Business Development Manager – Partnerships and Channels

Job Description

At Panduit, we don’t just offer a job – we offer a career where your contributions directly impact our customers, the environment and our company’s success. You’ll have the opportunity to grow, innovate, and be a part of an inclusive team that celebrates both individual and collective achievements. If you’re ready to elevate your career and help us deliver exceptional experiences to our customers, apply today and make your mark with Panduit!

The Business Development Manager – Partnerships and Channels is responsible for developing and executing Panduit’s go-to-market strategy for Fault Managed Power Solutions (FMPS). This role focuses on building strategic partnerships with manufacturers, designers, and ecosystem players, while also developing a scalable sales channel to accelerate adoption of FMPS applications. The ideal candidate brings a wealth of prior experience in closing revenue generating partnerships by developing and maintaining channel relationships. Be Part of Panduit Ventures – Powering the Future of Fault Managed Power Solutions Panduit Ventures is the corporate entrepreneurship function of Panduit.

We launch new and innovative products that disrupt markets. We are the world’s first provider of compliant FMPS.

This role is critical to our success and growth in this exciting market. What You Will Do Market Intelligence: Conduct market research and competitive analysis to identify breakthrough opportunities and macro trends. Drive Voice of Customer initiatives to uncover deep buyer insights and emotional drivers.

Develop competitive positioning strategies that create sustainable market advantage. Strategy Formulation: Build distinctive value propositions aligned with market gaps and customer needs. Develop 5-year market strategies that drive growth objectives.

Identify and evaluate inorganic growth opportunities including acquisitions and strategic alliances. Channel Development and Partnerships: Establish strategic partnerships with manufacturers, specifiers, and integrators.

Design and optimize channel models specific to the lighting segment. Create joint solutions, marketing programs, and pilot initiatives with key partners. Develop incentive programs that motivate channel partners to drive FMPS adoption.

What You Will Bring Education: Bachelor’s degree required or relevant equivalent experience in lieu of degree. Experience: 10+ years in related role, with experience working at or selling into MEP firms, consulting engineering firms, or design-build contractors. Experience with building strategic partnerships, OEM collaboration, or solution selling.

Technical Skills: Skilled at developing and delivering technical documentation, spec packages, cut sheets, and design guides tailored to consultants and contractors. Industry Knowledge: Familiarity with construction timelines, MEP workflows, and submittal processes. Familiarity with specifiers, and channel models.

Understanding of low voltage technologies, building management systems, power infrastructure, structured cabling, or smart building technologies. Communication: Excellent communication skills, with the ability to speak to both technical and commercial stakeholders. Travel: Ability to travel up to 20%.

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