Channel Business Development Lead (Outbound)

About the role

At Form Labs, we are committed to transforming the way the world creates by developing innovative tools that empower individuals and organizations to turn their ideas into reality. Our advanced 3D printing technology supports innovation and manufacturing across various industries, serving over 50,000 industry leaders worldwide, including major corporations like Apple and NASA. In this role, you will be instrumental in establishing and growing a centralized partner acquisition function. Your primary focus will be on expanding our global reseller network across multiple regions, helping to drive revenue growth and market penetration. You will work closely with cross-functional teams to build a scalable and effective partner onboarding process, ensuring that our reseller network aligns with company goals and standards.

Key facts

What you'll do

• Build and manage a comprehensive global pipeline by proactively identifying and targeting potential resellers in key sectors such as industrial manufacturing, healthcare, education, and government.
• Lead the entire reseller recruitment process, including outreach, qualification, negotiation, and onboarding, ensuring a seamless experience for new partners.
• Develop targeted outbound prospecting campaigns to generate reseller interest, leveraging various channels such as email, phone calls, and social media outreach.
• Maintain detailed records of pipeline activities and progress within Salesforce, providing regular updates and reports to regional and global leadership teams.
• Monitor and analyze pipeline metrics to identify areas for improvement and optimize outreach strategies for maximum effectiveness.
• Collaborate with Sales, Marketing, Legal, and Operations teams to facilitate the onboarding process, ensuring all partner agreements, legal documentation, and training materials are completed efficiently.
• Refine outreach strategies, qualification criteria, and onboarding procedures based on feedback and evolving market conditions to improve partner acquisition success rates.
• Support the development of partner enablement programs, including training materials, product information, and sales tools, to ensure reseller readiness and confidence.
• Work closely with regional sales and channel leaders to align partner acquisition efforts with local market needs and strategic priorities.
• Provide insights and feedback to internal teams regarding market trends, reseller feedback, and competitive intelligence to inform broader business strategies.
• Assist in creating scalable processes and documentation to support the growth of the reseller network as the company expands globally.
• Contribute to the ongoing development of the outbound sales and partner acquisition strategy, ensuring alignment with overall company objectives.
• Participate in industry events, conferences, and networking opportunities to identify new reseller prospects and strengthen relationships within the industry.
• Support the creation of reporting dashboards and KPIs to track the success of partner acquisition initiatives and ensure continuous improvement.
• Act as a key point of contact for new resellers, providing ongoing support and building strong, long-term relationships to foster reseller loyalty and performance.

Requirements

• 2 to 5 years of experience in business development, channel sales, or reseller onboarding, preferably within hardware, manufacturing, or technology sectors.
• Proven success in outbound prospecting, demonstrating a proactive, hunter mentality to generate new reseller partnerships.
• Strong experience managing a sales pipeline and utilizing CRM systems, with Salesforce experience preferred.
• Ability to work effectively across different time zones and adapt outreach strategies based on regional market conditions and cultural nuances.
• Self-motivated and disciplined, capable of operating independently and creating structured processes in a fast-paced environment.
• Demonstrated ability to negotiate and close reseller agreements, with a focus on building mutually beneficial relationships.
• Excellent communication, presentation, and interpersonal skills to engage with potential partners and internal teams.
• Strong organizational skills, with the ability to manage multiple prospects and priorities simultaneously.
• Analytical mindset with the ability to interpret pipeline data and adjust strategies accordingly.
• Knowledge of global markets and experience working with international partners is a plus.
• Familiarity with channel program frameworks, partner agreements, and distribution models is advantageous.
• Ability to thrive in a startup or scale-up environment, demonstrating flexibility and resilience.

Nice to have

• Interest or background in 3D printing, manufacturing technologies, or hardware sales.
• Multilingual skills to support outreach in diverse regions and markets.
• Previous experience working in a high-growth startup or scale-up environment, understanding the dynamics of rapid expansion.
• Knowledge of industry-specific regulations, compliance standards, or export controls such as ITAR.
• Experience working with or selling through resellers, distributors, or value-added resellers (VARs).
• Familiarity with channel marketing strategies and partner enablement programs.

Skills & tools

• Proficiency with Salesforce or similar CRM platforms for pipeline management and reporting.
• Strong outbound prospecting skills, including email campaigns, cold calling, and social media outreach.
• Excellent communication, negotiation, and relationship-building abilities.
• Strategic thinking to identify and prioritize high-potential reseller prospects.
• Data analysis skills to interpret pipeline metrics and optimize outreach efforts.
• Ability to develop and execute scalable outreach and onboarding processes.
• Knowledge of sales automation tools and outreach platforms is a plus.
• Ability to collaborate effectively with cross-functional teams and external partners.

Practical notes

• This is an on-site role based in Somerville, MA.
• The position involves working with global teams and managing outreach efforts across different regions and time zones.
• Candidates should be prepared to operate in a dynamic environment, adapting strategies based on market feedback and company priorities.
• The role requires a proactive approach, with a focus on building long-term reseller relationships that support the company's growth objectives.
• Form Labs offers a comprehensive benefits package, including equity, healthcare, and opportunities for professional development.
• The position may involve occasional travel for industry events, partner meetings, or conferences.
• Candidates should have a strong interest in innovative manufacturing and hardware solutions, aligning with Form Labs' mission and product offerings.