Regional Channel Manager(Robotics,Shanghai)

• 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.

• 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.

• 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.

• 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.

• 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

Teradyne