP)
FACTS FOR YOU
* Many possibilities to further develop your individual skillset
* Innovative and creative work environment with plenty of room for new ideas
* A structured onboarding phase with experienced colleagues
* Flexible working hours and a family-friendly environment
* Permanent employment contract at our headquarters in Nuremberg
* A great working atmosphere in an enthusiastic international team with flat hierarchies
* Subsidized germany-wide jobticket for public and regional transportation, bike leasing, bicycle cellar (incl. showers) and sufficient parking spaces
* We actively support your health by funding membership of the Urban Sports Club
* Paessler is a fast-growing midsized company that has been in the market for 20 years. The company is focused on long-term goals and is currently comprised of 350 employees
INTERESTED?
Your contact person for this great jobs is Annalena Klein.
And at the end, a very important note:
For us, diversity is more than just a word — it's a commitment. Our job posts are geared towards all people, regardless of their gender, sexual orientation, background, faith, or physical abilities. We value diversity and strive to create a work environment that prioritizes equal opportunities and inclusion. In line with this objective, please note that candidates with severe disabilities will be given preferential consideration over applicants with equal qualifications. At Paessler, we're determined to break down barriers and provide everyone with the chance to develop their full potential. Please feel free to let us know if you believe there are ways we can improve the wording of our jobs posts or our overall recruitment approach. Let's work together to create a more colorful and inclusive corporate culture