Regional Channel Manager(Robotics,Shanghai)

TERADYNE, where experience meets innovation and driving excellence in every connection. We are fueled by creativity and diversity of thought and in our workforce. Our employees are supported to innovate and learn something new every day.

We cultivate a culture of inclusion for all employees that respects their individual strengths, views, and experiences. We believe that our differences enable us to be a better team – one that makes better decisions, drives innovation and delivers better business results.

Opportunity Overview

1. Channel Strategy & Network Development

• Design and execute a national channel and distribution strategy for China, aligned with Teradyne Robotics’ commercial objectives, industry priorities, and global channel principles.
• Drive partner landscape mapping and segmentation, assessing coverage, capability, industry focus, and capacity to continuously optimize the channel network and territory design.
• Identify, recruit, onboard, and develop distributors, system integrators and OEMs to strengthen coverage in high‑potential regions and emerging automation segments.
• Implement and manage a tiered channel framework, ensuring clarity on performance expectations, resource requirements, enablement standards, and partner progression.
• Lead territory optimization and network alignment to ensure balanced coverage, market fairness, customer accessibility, and sustainable partner economics.

2. Partner Performance & Revenue Growth

• Define annual and quarterly revenue, growth, and performance targets for channel partners, and monitor execution through CRM, dashboards, and structured performance reviews.
• Organize Joint Business Planning (JBP) and Quarterly Business Reviews (QBRs) with partners and regional sales teams, ensuring consistent data, clear accountability, and strategic focus.
• Develop, maintain, and continuously improve QBR templates, performance dashboards, and reporting content, ensuring data consistency, transparency, and actionable insights.
• Conduct gap analyses on partner performance, coverage, and capability, translating insights into concrete actions such as enablement plans, network adjustments, or revenue acceleration programs.
• Design and execute revenue gap‑closure initiatives, vertical campaigns, and co‑branded programs with priority partners.
• Manage the partner lifecycle, including performance improvement plans and disciplinary actions for underperforming partners when required.

3. Channel Enablement & Engagement

• Support the rollout and local implementation of Partner Programs in China, ensuring alignment with global frameworks while adapting to local market needs and execution realities.
• Coordinate structured information flow to partners, including program updates, incentives, policies, documentation, communication toolkits, and recurring performance reports.
• Champion partner enablement through training, certification, and technical readiness programs (UR/MiR Academy and related platforms), tracking adoption and capability development.
• Define, monitor, and evolve KPIs for partner programs, enablement initiatives, and channel health.
• Own and manage partner performance reporting, including dashboard development, data quality improvement, and automation where applicable.
• Develop, standardize, and continuously improve partner management processes and standard work (cadence, templates, governance, operating rhythm) to ensure operational consistency, scalability, and execution discipline across China.

4. Cross-Functional & Strategic Leadership

• Act as the central point of contact for partner‑related topics across China Sales, Sales Support, Marketing, Operations, and global/HQ channel teams.
• Work cross‑functionally with Sales, Applications, Service, Product, Marketing, and Operations to align field execution with channel partner objectives.
• Serve as the internal advocate for channel partners, ensuring partner feedback informs pricing, product roadmap, marketing programs, and go‑to‑market strategy.
• Support partner contract and agreement management processes, including onboarding documentation, renewals, compliance alignment, and coordination with legal, finance, and operations teams.
• Support strategic customer pursuits and complex automation projects requiring joint engagements.
• Lead and organize Partner Activities/ Annual Partner Events, covering business performance, product updates, partner programs, best‑practice sharing, and strategic alignment.

All About You

We seek individuals who share our passion and determination. Our commitment to customer success drives us to go the extra mile. If you’re ready to join us in this mission, take a closer look at the minimum criteria for the position.

Basic Qualifications

• Strong business acumen and understanding of partner/channel dynamics across various partner types (Distribution, OEM, Ecosystem, System Integrators) and comes with +5 years of experience

• Proven ability to connect incentives and programs to commercial outcomes 

• Experience in multi-country, multinational environments 

• Multilingual preferred (English required) 

• Self-starter with a drive to win and improve, not afraid to challenge or lead 

• Comfortable communicating and influencing at all levels, internally and externally 

• Ability to design and refine processes that scale across regions 

• Strategic thinker with a hands-on mentality, detail-focused and execution-oriented 

• Fluent in data analytics and KPI development to drive insights and accountability

Benefits: 

Teradyne offers a variety of robust health and well-being benefit programs, including medical, life and disability insurance, paid vacation & holidays, tuition assistance programs, and more.  

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