Channel Manager

Job Description

We are seeking an experienced Channel Manager to build, develop, and scale a high-performing partner ecosystem that drives sustainable business growth. In this role, you will own the end-to-end partner lifecycle, from recruitment and onboarding through to capability development and pipeline generation.

You will work closely with strategic partners to create long-term growth plans, strengthen go-to-market execution, and build self-sufficient partner capabilities across sales, presales, marketing, and delivery functions. This is a strategic role focused on enabling partner success and creating scalable revenue opportunities through a thriving ecosystem.

Key Responsibilities

Partner Relationship Management

• Act as the primary point of contact for assigned partners.
• Build and maintain strong relationships with partner leadership and operational teams.
• Develop and manage joint business plans with clear growth objectives and performance targets.
• Monitor and review partner performance across pipeline, capability development, and business growth.

Partner Recruitment & Go-to-Market Strategy

• Identify, recruit, and onboard new partners aligned with business priorities and market opportunities.
• Develop and execute partner go-to-market strategies.
• Align partner positioning with target industries, customer segments, and value propositions.
• Ensure successful integration of new partners into the ecosystem.

Partner Enablement & Capability Development

• Drive partner capability development across sales, presales, marketing, and delivery.
• Support certification, training, and skills development initiatives.
• Assess partner maturity and implement structured development plans.
• Enable partners to become increasingly self-sufficient in generating and delivering business.

Marketing & Demand Generation

• Collaborate with marketing teams and partners on joint go-to-market initiatives.
• Support the development of demand generation campaigns and pipeline creation programs.
• Ensure partner participation in marketing activities that generate qualified opportunities.

Pipeline Development

• Drive the creation of partner-sourced pipeline opportunities.
• Monitor pipeline health, quality, and coverage across the partner portfolio.
• Ensure partners consistently identify and develop new business opportunities.
• Transition qualified opportunities to the Channel Sales Manager for progression through the sales cycle.

Ecosystem Growth & Governance

• Support partner progression through programme tiers and maturity levels.
• Establish regular business reviews, KPIs, and performance governance.
• Ensure compliance with partner programme requirements and engagement models.
• Provide ecosystem performance insights and recommendations to leadership.

Qualifications

Essential

• Proven experience in channel management, partner management, alliance management, or ecosystem development.
• Demonstrated success in building and growing strategic partner relationships.
• Experience developing and executing partner go-to-market strategies and business plans.
• Strong understanding of sales, presales, marketing, and service delivery models.
• Excellent stakeholder management, relationship-building, and communication skills.
• Ability to operate strategically while driving structured execution and measurable outcomes.

Preferred

• Experience working within enterprise software, SaaS, technology, or consulting environments.
• Experience managing partner programmes across multiple regions or industries.
• Knowledge of partner enablement frameworks and channel growth strategies.

Success Measures

Success in this role will be measured by:

• Growth in partner-generated pipeline.
• Increased partner capability, maturity, and self-sufficiency.
• Expansion of partner ecosystem coverage across industries, geographies, and competencies.
• Progression of partners through programme tiers.
• Overall health, performance, and sustainability of the partner ecosystem.

Additional Information

We embrace flexibility and hybrid work opportunities to support diverse needs and lifestyles, while also valuing inclusive workplace experiences. By fostering a sense of community, we drive innovation, strengthen connections, and nurture belonging. Our commitment ensures you can work in a way that suits you best, while also engaging with colleagues to share ideas and build meaningful relationships.