Channel Sales Engineer

Job Description For External Posting

Every day, we get opportunities to make a positive impact – on our colleagues, partners, customers and society. Together, we’re pioneering the solutions of the future and unlocking the full potential of precious resources.

Trusted to act on initiative, we challenge conventional thinking to develop world-leading technologies that inspire progress in vital areas, including energy, food, water and shipping.

As we push forward, the innovative, open spirit that fuels our 140-year-old start-up culture and rapid growth also drives our personal growth. So, as we shape a more resourceful, less wasteful world, we build our careers too.

About the role

We are looking for a Channel Sales Engineer to support the growth and development of our indirect sales business within the Food & Water Division, based in Panama City.

In this customer-facing role, you will work closely with distributors, integrators and channel partners to strengthen commercial relationships, identify new business opportunities and support sustainable sales growth across the region.

You will collaborate with multidisciplinary teams including Sales, Marketing, Customer Support and Application teams, while helping partners increase their technical and commercial capabilities to drive Alfa Laval business.

This is a dynamic technical-commercial role where success depends on your ability to build strong relationships, proactively manage opportunities and contribute to the development of a healthy and sustainable sales pipeline.

Key responsibilities

• •Create, manage and own the Channel Plan for the assigned territory
• •Manage channel segmentation, define channel tiers and ensure benefits are delivered according to partner classification
• •Carry out the business planning process jointly with channel partners and follow up on activities and results
• •Own the relationship with channel partners and facilitate their interaction with other areas of the organization
• •Conduct customer visits, meetings and technical-commercial interactions together with channel partners
• •Support the development of commercial proposals and value-based solutions
• •Coordinate commercial and marketing activities to increase channel engagement and business opportunities
• •Analyze market insights, end-customer buying behavior and channel go-to-market strategies to support sales growth
• •Define and coordinate competence development plans for channel partners
• •Support the technical and commercial development of channel partners
• •Maintain CRM and sales tools accurately to support pipeline visibility and commercial follow-up
• •Ensure channel self-sufficiency in Product & Application knowledge and order handling processes
• •Ensure company lead management standards are followed through channels and monitor KPIs and OKRs

Who you are

• •Strong technical-commercial mindset
• •Relationship-oriented with strong networking and influencing capabilities
• •Results-oriented and proactive in developing business opportunities
• •Agile and comfortable working in dynamic commercial environments
• •Strong coordination and execution skills
• •Customer-focused with excellent communication abilities
• •Analytical mindset with the ability to interpret market and sales information
• •Motivated by building long-term commercial relationships and sustainable business growth

Requirements

• •Degree in Industrial Engineering, Mechanical Engineering, Chemical Engineering or related fields
• •3–5 years of experience in technical sales, channel sales, indirect sales or distributor management roles
• •Experience in industrial or B2B environments is highly valued
• •Previous exposure to channel management or indirect sales models is a plus
• •Experience working with commercial KPIs, pipelines and sales planning tools
• •Intermediate English level
• •Availability to travel internationally

We care about diversity, inclusion and equity in our recruitment processes. We also believe behavioral traits can provide important insights into a candidate's fit to a role. To help us achieve this we apply Pymetrics assessments, and upon application you will be invited to play the assessment games.