Channel Specialist

At ABB, we help industries outrun - leaner and cleaner. Here, progress is an expectation - for you, your team, and the world. As a global market leader, we'll give you what you need to make it happen. It won't always be easy, growing takes grit. But at ABB, you'll never run alone. Run what runs the world.

This role sits within ABB's Robotics business, a leading global robotics company. We're entering an exciting new chapter as we've announced the plan for SoftBank Group to acquire ABB Robotics. SoftBank is a globally recognized technology group and investor/operator focused on AI, robotics, and next-generation computing. By joining us now, you'll be part of a pioneering team shaping the future of robotics-working alongside world-class experts in a fast-moving, innovation-driven environment.

This Position reports to:

In this role, you will have the opportunity to implement the defined channel sales strategy in specified market scope (global/regional) in an effective manner to improve ABB's market penetration and achieve its growth aspirations in the assigned channel. Each day, you will execute channel sales strategies and initiatives within the assigned market, 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. You will also showcase your expertise by acting as a critical contributor to the sales customer base growth for the assigned channel.

The work model for the role is hybrid. #LI-hybrid

Your role and responsibilities

In this role, you will implement the defined channel sales strategy within the collaborative robotics (cobot) ecosystem to strengthen ABB's market position and drive sustainable growth. You will contribute to expanding our partner network while ensuring profitable business development across your assigned market.

• Implementing the agreed channel sales strategy within the approved budget.

• Contributing to the identification of appropriate channels and target segments.

• Providing channel strategy input to the Sales team and helping to harmonize market sales and marketing plans.

• Contributing to the achievement of key targets (e.g., volume, pricing, mix) for the assigned channel in the specified market.

• Creating detailed business plans and implementing them with regular follow-ups.

• Contributing to sales negotiations and negotiating framework agreements.

• Creating offers and proposals for channel partners in line with broader sales strategies.

• Regularly reporting on the progress of channel strategies, plans, and budgets.

• Conducting analyses of channel activities and taking ownership of resolving identified issues.

• Implementing planned communication, promotion, and training activities within the channel/segment.

• Supporting the evaluation, certification, and training of channel partners.

• Identifying and evaluating channel partners in accordance with ABB policies and standards (including cybersecurity), in coordination with the Channel or Sales Manager.

Qualifications for the role

• Proven experience in sales, channel management, or business development, ideally in an industrial or technology-driven environment

• Strong expertise in developing, managing, and expanding partner/channel networks

• Demonstrated ability to implement sales strategies and achieve measurable business targets

• Solid analytical skills with experience in evaluating performance metrics and using CRM/sales tools

• Excellent communication and negotiation skills in an international business environment

• Strong sales-driven mindset with outstanding interpersonal skills, including relationship building and influencing stakeholders

• High level of resilience, proactivity, and results orientation, combined with a customer-focused and entrepreneurial mindset

• Fluent in English and German (both written and spoken)

What's in it for you

• Flexible work model (hybrid/remote within Germany)

• Competitive compensation and performance-based incentives

• Career development opportunities in a global technology leader

• Inclusive and collaborative team culture

• Access to cutting-edge robotics and automation technologies

More about us

ABB Robotics & Discrete Automation is a pioneer in robotics, machine automation, and digital services, providing innovative solutions for a wide range of industries-from automotive to electronics and logistics. Our collaborative robotics (cobots) portfolio enables safer, more flexible, and efficient human-machine interaction.

ABB operates in over 100 countries and is committed to driving industrial transformation for a more productive and sustainable future.

We value people from different backgrounds. Could this be your story? Apply today or visit www.abb.com to read more about us and learn about the impact of our solutions across the globe.