Sales Manager - Energy & Process Systems, VAR
Valmet · Houston, TX
- On site
- Full-time
- $120,000 / year
- Houston, TX
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Job highlights
- Manage and grow partner business in Americas.
- Identify and onboard new channel partners.
- Collaborate with partners on sales opportunities.
- Support partner project execution and delivery.
- Drive sustainable growth of automation solutions.
About the role
Partner Manager Energy Process Systems
Valmet is seeking a Partner Manager to develop and grow its partner business in the Americas. This role focuses on expanding our partner ecosystem to drive sustainable growth of Valmet’s automation and digital solutions. If you have a strong interest in industrial automation and partner-driven business growth, and are motivated by building new relationships and enabling partners to succeed, this is the role for you.
Key Responsibilities
- Identify, evaluate, and engage new VARs, system integrators, distributors, and agents aligned with Valmet’s growth strategy in the Americas.
- Develop and manage relationships with selected existing partners, acting as their primary commercial and development interface.
- Lead partner onboarding and enablement, including sales and solution training, go-to-market planning, and support for initial projects and references.
- Work jointly with partners on sales opportunities, supporting early opportunity identification, solution definition and positioning, and customer engagement and proposal development.
- Support partners during project execution in cooperation with Valmet delivery, engineering, and product teams.
- Conduct market and industry analysis to identify growth opportunities for partner-led business.
- Ensure alignment with global partner frameworks, processes, tools, and governance.
- Act as a bridge between partners and Valmet’s internal stakeholders (sales, product management, engineering, and services).
- Travel within the Americas region as required to meet partners and customers.
Scope Of Business
Valmet’s partner business in Energy & Process Systems focuses on sales and delivery of Valmet DNA & DNAe Distributed Control Systems, control, optimization, and information management solutions, asset performance and digital solutions, and automation lifecycle services. Target industries include energy, process, and related industrial segments.
Requirements
- Bachelor’s or Master’s degree in automation, electrical engineering, energy, process engineering, or a related technical field.
- Experience in automation, DCS, control systems, or instrumentation.
- Exposure to partner business, indirect channel sales, system integrators, VARs, or distributors.
- Experience working with customers or partners in energy and/or process industries.
- Understanding of industrial sales cycles and solution-based selling.
- Ability to work effectively in a matrix and international organization.
- Willingness to travel regionally.
- Experience with Valmet DNA or similar DCS platforms is an advantage but not a requirement.
Personal Attributes
- Strong hunter mentality with the drive to open new doors and create opportunities through partners.
- Energized by building relationships from scratch and expanding partner presence in new accounts and industries.
- Persistent, proactive, and comfortable initiating conversations with senior partner and customer stakeholders.
- Strong interest in partners’ business models, with the business acumen to tailor Valmet’s engagement approach.
- Commercially minded, with a clear focus on winning business while safeguarding profitability.
- Collaborative team player who builds trust quickly with partners and internal stakeholders.
- Confident communicator, able to influence without authority across organizations and cultures.
We Offer
A challenging work environment that values innovation and suits development-minded people. Includes a generous wage and benefits package that includes a company-funded registered pension plan. Note: This is a remote position!
Key skills/competency
- Partner Management
- Sales Enablement
- Channel Sales
- Business Development
- Industrial Automation
- DCS Systems
- Relationship Building
- Go-to-Market Strategy
- Sales Collaboration
- Market Analysis
Skills & topics
- Partner Manager
- Sales
- Channel Sales
- Business Development
- Industrial Automation
- DCS
- Control Systems
- Energy Industry
- Process Industry
- Americas Sales
- Remote
- Valmet
How to get hired
- Tailor your resume: Highlight experience in partner management, channel sales, and industrial automation, using keywords from the job description.
- Craft a compelling cover letter: Emphasize your hunter mentality, relationship-building skills, and understanding of partner business models.
- Showcase technical and commercial acumen: Prepare examples of successful sales cycles, solution selling, and working in matrix organizations.
- Demonstrate collaborative spirit: Be ready to discuss how you build trust and influence stakeholders without direct authority.
- Research Valmet's values: Understand their focus on technology, services, sustainability, and teamwork to align your application.
Technical preparation
Study Valmet's automation and digital solutions.,Understand DCS, control systems, and instrumentation.,Learn about industrial sales cycles.,Familiarize with Valmet DNA or similar platforms.
Behavioral questions
Describe a time you built a partner relationship.,How do you identify and engage new partners?,Share an experience influencing without authority.,How do you handle challenging customer situations?
Frequently asked questions
- What is the primary focus of the Partner Manager role at Valmet?
- The primary focus of the Partner Manager role at Valmet is to develop and grow the company's partner business in the Americas, specifically within the Energy & Process Systems division, by expanding the partner ecosystem and driving sales of automation and digital solutions.
- What kind of partners will the Partner Manager work with at Valmet?
- The Partner Manager will work with a variety of partners including Value-Added Resellers (VARs), system integrators, distributors, and agents to expand Valmet's reach and sales of its automation and digital solutions.
- What level of technical expertise is required for the Partner Manager position?
- A Bachelor's or Master's degree in a relevant technical field such as automation, electrical engineering, or process engineering is preferred. Experience in automation, DCS, control systems, or instrumentation is also highly valued.
- Is this a remote position and where is it based?
- Yes, this is a remote position based in the Americas, with a preference for candidates located in the United States. Travel within the Americas region is required.
- What are the key personal attributes Valmet looks for in a Partner Manager?
- Valmet seeks individuals with a strong hunter mentality, persistence, proactivity, business acumen, a collaborative spirit, and strong communication skills. A passion for building relationships and driving partner success is essential.
- What specific Valmet products or solutions will the Partner Manager be focused on?
- The Partner Manager will focus on Valmet's partner business in Energy & Process Systems, which includes Valmet DNA & DNAe Distributed Control Systems, control and optimization solutions, asset performance and digital solutions, and automation lifecycle services.
- What is the reporting structure for the Partner Manager at Valmet?
- The Partner Manager will report into the Americas Sales organization and will work in close cooperation with the Global Partner Management team to ensure alignment.
- Does Valmet offer specific training for this role?
- Yes, a key part of the Partner Manager's role involves leading partner onboarding and enablement, which includes sales and solution training, ensuring partners are well-equipped to sell and deliver Valmet's offerings.
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