We're building channel programs from the ground up—programs that will open new routes to market, create sustainable revenue streams, and scale alongside our business. This isn't a role where you inherit established processes and run reports. This is where you architect the frameworks, negotiate the terms, build the operational infrastructure, and then continuously optimize what you've created.

You'll review existing programs and architect new programs to complete our strategy. You'll design distributor and reseller agreement structures, establish governance frameworks for MDF, VIR, SPIFF, and other programs, build compliance monitoring systems, and create the operational backbone that connects partner activities to our sales pipeline.

As a program is established, you transition into a role of continuous improvement and stewardship—refining programs based on performance data, adapting to new channels and revenue opportunities, ensuring compliance, and proving ROI. As markets evolve and new partnership models emerge, you'll have the operational autonomy to adapt what you've built.

At Panasonic Connect, we connect the power of people and technology to change work, advance society and help connect to tomorrow. Empathy, results, relentlessness and teamwork are the foundations of the Panasonic Connect Culture. Our mission is to elevate the employee experience by empowering individuals to use their voice and have a positive impact on our business.

What Makes This Role Unique

• Operational autonomy within defined governance: You'll own decisions on program design, compliance enforcement, and fund approvals within established thresholds. You won't need hand-holding, but you will work within clear escalation triggers for Legal, Finance, and Sales leadership review.
• Strategic collaboration without bureaucracy: You'll partner directly with the Head of Sales, Head of Product Management, and an experienced Channel Sales Partner. These aren't stakeholders you report to—they're collaborators who need your expertise to open new markets.
• Build first, optimize second: If you thrive in ambiguity and love creating structure from chaos, the first phase will energize you. If you need proven playbooks to execute against, this isn't the right fit.
• Revenue impact, not administrative overhead: Your success will be measured by pipeline growth, partner-sourced revenue, and program ROI—not by how many reports you file or meetings you attend.

Architect

• Design and draft distributor, reseller, and channel partner agreement frameworks in collaboration with Legal and Finance
• Liaise with corporate contracts team to initiate and manage all sales channel related contracts (such as PEPPM or GSA)
• Establish governance structures for all programs, including approval workflows, proof-of-performance requirements, and dispute resolution protocols
• Build compliance monitoring systems and audit trails that connect partner activities to sales funnel metrics (leads, opportunities, closed revenue)
• Create operational infrastructure for POS (point-of-sale) data collection, partner tier validation, and fund payout processing
• Define success metrics and reporting frameworks that demonstrate program ROI to executive leadership

Optimize and Scale

• Monitor program compliance, enforce governance standards, and resolve exceptions or disputes with partners
• Draft or review partner communications to ensure alignment with established programs
• Where applicable, manage approval and payout of program funds (such as MDF, VIR, SPIFFs) with accuracy, timeliness, and audit readiness
• Continuously refine programs based on performance data—adjusting tier structures, incentive rates, and eligibility criteria to maximize partner engagement and revenue outcomes
• Adapt program frameworks as new channels emerge or market conditions shift, ensuring scalability and relevance
• Track and report on pipeline impact: partner-sourced leads, conversion rates, and revenue attribution tied to program investments

How We'll Measure Success

Build Phase

• Program infrastructure is operational: agreement templates are finalized, governance frameworks are documented, and compliance systems are in place
• First partner agreements are signed and active programs are running with measurable partner engagement
• Baseline metrics established: you've defined how success will be tracked and demonstrated initial pipeline contribution from partner activities

Optimization Phase

• Pipeline impact: Measurable growth in partner-sourced leads, improved lead-to-opportunity conversion rates, and revenue attributable to program investments
• Compliance adherence: On-time submission of forecasts, proof-of-performance documentation, and audit-ready records with minimal exceptions
• Operational efficiency: Fund approvals and payouts are processed accurately and on schedule; disputes are resolved within defined SLAs
• Program refinement: You've iterated on initial frameworks based on performance data and partner feedback, demonstrating continuous improvement

Required Experience

• 5–8 years in channel or partner program management, sales operations, or contract operations within B2B technology, enterprise hardware and software, or related industries
• Demonstrated ability to build operational frameworks from scratch—not just manage existing processes; you've designed workflows, created governance structures, or established program infrastructure in ambiguous environments
• Direct experience with partner incentive programs, including fund approval workflows, proof-of-performance validation, and POS data reconciliation
• Contract drafting and negotiation skills—you can collaborate with Legal and Finance to draft clear, enforceable agreements that balance business goals with partner experience
• Operational rigor with finance and procurement systems (e.g., PR and RFA approvals, invoice validation, audit documentation) and the discipline to maintain compliance under time pressure
• Data fluency with CRM and BI tools (Salesforce, Power BI, or equivalents) and advanced Excel—you can connect program investments to funnel metrics and communicate ROI to leadership
• Proficiency in MS Office Suite, including CoPilot

Preferred but Not Required

• Background in ProAV, video and audio systems, or similar channel-intensive industries
• Experience with government compliance frameworks (e.g., TAA compliance) or third-party compliance audits
• Familiarity with partner portals, automated POS data collection, or distributor and reseller ecosystems with tiered incentive structures

Tools and Systems You'll Use

• CRM and Analytics: Salesforce for pipeline tracking, Power BI and Excel for POS aggregation and partner tier analysis
• Procurement and Finance: PR and RFA systems (e.g., Ariba or similar) for approval workflows and invoice processing
• Partner Management: Partner portals for program communications, registration, and eligibility tracking
• Collaboration: Standard business tools (Microsoft 365 or equivalents) for cross-functional coordination

Benefits & Perks – What's In It For You

Panasonic is committed to supporting your total wellbeing through a wide variety of benefits and wellness programs to support your physical, emotional, financial, social, and environmental health. Here's what you can expect:

• Health Benefits – Offering medical, dental, vision, prescription plans, plus Health Savings Account and Flexible Spending Account options.
• Voluntary Benefits – Life, accident, critical illness, disability, legal, identity theft, and pet insurance.
• Panasonic Retirement Savings & Investment Plan (PRSIP) – 401(k) plan with company matching contributions and immediate vesting.
• Paid Time-Off Benefits – Vacation, holidays, personal days, sick leave, volunteer, and parental and caregiver leave.
• Educational Assistance – Tuition reimbursement for job-related courses after six months of service.
• Health Management and Wellbeing Programs – Lifestyle Spending Account, EAP, virtual health management, chronic condition, neurodiversity, tobacco cessation, substance abuse support, and life stage and fertility resources. Available to eligible employees starting the first day of the month following your start date. Eligibility for each benefit may vary based on employment status, location, and length of service.

We Take Opportunity Seriously:

At Panasonic, we are committed to a workplace that genuinely fosters inclusion and belonging. Fairness and Honesty have been part of our core values for more than 100 years and we are proud of our diverse culture as an equal opportunity employer.

The salary range listed below is just one component of Panasonic's total package. Actual compensation varies depending on the individual's knowledge, skills, experience, and location. This role may be eligible for discretionary bonuses and incentives. The minimum hourly wage for this role will be the greater of the posted range, or minimum wage for the location where the employee will be working, subject to local minimum wage requirements.

We understand that your career search may look different than others and embrace the professional, personal, educational, and volunteer opportunities through which people gain experience. If you are actively looking or starting to explore new opportunities, send us your application!

Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or other characteristic protected by law. All qualified individuals are required to perform the essential functions of the job with or without reasonable accommodation.

Due to the high volume of responses, we will only be able to respond to candidates of interest. All candidates must have valid authorization to work in the U.S.

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