Strategic IT Channel Development Manager

At a Glance
Legrand has an exciting opportunity for a Strategic IT Channel Development Manager to join the Audio Visiual Team.  This [emote position reports to Minnetonka, MN.

The Strategic IT Channel Development Manager is responsible for developing and advancing growth strategies within the IT channel, with a focus on expanding engagement across national IT solution providers, technology resellers, and enterprise-focused partners. This role will leverage deep IT market experience to identify new business opportunities, strengthen channel alignment, and position the company’s solutions within complex technology-driven environments. 

This position will focus on building scalable programs that improve partner engagement, increase solution awareness, and create repeatable sales motions across IT-centric accounts. The individual will work closely with Strategic Accounts, Commercial Sales, Product Management, Marketing, and regional sales teams to translate national channel strategy into field-level execution and measurable revenue growth. 

This role requires a strong understanding of IT buying behaviors, reseller ecosystems, enterprise technology decision-making, and channel program development. The Strategic IT Channel Development Manager will help define partner-specific growth plans, support enablement initiatives, influence opportunity creation, and industry-facing engagements. 

Responsibilities

DUTIES AND ACCOUNTABILITIES 
• Develop and execute IT channel growth plans that expand engagement with national IT solution providers, technology resellers, and enterprise-focused partners. 
• Identify, prioritize, and pursue new partner opportunities within the IT ecosystem, including accounts with strong influence in enterprise, commercial, education, government, and technology-led buying environments. 
• Create partner-specific business plans that define growth objectives, target accounts, enablement needs, sales plays, and measurable success metrics. 
• Serve as a subject matter resource on IT channel dynamics, partner business models, and technology buying trends that impact sales strategy and account development. 
• Partner with internal sales teams to align national IT channel strategy with regional execution, opportunity development, and customer engagement plans. 
• Lead business reviews and strategic planning discussions with key IT partners to evaluate performance, pipeline, market opportunities, and areas for deeper collaboration. 
• Collaborate with Product Management, Marketing, Engineering, Customer Care, and Operations to address partner needs, support solution positioning, and improve the ease of doing business. 
• Develop and deliver channel enablement content, sales tools, training sessions, and partner-facing presentations that improve understanding of company solutions and value propositions. 
• Monitor partner pipeline, sales activity, and program performance using CRM tools and other reporting systems to identify trends, risks, and growth opportunities. 
• Support complex opportunities by helping partners connect customer requirements to appropriate solutions, internal resources, and commercial support. 
• Represent the company at IT channel events, partner meetings, trade shows, and industry forums to increase visibility and strengthen strategic relationships. 
• Provide regular updates to leadership on IT channel strategy, partner engagement, pipeline development, revenue performance, and recommended actions. 
• Assist in resolving escalated partner or customer issues by coordinating internal resources and driving timely follow-up. 
• Maintain accurate and current partner, opportunity, and activity information in Salesforce.com or other designated systems. 
• Understand workplace hazards and take steps to proactively prevent and report hazards or injuries in the workplace. Cooperate in Safety Programs, initiatives, and investigations. 
• Demonstrate our core values of Customer, People, Integrity, Teamwork, Continuous Learning & Improvement, and Empowerment & Accountability. 

Qualifications

Essential Knowledge, Skills and Abilities Required:  
• Strong knowledge of IT channel business models, reseller ecosystems, enterprise technology procurement, and partner-led sales motions. 
• Ability to build strategic relationships with senior leaders, partner stakeholders, sales teams, and technical influencers. 
• Demonstrated ability to develop channel programs, partner business plans, enablement strategies, and measurable growth initiatives. 
• Excellent verbal and written communication skills, including the ability to present complex business and technical information to executive and partner audiences. 
• Strong business acumen with the ability to analyze partner performance, pipeline, market trends, and revenue opportunities. 
• Proficient in CRM tools, sales reporting systems, Microsoft Office applications, and virtual collaboration platforms. 
• Ability to interpret customer requirements, product specifications, solution requirements, and partner program needs. 
• Highly collaborative with the ability to work across sales, marketing, product, operations, customer care, and leadership teams. 
• Motivated self-starter with strong organizational skills, attention to detail, and the ability to manage multiple priorities and initiatives simultaneously. 
• Ability to make sound recommendations and resolve business issues using judgment consistent with company standards, practices, and policies. 
• High degree of professionalism and discretion when handling confidential business, customer, and partner information. 

Minimum Education and Experience Required: 
• Bachelor’s degree in Business, Information Technology, Marketing, Sales, or a related field; equivalent combination of education and relevant experience may be considered. 
• Minimum of 10 years of experience in IT channel sales, IT solution provider engagement, technology reseller management, strategic account development, or related IT business development roles. 
• Experience developing partner programs, channel growth strategies, executive-level partner relationships, and sales enablement initiatives within an IT or technology-driven environment preferred. 

Special Job Requirements: 
• Must be able to provide for a safe home office working environment. 
• Must be available for extended or varied work hours based on partner, customer, and business needs. 
• Ability to travel as needed for partner meetings, business reviews, industry events, trade shows, and internal planning sessions. 

WORKING CONDITIONS/PHYSICAL DEMANDS 
• General office and remote work environment. 
• May require travel to customer, partner, trade show, and company locations. 
• Long-distance or air travel as needed; anticipated travel up to 50% based on business requirements. 
• Ability to occasionally lift up to 50 pounds. 
 

Salary Range: $130,000 - $150,000 

Legrand is the global specialist in electrical and digital building infrastructures. Its comprehensive offering of solutions for residential, commercial, and datacenter markets makes it a benchmark for customers worldwide.

Legrand’s Integrated AV division delivers integrated and connected technology solutions that simplify how people communicate, collaborate, and engage. By uniting the industry’s most comprehensive portfolio of audiovisual technologies, infrastructure, intelligent management platforms, and professional services, we help organizations create seamless, scalable experiences that meet today’s needs and evolve for the future.  

Legrand, North & Central America offers comprehensive medical, dental, and vision coverage, as well as distinctive benefits like a high employer 401K match, paid time off (PTO) and holiday pay, short-term and long-term disability benefit plans, above-benchmark paid maternity and parental leave, bonus opportunities in accordance with the Company’s incentive plans, paid time off to volunteer, and an active/growing Employee Resource Group network. For more information, visit legrand.us.