Who Are We?
ASTERRA is a successful Earth observation company specializing in SAR analytics and innovative technological solutions. ASTERRA’s SaaS platform provides satellite-based infrastructure intelligence to a wide range of industries. Through AI technology and geospatial expertise, ASTERRA delivers advanced monitoring solutions that empower organizations to make informed decisions and drive positive impact.
About the Job
We are seeking a Strategic Channel Manager to build and optimize our partner ecosystem in the North American water utilities and infrastructure sector, with a strong emphasis on Engineering and Consultancy (EC) firms. In this high-impact role, you will develop and execute channel strategies that drive revenue growth, deepen market penetration, and identify strategic M&A opportunities. This position demands a strong blend of strategic thinking, relationship building, and operational execution across sales, business development, and partner enablement.
In this Role, You’ll:
Channel Strategy Development
- Design and implement a partner channel strategy tailored to water utilities and infrastructure, with a focus on Engineering and Consultancy firms.
- Define key partner archetypes (e.g., VARs, system integrators, consulting partners) and develop engagement models, incentive structures, and enablement playbooks.
- Align strategy with ASTERRA’s long-term business goals and market expansion plans.
Partner Acquisition & Relationship Management
- Identify, recruit, and onboard high-potential channel partners across the US and Canada.
- Cultivate long-term relationships with executives, project leaders, and technical stakeholders in partner organizations.
- Manage the full partner lifecycle-from recruitment to performance management and strategic alignment.
- Represent ASTERRA in key negotiations with C-level stakeholders.
Joint Value Proposition & Sales Enablement
- Collaborate with partners to co-develop tailored value propositions that embed ASTERRA’s technology into their offerings.
- Conduct training sessions and provide sales tools, marketing content, and technical support to empower partners.
- Ensure partners can effectively position and sell ASTERRA’s solutions to their client base.
Pipeline Management & Sales Targets
- Build and maintain a robust partner-led sales pipeline.
- Collaborate with partners to ensure accurate forecasting and progress tracking.
- Drive revenue growth through partner channels, consistently meeting or exceeding sales targets.
M&A Alignment & Strategic Scouting
- Identify and assess strategic partners that may evolve into acquisition candidates.
- Evaluate potential targets for technical, cultural, and business fit.
- Support internal M&A teams with insights, data, and ecosystem knowledge to inform strategic decisions.
Cross-Functional Collaboration
- Work closely with internal Product, Sales, and Engineering teams to ensure partner success and alignment.
- Bring partner feedback into product development and go-to-market strategies.
- Serve as the internal voice of the partner ecosystem to influence planning and prioritization.
Market Intelligence & Reporting
- Monitor regional and industry trends in water utilities and infrastructure.
- Maintain up-to-date competitive intelligence and gap analysis.
- Deliver regular performance reports and strategic insights to leadership.
What You’ll Need:
- Bachelor’s degree in Business, Engineering, Environmental Science, or related field. An MBA is a plus.
- 7+ years of experience in channel strategy, business development, or partnerships, ideally within the water infrastructure or environmental technology sectors.
- Demonstrated success in building and managing partner ecosystems, particularly within EC firms or adjacent domains.
- Excellent negotiation and relationship management skills, especially with C-level stakeholders.
- Strong strategic thinking with the ability to align partner initiatives with business growth goals.
- Familiarity with SaaS, GIS, or satellite-based solutions is a plus.
- Exceptional communication and presentation skills.
- Willingness to travel across North America (~40-50%).
Why Join Us?
- Be part of an innovative company driving change in sustainability and infrastructure intelligence.
- Lead strategic initiatives with high visibility and business impact.
- Collaborate with a talented and mission-driven global team.
- Hybrid work model with career development and advancement opportunities.
- A comprehensive package that recognizes and rewards your contributions.