Channel Manager - Technical Global Sales

About RBR

Since 1973, RBR has been designing and manufacturing oceanographic instruments in Ottawa, Ontario to measure our blue planet. The effects of climate change are being seen from the ocean’s abyss to the polar ice caps and our sensors quantify this change to support better analysis, improved planning, and more effective mitigation strategies. Our instruments measure water parameters in some of the harshest environments on the planet! They are mounted on underwater drones, dropped out of planes, and sent to the bottom of the ocean – sometimes for years at a time – all in an effort to get precise and accurate data to support climate research! We have been fortunate to be able to partner with some of the world's leaders in the field of ocean science, like Fisheries and Oceans Canada, The Scripps Institution of Oceanography, The Woods Hole Oceanographic Institution, The Norwegian Polar Institute, and The British Antarctic Survey, just to name a few!

RBR sells its products globally. Either via direct offices or via a vetted and well-trained network of agent representatives around the world who are passionate about ocean science and water quality. RBR works very closely with these agents to ensure our global customers receive consistent and exceptional customer service, sales, and support in every country.

At RBR, our people care about the environment, our community, their work, and - of course - each other! We value curiosity, experimentation, and doing the right thing, and while we do some serious work to support world-changing science, we don’t take ourselves too seriously – we like to let our hair down and cut loose too!

About the role

Are you a dynamic, critical thinker with strong technical and people management skills? Do you understand the business needs of our end customers, global agents, and partners? If so, you might be the person we're looking for. In this role, you will lead our global agents to successful projects with our products and best practices. You’ll listen actively, drive conversations, and aim to close deals successfully. You're highly technical, humble yet confident, personable and trusting, competitive and respectful, and everything that you do in the run of a day helps you get closer to reaching your targets and those of your customers and partners.

What you'll do

• Manage the global RBR network of agents, directly assisting them in driving sales pipelines from leads to purchase orders to customer success
• Report to and work with the Sales Director to develop strategies and initiatives with key agents and representatives around the globe
• Travel globally with key agents and visit their customers to keep them informed and educated on our products and value proposition
• Train agents on RBR technology, application areas, values, and selling tools
• Develop and manage annual sales targets and activity plans with agents around the globe
• Develop and manage monthly, quarterly, and annual agent activities that help and encourage them to engage customers and develop new sales opportunities
• Develop exclusive and non-exclusive agent strategies to grow new regions and markets
• Assist agents with technical sales processes to improve win rates on large and/or competitive opportunities
• Attain and maintain a high degree of technical knowledge on RBR products, technology, applications, competitors, and industry trends
• Track sales opportunities (leads, deal registrations, quotes, etc.) and drive partners’ revenue generation activities
• Manage partner contracts and agreements
• Partner with the marketing team to execute channel marketing and regional-specific programs and events
• Represent the RBR brand at conferences, trade shows, and workshops throughout the region
• Strive to meet as many customers as possible, reinforcing the RBR brand through consistent and impactful interactions
• Engage in respectful and productive debates with customers and agents to foster decisions that lead to successful oceanographic deployments
• Work collaboratively with Sales, Support, Marketing, Operations, R&D, and Finance to deliver a 10/10 customer experience for every deal

What you bring

• 7+ years of technical sales experience, preferably in an Oceanographic or Marine Geophysics environment
• 4+ years of international/remote agent management experience
• Bachelor's or higher degree in science or engineering, or equivalent experience
• Experience working directly with academic researchers, institutes, government agencies, and private technical entities
• Experience working both directly with the end customers and through local authorized agents
• A sense of urgency, passion, and charisma
• A desire to always find a better way for the customers and for RBR
• The ability to travel globally 25% of the time

Current perks at RBR

🌴 20 days of vacation, plus a company-wide holiday shutdown and paid sick days

⏰ Flexible working hours & Work from Wherever Wednesdays (most roles are eligible)

🩺 Benefits from day 1 & RRSP contribution matching

💰 Company-wide bonus program

🏋🏽 Annual fitness reimbursement program

🚴 Greener commuting incentive program (bike-to-work, carpool, or transit passes)

🚗 EV reimbursement program + on-site charging stations

💝 Charitable donation matching

🌮 Monthly Friday lunches (on us)!

At RBR we celebrate and support diversity in our workplace, we are an equal opportunity employer and are committed to creating an inclusive environment for all employees. We seek to recruit the best and most talented people for the job, period. Accommodations are available on request for candidates taking part in all aspects of the selection process.