Director of Indirect Channels & OEM Partnerships

About the role

Dover Imaging & Identification (DII) is a segment of Dover Corporation that includes the following brands: Markem-Imaje, Blue Bite, Solaris Laser, Systech, MS Printing Solutions and JK Group. We design, manufacture and deliver industrial equipment, consumables, software and services solutions for the marking & coding, consumer engagement, product traceability, authentication, and digital textile printing markets.

With more than 40 offices and over 3,000 employees worldwide, DII has a presence in +28 countries and offers numerous job opportunities globally. If you're looking for an international, multidisciplinary and collaborative environment that offers a world of opportunities, come join us at DII.

Responsibilities

• Strategic Channel Architecture & Network Development
• Formulate and execute a multi-year indirect commercial roadmap that expands market coverage while strictly mitigating channel conflict with direct sales territories.
• Identify, recruit, negotiate, onboard, and manage distributors, integrators, and OEM partners. Program strategies will be focused on market expansion and leveraging M-I equipment to drive unit sales
• Lead formal, tiered partner programs with explicit volume commitments, stocking levels, and Markem-Imaje systems utilization to grow market share in authorized markets.
• Manage field Channel and OEM sales team responsible for driving local market strategies through account portfolio management, annual planning, and quarterly business reviews
• OEM Strategic Account Management & Technical Integration
• Lead executive-level relationship development with major machine builders, packagers, and original equipment manufacturers who embed or integrate our equipment and software into their turnkey systems.
• Collaborate closely with Product Management and Engineering to develop value add products, white-label frameworks, and customized API/software integration protocols.
• Drive multi-year design wins, securing long-term specifications within OEM product lines to guarantee predictable recurring equipment and consumables demand.
• Full-Portfolio Monetization
• Ensure channel and OEM partners are equipped and contractually motivated to sell the complete product portfolio, moving beyond one-off machinery transactions to capture aftermarket service contracts and genuine consumables streams.
• Partner Enablement, Governance & Conflict Management
• Institute a robust partner deal-registration architecture within the centralized CRM/PRM to protect partner-originated demand and eliminate territorial overlap with regional Account Managers.
• Build technical and commercial certification programs in partnership with Commercial Operations, ensuring indirect partners uphold our brand standards in deployment and support.

Qualifications

• Education: Bachelor’s degree in Business, Engineering, Marketing, or a related technical/commercial discipline; MBA or advanced degree preferred.
• Experience: 10+ years of progressive commercial sales leadership in mature B2B industrial manufacturing, capital equipment, packaging automation, or engineered systems. Proven people management, team building, and employee empowerment skills
• Portfolio Selling: Proven track record of successfully monetizing blended business models (hardware/equipment, proprietary consumables/spares, and integrated industrial software). Effective verbal communication skills (in-person, conference calls, presentations) and business writing proficiency (transactional – emails; informational - call reports, meeting minutes; persuasive - customer proposals).
• Contracting & Negotiation: Expert mastery of partner agreements, OEM master supply contracts, IP licensing, and rebate/discount structures. Adept at marshalling internal resources across engineering, field service, marketing, and legal without direct authority.
• Systems Fluency: Proficiency with enterprise CRM systems, PRM (Partner Relationship Management) platforms, and pipeline analytics governance. Experience in forecasting sales area revenue on a weekly basis.
• Willingness and ability to travel to customer sites and other company locations. 30-50% travel.

The right candidate if you are aligned to our values and culture

• Collaborative entrepreneurial spirit
• Winning through customers
• High ethical standards, openness and trust
• Expectations for results
• Respect and value people

Additional information

We consider several job-related, non-discriminatory factors when determining the pay rate for a position, including, but not limited to, the position’s responsibilities, a candidate’s work experience, a candidate’s education/training, the position’s location, and the key skills needed for the position. Pay is one of the Total Rewards that we provide to compensate and recognize employees for their work.