DESCRIPTION

We are looking for a talented Channel Management Leader to join our team specializing in Marketing for Cummins, Inc. in Indianapolis, IN.

In this role, you will make an impact in the following ways:

• Co-develop channel strategy and support models with the Channel Strategy Director, BUs, and global/regional leaders to enable partner success and CMI performance.
• Analyze qualitative and quantitative data to inform strategic decisions on channel support models, product adoption, customer support, and ROI.
• Anticipate and resolve channel challenges by leveraging knowledge of regional partners, customer needs, market trends, and the product pipeline.
• Develop strategic and tactical solutions , including business cases, that balance product, segment, and regional strategies across the channel.
• Lead cross‑functional strategic projects by defining scope, objectives, plans, milestones, timelines, and success measures.
• Track execution and manage risk by monitoring progress, identifying issues, conducting root‑cause analysis, and driving corrective actions with stakeholders.
• Communicate and align strategy by sharing assumptions, presenting recommendations to leadership, building buy‑in, and ensuring coordinated execution and handoff to regions.
• Improve strategic planning effectiveness by developing reusable frameworks, leading efficiency initiatives, engaging stakeholders, and contributing to annual operational and financial planning.

RESPONSIBILITIES

To be successful in this role you will need the following:

• Balances stakeholders - Proactively anticipate the needs of BUs, regional channel leaders, partners, and corporate functions, making trade‑offs transparent and aligning them around shared channel outcomes and priorities.
• Customer focus - Deeply understand channel partners and end‑customers, translating their needs into practical, customer‑centric channel strategies, frameworks, and support models that drive adoption and value.
• Strategic mindset - Look ahead to market, customer, and product lifecycle trends, shaping forward‑looking channel strategies that build long‑term capabilities while supporting near‑term business goals.
• Business insight - Use market, customer, and partner insights to shape channel strategy. Leverage data and competitive context to drive decisions and influence stakeholders.

QUALIFICATIONS

Education/Experience:

• Bachelor’s Degree in business or a relevant field or equivalent experience is required. MBA in business or a relevant field is preferred.
• This position may require licensing for compliance with export controls or sanctions regulations.
• Prior leadership/involvement in strategic planning preferred. Project management experience required. 3-5 years’ experience in distribution channel-relevant work preferred as well as strong emotional intelligence and experience working with broad stakeholder groups. Skill and experience in a matrixed global organization and change management preferred.

Additional Responsibilities:

• This Channel Management Leader provides global leadership for channel management by leading 3–5 Channel Management Managers and integrating across regions and Business Units.
• The role builds trust-based partnerships with regional channel teams to identify gaps/risks and drive mitigation, and works with BUs/segment leaders/SMEs to define channel partner capability standards and deploy scalable global processes and digital tools.
• Accountable for lifecycle governance (selection → onboarding → performance → renewal/termination), monitoring adoption/metrics, escalating issues, and ensuring consistent execution and improved customer experience outcomes.

Compensation:

Please note that the salary range provided is a good faith estimate on the applicable range. The final salary offer will be determined after considering relevant factors, including a candidate’s qualifications and experience, where appropriate.

Job Marketing

Organization Cummins Inc.

Role Category On-site with Flexibility

Job Type Exempt - Experienced

Min Salary $120000

Max Salary $180000

ReqID 2428137

Relocation Package No

100% On-Site No

Cummins and E-Verify

At Cummins, we are an equal opportunity and affirmative action employer dedicated to diversity in the workplace. Our policy is to provide equal employment opportunities to all qualified persons without regard to race, gender, color, disability, national origin, age, religion, union affiliation, sexual orientation, veteran status, citizenship, gender identity and/or expression, or other status protected by law. Cummins validates the right to work using E-Verify and will provide the Social Security Administration (SSA) and, if necessary, the Department of Homeland Security (DHS), with information from each new employee’s Form I-9 to confirm work authorization. Visit http://EEOC.gov to know your rights on workplace discrimination.