Job Description

About the role

The Channel Marketing Manager leads the development and execution of channel-specific marketing strategies, programs, tools, and content that strengthen partner enablement, accelerate demand generation, and improve go-to-market channel performance. This role works closely with the sales leadership and product management to support evolving channel needs across direct sales offices (DSOs), distributors, and independent representatives, ensuring partners are equipped to engage customers and effectively promote products and services. The role also oversees Carrier’s go-to-market sales portal and drives channel marketing objectives, program performance measurement, and evaluation of distribution marketing efforts.

This position follows a hybrid schedule, with 3 days onsite and 2 days remote per week

Key Responsibilities

• Develop and execute channel marketing strategies aligned to business priorities, sales objectives, and partner engagement goals across all go-to-market channels.
• Create channel-specific programs, campaigns, tools, and content that enable partners to generate demand and better engage customers.
• Partner closely with product managers and sales leaders to translate business strategies into effective channel marketing plans and execution.
• Support channel transformation efforts by developing targeted marketing approaches for DSOs, independent reps, and distributors.
• Oversee Carrier’s go-to-market sales portal including platform strategy, account management, content updates, and ongoing optimization to improve partner experience and effectiveness.
• Manage channel marketing objectives, performance tracking, and reporting to measure program impact and channel engagement.
• Evaluate and optimize distribution marketing programs based on performance, adoption, and business outcomes.
• Administer and oversee channel marketing funds to ensure effective allocation, governance, and return on investment.
• Identify gaps and opportunities in channel communications, tools, and partner support to improve consistency, engagement, and sales enablement.
• Serve as the central marketing lead for go-to-market channel engagement and performance, ensuring alignment across stakeholders and programs.
• Growth in partner engagement across key go-to-market channels
• Adoption and utilization of channel marketing tools, programs, and content
• Improvement in channel-driven demand generation and contribution to pipeline
• Sales portal performance, including account management effectiveness, content freshness, user engagement, and platform adoption
• Effectiveness of marketing support for DSOs, branches, independent reps, and distributors during transformation activities
• Performance and ROI of distribution marketing programs
• Quality and timeliness of channel campaign execution and partner communications
• Effective management, allocation, and measurable impact of channel marketing funds
• Sales and partner satisfaction with channel marketing support, resources, and enablement
• Increased consistency and effectiveness of go-to-market messaging across channel audiences

Required Qualifications

• Bachelor’s degree
• 10 + years of experience in channel marketing, partner marketing, and/or go-to-market marketing roles

Preferred Qualifications

• Bachelor’s degree in Marketing, Business, Communications
• Experience in HVAC, building systems, or industrial/B2B channels
• Experience managing or optimizing partner platforms (e.g., HVAC partners or similar portals)
• Experience administering or managing channel marketing funds / co-op or MDF programs
• Background in distribution marketing, partner enablement, or channel transformation initiatives
• Proven experience developing and executing channel-specific marketing strategies and programs that drive demand and partner engagement
• Experience working with go-to-market models (e.g., distributors, direct sales offices and independent reps)
• Demonstrated ability to create partner-facing programs, tools, and content that support demand generation and sales enablement
• Experience partnering cross-functionally with Sales, Product Management, and Marketing teams to translate business strategy into execution
• Experience managing marketing programs, performance tracking, and reporting to measure channel effectiveness and ROI
• Strong project management skills with the ability to manage multiple programs and stakeholders simultaneously