Senior Channel Sales Representative

Overview:

Xylem is a Fortune 500 global water solutions company dedicated to advancing sustainable impact and empowering the people who make water work every day. As a leading water technology company with 23,000 employees operating in over 150 countries, Xylem is at the forefront of addressing the world's most critical water challenges.

The Senior Channel Sales Representative drives sales growth, market expansion, and strategic customer engagement for Xylem's Evoqua Intake Screen Systems across key territories. This role develops channel partner relationships, influences project specifications, manages complex sales opportunities, and helps customers implement critical water infrastructure solutions.

Key Responsibilities:

• Develop, manage, and grow a network of manufacturer representatives, channel partners, and strategic sales agents throughout the assigned territory.
• Establish performance expectations and business plans with channel partners to achieve regional growth objectives.
• Conduct regular business reviews, sales training, and joint customer visits to improve partner effectiveness.
• Identify opportunities to expand partner coverage and strengthen market penetration.
• Support partner development through technical guidance, sales tools, and market intelligence.
• Generate new business opportunities within power generation, industrial, municipal water, desalination, and waterfront infrastructure markets.
• Build and maintain relationships with key decision-makers including plant managers, operations leaders, consulting engineers, EPC firms, environmental specialists, and procurement teams.
• Lead technical sales presentations, product demonstrations, and customer workshops.
• Identify project opportunities early in the planning process and drive specification influence.
• Develop project pursuit strategies and coordinate internal resources to maximize win rates.
• Negotiate commercial and contractual terms and successfully close capital equipment projects.
• Consistently achieve or exceed territory sales and profitability objectives.
• Develop and execute account plans for key regional customers and target accounts.
• Maintain executive-level relationships with strategic customers and channel partners.
• Conduct regular customer reviews to assess project status, satisfaction levels, and future opportunities.
• Identify opportunities for modernization, rehabilitation, replacement, and aftermarket services.
• Coordinate with engineering, project management, service, and operations teams to ensure successful project execution and customer satisfaction.
• Develop and execute a comprehensive territory growth strategy focused on market share expansion.
• Monitor industry trends, regulatory developments, environmental compliance requirements, and competitive activity impacting intake water infrastructure.
• Analyze market conditions and identify emerging opportunities in energy transition, industrial water reuse, and municipal infrastructure investment.
• Participate in industry conferences, trade associations, technical seminars, and regional networking events.
• Maintain an active project pipeline and provide accurate forecasts through CRM and sales management tools.
• Develop deep expertise in Evoqua Intake Screen Systems, fish-friendly screening technologies, travelling water screens, debris removal systems, and related intake infrastructure solutions.
• Effectively communicate technical, operational, environmental, and economic benefits to customers.
• Collaborate with engineering teams to develop customized solutions that meet customer requirements and site-specific conditions.
• Support proposal development, technical reviews, bid evaluations, and project clarification meetings.
• Provide market feedback regarding product performance, customer needs, and potential product development opportunities.
• Maintain accurate CRM records, opportunity tracking, customer activity reports, and sales forecasts.
• Prepare quarterly business reviews, territory plans, and pipeline updates.
• Manage travel, entertainment, and business development expenses in accordance with company policies.
• Participate in sales meetings, product training programs, and professional development initiatives.
• Ensure compliance with all company, safety, and ethical business practices.

Qualifications:

Required:

• Bachelor's degree in Engineering, Business, Environmental Science, Water Resources, or a related technical or commercial discipline, or equivalent combination of education and experience.
• Minimum of 5+ years of successful B2B sales experience in industrial equipment, water/wastewater infrastructure, power generation, environmental technologies, or related capital equipment markets.
• Experience managing manufacturer representatives, channel partners, or indirect sales networks.
• Demonstrated ability to influence consulting engineers, EPC firms, municipal utilities, and industrial end users.
• Proven track record of achieving sales growth and managing complex project sales cycles.
• Strong presentation, negotiation, and relationship management skills.
• Proficiency with CRM systems, forecasting tools, and Microsoft Office applications.
• Willingness to travel extensively throughout the assigned territory (approximately 50-70%).

Preferred:

• Experience in water intake structures, screening systems, water treatment, pumping systems, or related water infrastructure technologies.
• Technical background in mechanical, civil, environmental, or industrial engineering.
• Knowledge of power generation, heavy industrial facilities, municipal water treatment plants, and environmental compliance requirements.
• Experience selling custom-engineered or made-to-order equipment solutions.
• Understanding of public bidding, engineering specifications, and capital project procurement processes.

High Impact Behaviors:

• Channel Partner Excellence: Develop high-performing channel relationships through accountability, collaboration, training, and mutual growth strategies.
• Customer-Centric Mindset: Build trusted advisor relationships by understanding customer challenges and delivering innovative intake water solutions that create long-term value.
• Results-Driven Performance: Demonstrate ownership and accountability for achieving revenue, profitability, and market-share goals.
• Strategic Thinking: Anticipate market trends, identify emerging opportunities, and proactively position Xylem solutions for future success.
• Continuous Professional Development: Commit to ongoing learning in water infrastructure, environmental regulations, industrial markets, and advanced sales methodologies.
• Collaboration and Teamwork: Partner effectively with engineering, project management, operations, marketing, and leadership teams to deliver outstanding customer outcomes.

Compensation and Benefits:

The estimated salary range for this position is $90,000 to $110,000 plus bonus. Starting pay is dependent on multiple factors, such as skills, experience and work location, and is not typically at the top of the range. Xylem offers a competitive compensation package with a generous benefit package, including Medical, Dental, Vision plans, 401(k) with company contribution, paid time off, paid parental leave and tuition reimbursement.

Why Xylem:

• Paid parental leave, maternity support, and fertility benefits
• Flexibility and hybrid work options where applicable
• Health, dental, and vision insurance from day one
• Emotional health and wellness programs and Volunteer program (Watermark)
• Paid time off (PTO)/Flexible time off (FTO) and paid holidays
• Career development, advancement, tuition reimbursement, and student loan forgiveness
• Generous retirement savings plan with company contribution
• Employee recognition and discount programs

Xylem does not provide sponsorship for this position.

Join the global Xylem team to be a part of innovative technology solutions transforming water usage, conservation, and re-use. Xylem is an Equal Employment Opportunity (including disability and veterans) and Affirmative Action workplace that fosters an inclusive environment free from discrimination or harassment. Xylem provides reasonable accommodations to enable all employees to perform their essential job functions. The information in this job description outlines the general nature of the position and is not an exhaustive list of duties; Xylem reserves the right to modify this job description and assign additional duties as needed.