Advantech is seeking a Mid-Level Channel Analyst to work within the Industrial IoT (IIoT) and Industrial Automation segment. This professional plays a strategic role as the primary sales enabler for the channel network, ensuring that partners have full autonomy, agility, and the necessary capabilities to prioritize Advantech within their solution portfolios.
The main contribution of this position is to remove operational friction from the indirect sales process, ensuring that partners are equipped with the tools, technical knowledge, and consultative support required to convert IoT and Industry 4.0 opportunities with efficiency superior to competitors. The analyst is responsible for the proper sizing and technical validation of Advantech solutions, ensuring alignment with the specific requirements of each project and end customer.
This professional acts as a central link between the Sales, Engineering, and Marketing teams, supporting the channel strategy through technical and commercial training, development of materials and technical documentation, and active participation in medium-duration projects. The role also includes continuous enablement of partners and internal teams, mentoring junior professionals and directly contributing to the strengthening of Advantech’s channel ecosystem in the IIoT market.
Reporting Line
1. Primary: Head of the Industrial IoT Department – Advantech Brazil
2. Secondary: Channel Manager – Advantech Brazil
3. (Evening meetings may be required due to time zone differences with headquarters)
Key Responsibilities
* Sales Enablement & Training:
* Develop and manage training programs (workshops, bootcamps, and Advantech Days), ensuring partners achieve both technical and commercial mastery of the portfolio. Create sales support tools (guides, product selectors, ROI calculators) to facilitate technical selling at the field level.
* Friction Management & Support:
* Conduct periodic diagnostics to identify and eliminate bottlenecks in sales and support processes. Actively resolve conflicts and provide consultative support to unlock complex opportunities.
* Operational Excellence (CRM / SAP):
* Ensure a smooth sales journey from opportunity registration to invoicing. Maintain strict discipline in CRM and SAP updates, tracking order follow-ups to guarantee delivery agility.
* Pipeline & Performance Management:
* Manage the channel sales pipeline through recurring management routines. Monitor partner performance KPIs, propose corrective actions, and identify the need for new partners to cover regional markets or strategic verticals.
* Mindshare & Channel Attractiveness:
* Monitor Advantech’s day-to-day presence within the channel versus competing brands. Implement tactical actions, incentive programs, and best-in-class commercial support to increase partner preference and mutual profitability.
* Field Presence & Relationship Management:
* Conduct frequent visits to partners and strategic customers to strengthen relationships, identify emerging trends, and represent the brand at industry events and trade shows.
* Strategic Collaboration & Marketing:
* Coordinate with the Marketing team on the execution of tactical plans (events, online campaigns) and actively collaborate with management on the annual channel strategic planning process.
Technical Requirements
* IIoT / Industry 4.0 Knowledge:
* Basic understanding of the industrial automation technology stack to enable effective technical communication.
* Sales Journey Mapping:
* Strong knowledge of the stages of a complex B2B sales funnel.
* Sales Enablement:
* Experience in creating and managing sales support materials, playbooks, and training programs for external sales forces.
* Data Analysis:
* Ability to extract and interpret sales performance data to identify operational bottlenecks.
* Information Systems Proficiency:
* Advanced experience with CRM systems (Salesforce or similar), Excel, and ERP systems.
* Advanced English:
* Required for meetings with headquarters in Taiwan.
Nice to Have
* Market Benchmarking:
* Experience with industrial automation projects and digitalization of electrical substations, network topologies, and market-standard software (MES, OEE, SCADA, SAGE).
* Business Intelligence:
* Familiarity with Power BI or similar tools for building dashboards to monitor channel performance indicators.
About Advantech
Advantech’s corporate vision is to enable an intelligent planet. Advantech is a global leader in IoT intelligent systems and embedded platforms. To embrace the trends of IoT, big data, and artificial intelligence, Advantech promotes IoT hardware and software solutions with the Edge Intelligence WISE-PaaS core to help business partners and clients connect their industrial chains. Advantech is also working with business partners to co-create business ecosystems that accelerate the goal of industrial intelligence. Join our team at Advantech Brazil.
Discover more about Advantech at .www.advantech.com.br
Follow Advantech on LinkedIn https://www.linkedin.com/company/advantech-brasil-ltda