Global Channel Leader & EMEA Partnership Manager

About Visual Components

Visual Components is a leading technology partner to top manufacturers, system integrators, and machine builders worldwide. Our mission is to accelerate, optimize, and de-risk production system design and delivery in an industry undergoing rapid change. Our software speeds up design, testing, and optimization of production lines with unmatched precision, covering factory simulation, virtual commissioning, and offline programming. Our customers reduce time and risk in investment decisions while integrators enhance their competitive edge by delivering superior solutions faster with advanced visualization. As part of the KUKA Group, a global leader in industrial robotics, we operate on a scale few can match. Over 2,400 organizations globally rely on us, and we contribute to industrial automation advancements through partnerships with top academic and research bodies. Our headquarters are in Espoo, Finland, with offices in Germany, the US, and Japan.

Role Overview

We seek an experienced Global Channel Leader & EMEA Partnership Manager to expand our indirect sales globally and actively grow our partner business across Europe, the Middle East, and Africa. This role involves defining and executing a global channel strategy, leading the international partnership team, and establishing the structure, operational model, and partner network to make indirect sales a key growth driver. Alongside global leadership duties, you will directly manage the EMEA partner ecosystem, expanding and optimizing our reseller network and collaborating closely with KUKA to broaden commercial presence in the region. Based in Munich, you will work intimately with Visual Components’ sales teams and KUKA’s commercial divisions worldwide.

Key Responsibilities

• Develop and implement a global indirect sales and channel strategy for Visual Components.
• Lead and manage a global team of Partnership Managers, establishing priorities, targets, and workflows.
• Create a scalable channel operating model encompassing partner segmentation, recruitment, performance management, and business planning.
• Identify opportunities to increase reseller and distributor presence in strategic markets.
• Set performance indicators and continuously enhance channel network productivity and commercial results.
• Recruit, onboard, and grow the EMEA reseller and strategic partner base.
• Develop partner business plans to accelerate revenue growth.
• Forge strong executive relationships with partners and serve as their trusted advisor.
• Drive partner engagement, business development, and pipeline creation.
• Evaluate partner performance regularly and implement improvements as needed.
• Enable partners to effectively position and sell Visual Components solutions.
• Facilitate partner training on products, value propositions, competitor positioning, and sales methods.
• Support co-selling and joint business development efforts.
• Identify new customer opportunities and expand existing partnerships.
• Collaborate with Sales & Partner Enablement to build scalable programs and best practices.
• Work closely with KUKA sales leaders and regional teams to increase sales through KUKA channels.
• Build strong relationships within KUKA and explore opportunities for closer commercial cooperation.
• Support joint account planning, strategic customer pursuits, and go-to-market initiatives.
• Coordinate global partnership approaches with KUKA while directly managing the EMEA relationship.

Skills and Experience Required

• Extensive experience in channel sales and partnership leadership, ideally within fast-growing or scale-up software companies.
• Proven success in building and scaling indirect sales strategies with demonstrable revenue impact via reseller and distributor networks.
• Experience managing and developing Partnership or Channel Managers across multiple countries.
• Strong knowledge of partner segmentation, recruitment, enablement, business planning, and performance management.
• Preferably experience in industrial software, automation, robotics, or manufacturing technology sectors.
• Excellent commercial insight and ability to develop long-lasting strategic relationships.
• Strong negotiation, influencing, and interpersonal skills.
• Effective communication and presentation abilities with executive-level stakeholders.
• Capability to convert strategic goals into scalable operational models and measurable business outcomes.
• Collaborative approach and confidence working across diverse organizations and cultures.
• Fluent English proficiency; additional European languages like French or German are advantageous.
• Availability for extensive international travel.

Benefits and Perks

• Leadership position with significant influence on Visual Components' global expansion.
• Opportunity to build and scale a global indirect sales organization.
• Engagement at the intersection of industrial software, robotics, and manufacturing innovation.
• Close collaboration with Visual Components and KUKA sales teams internationally.
• Flexible working arrangements.
• Competitive remuneration package including performance bonuses.
• Professional development opportunities in commercial, strategic, and leadership domains.
• International and collaborative work environment.
• Stable, fast-growing company backed by KUKA Group.