[Remote] Senior Strategic Account Executive - Channel Partner (Stabilization)
Note: The job is a remote job and is open to candidates in USA. Streck is a Nebraska-based manufacturing company that makes a global impact by developing and distributing to labs worldwide. They are seeking a Senior Strategic Account Executive - Channel Partner to manage their domestic and international channel partner network, focusing on strategic partner identification, contract negotiation, and performance management.
Responsibilities
- Develop and execute the Stabilization segment’s annual channel partner strategy, including geographic coverage mapping, partner portfolio optimization, revenue targets by partner and region, and a multi-year growth roadmap for domestic and international markets; present plans to the Stabilization Segment Leader and Channel Council
- Own the full partner contracting process, negotiate, review, and execute distribution agreements, authorized reseller agreements, pricing schedules, and performance SLAs; coordinate with Legal as required
- Identify, evaluate, and onboard new channel partners in target geographies, applying a structured qualification framework to assess regulatory capability, financial stability, technical competency, route-to-market strength, and strategic fit with Stabilizations’ product portfolio and commercial objectives
- Manage day-to-day partner relationships as the primary Streck point of contact for Stabilizations channel partners; conduct structured Quarterly Business Reviews (QBRs) with quantitative performance scorecards, develop joint business plans, and hold partners accountable for revenue performance, regulatory compliance, and customer experience commitments
- Drive international market development for Stabilization products by navigating import/export regulations, product registration requirements, and distributor compliance obligations across target regions; work with Regulatory and Operations to ensure seamless cross-border product availability and partner readiness
- In partnership with Product and Marketing teams design and deliver comprehensive partner enablement programs, including Stabilization product and application training, connect technical sales support resources, competitive positioning materials, and co-marketing initiatives; ensure all partners can represent the Stabilization portfolio with credibility and accuracy in their respective markets
- Proactively manage and resolve channel conflict by establishing clear rules of engagement between Stabilization channel partners and direct SAE coverage; define territory protocols and escalation procedures that protect both partner relationships and Streck’s direct customer base
- Serve as an active contributor to the Streck Channel Council, helping to shape enterprise-wide partner governance standards, including partner selection criteria, performance management frameworks, and channel conflict protocols, that will be adopted across all segments
- Maintain accurate and complete partner pipeline and opportunity data in CRM (Microsoft Dynamics 365); deliver monthly and quarterly channel revenue forecasts to the Executive Team including partner-level variance analysis and forward-looking risk flags
- Track and report on Stabilization partner program performance against defined KPIs (revenue attainment, growth rate, partner NPS, training completion, contract compliance); recommend and implement program changes to improve partner productivity, retention, and net revenue contribution
- All other duties as assigned by management
Skills
- Bachelor's degree in business, life sciences, or a related field required; MBA or advanced degree preferred
- Minimum of five to seven years of channel partner management, distributor management, or international sales experience, with demonstrated personal ownership of partner revenue targets in a high channel-intensity environment
- Proven track record of negotiating and executing complex distribution agreements, including multi-territory pricing arrangements, performance-linked incentive structures, exclusivity terms, and termination provisions
- Direct experience managing channel partners across multiple international geographies and regulatory environments, including hands-on involvement in new market entry, product registration, and cross-border distributor setup
- Background in life sciences, in-vitro diagnostics (IVD), clinical laboratory, or medical device industries strongly preferred; familiarity with stabilization-relevant markets (hematology, biospecimen preservation, flow cytometry, or fluorescence applications) a plus
- Proficiency with Microsoft Dynamics 365 (required) and partner relationship management (PRM) or channel management tools; experience with digital contract management platforms a plus
- Strong financial acumen, including the ability to analyze channel margin, model partner tiers and rebate structures, and generate accurate revenue forecasts at the partner and territory level
- Willingness and ability to travel domestically and internationally up to 30% of the time
- Demonstrated ability to operate effectively in a matrix environment, influencing cross-functional teams (Legal, Regulatory, Commercial Operations, Marketing) without direct line authority
- MBA or advanced degree preferred
- Background in life sciences, in-vitro diagnostics (IVD), clinical laboratory, or medical device industries strongly preferred; familiarity with stabilization-relevant markets (hematology, biospecimen preservation, flow cytometry, or fluorescence applications) a plus
- Experience with digital contract management platforms a plus
Benefits
- A challenging, safe and rewarding work environment
- No night or weekend shifts
- Excellent work life balance
- Market competitive pay
- Comprehensive and inclusive benefits
- Great team environment
- On and off campus career development opportunities
Company Overview