CHANNEL PARTNER MANAGER JOB DESCRIPTION

A Channel Partner Manager is the person who decides which external organizations sell your software and how well they do it. In B2B software, where resellers, system integrators, and value-added resellers often control the last mile to enterprise buyers, that decision carries real revenue weight. Go-to-market execution through indirect channels demands someone who can hold joint business plans to quarterly targets while also running the operational layer - onboarding agreements, enablement cycles, KPI scorecards. The role sits within the sales or partnerships organization and reports into channel leadership.

As the Channel Partner Manager, you own the recruitment, enablement, and performance of a regional or global portfolio of software resellers and system integrators, converting partner relationships into measurable subscription and license revenue. You work alongside direct sales, product, and customer success teams, with your results measured against partner-sourced pipeline and net revenue contribution from the managed portfolio.

Career Impact: Managing a portfolio of system integrators and value-added resellers in the B2B software market builds the kind of indirect sales credibility that translates directly into senior alliance and channel director roles.

Business Impact: Partner-sourced pipeline in enterprise software can represent a substantial share of new bookings, and this person's ability to develop joint go-to-market plans determines how much of that revenue actually closes.

Growth Opportunity: Experience running joint business plans, negotiating technology partnership agreements, and applying MEDDIC-based methodology opens a path toward regional channel leadership or alliance strategy roles.

• Recruit and onboard reseller, system integrator, and managed service provider partners within the assigned territory to expand indirect sales coverage.
• Develop joint business plans with strategic partners, including mutual revenue targets, enablement milestones, and quarterly review cadences.
• Drive partner-sourced pipeline by collaborating with partner sales teams on outbound campaigns, account mapping, and co-sell motions.
• Establish enablement plans that build partner pre-sales and post-sales capabilities to support independent deal execution.
• Monitor and report on partner performance using scorecards, covering attainment against quarterly targets and partner-initiated opportunities.
• Negotiate and manage partnership agreements, including rules of engagement, distribution terms, and compliance with licensing and IP policies.
• Coordinate with product, marketing, and customer success teams to align partner go-to-market activities with platform releases and campaign calendars.
• Identify and resolve channel conflict through defined escalation processes, lead registration, and consistent CRM documentation.

• Bachelor's degree in business, marketing, or a related field, or equivalent work experience.
• 3 or more years of channel partner management or indirect sales experience, with demonstrated ability to manage reseller and SI relationships.
• Proven record of generating partner-sourced pipeline and contributing to revenue targets in a quota-carrying or quota-influencing role.
• Experience developing and executing joint go-to-market plans with external partners in a B2B software or technology environment.
• Ability to negotiate commercial agreements and manage partner compliance with vendor policies.
• Strong analytical skills to interpret partner performance data and identify growth opportunities within the managed portfolio.
• Excellent verbal and written communication skills, with experience presenting to Director and C-level stakeholders at partner organizations.
• Experience using CRM platforms to manage partner contacts, pipeline activity, and forecasting.

• Experience with MEDDIC or a comparable enterprise sales methodology applied in a channel or indirect sales context.
• Background in SaaS subscription sales or ERP solutions, with the ability to articulate software value propositions to reseller audiences.
• Exposure to FinOps, digital transformation, or identity and fraud technology markets as a domain where the partner ecosystem operates.
• Proficiency in a second language relevant to the assigned territory, particularly for roles covering European or North American regional partner networks.

• Partner-sourced pipeline as a percentage of total regional pipeline, measured quarterly against indirect channel targets.
• Number of active joint business plans in place, reflecting the depth of structured engagement across the partner portfolio.
• Partner attainment rate against quarterly revenue targets, indicating how consistently managed partners close against plan.
• Time to first partner-sourced opportunity after onboarding, measuring the effectiveness of the enablement ramp.
• Partner retention rate year over year, reflecting agreement renewals and absence of regrettable partner attrition.
• Typical tools: CRM platforms (commonly Salesforce or HubSpot); partner relationship management software (commonly Impartner or Allbound).

• Base Salary Range: $90,000 to $130,000 depending on experience and territory scope.
• Bonus: Variable component of 15% to 25% of base, tied to partner-sourced revenue and pipeline targets.
• Equity: Stock options or RSUs common at growth-stage and public software companies.
• Health Benefits: Medical, dental, and vision coverage; employer contribution rates vary by company size.
• PTO: 15 to 20 days annually, with some employers offering unlimited PTO.
• Common Perks: Home office stipend, travel reimbursement for partner visits, and professional development budget.

Figures are estimates based on general US market benchmarks and may be outdated. Adjust based on location, company size, and seniority level.

Reasonable accommodations are available to applicants and employees with disabilities throughout the hiring process and in the workplace. All applicants will be considered without regard to race, color, religion, sex, national origin, age, disability, veteran status, or any other characteristic protected under applicable federal, state, or local law. A background check is required as a condition of employment. Candidates must be authorized to work in the United States.

The Channel Partner Manager owns the operational backbone of assigned partner accounts, managing work orders, invoicing, KPI monitoring, and agreement compliance to keep partner engagements on track. Working within the Professional Services organization and collaborating with internal leaders and partner personnel, the role enables consistent, high-quality service delivery across the partner network.

Key Responsibilities

• Establish productive, professional relationships with key personnel in assigned partner accounts.
• Manage work orders, workflow, invoicing, and time entry for partners.
• Track resource skills, certification status, services, and products that preferred partners provide.
• Lead contracting process when onboarding new services partners.
• Coordinate regular training plans for partner resources.
• Establish monitoring programs and KPIs for partner performance.
• Develop and distribute monthly dashboards of reports to management.
• Negotiate credits and address issues with partners and Professional Services leaders.
• Manage and execute processes for keeping partner agreements up to date.

Required Qualifications

• Bachelor's degree in any field, or equivalent combination of education and experience.
• 5+ years of experience in Partner Management or Partner Programs.
• Experience executing operational functions to support a partner program.
• Experience communicating with directors and executives.
• Knowledge of best practices in Partner Management and project management.
• Proficiency in Microsoft Office Suite at advanced level, including Word, Excel, Outlook, and PowerPoint.
• Experience with SharePoint, Office 365, Lucid Chart, SAP, PowerBI, and Mavenlink.
• Strong organizational skills with ability to prioritize workload and meet deadlines.

Embedded within the partnerships and alliance organization, the Sr Channel Partner Manager develops unique selling propositions, facilitates partner business practices, and ensures compliance with corporate policies to expand market reach. Working closely with mid and senior level management, field teams, and the partner community, the role advances revenue generation across both direct and channel sales channels.

Core Functions

• Identify opportunities to promote products and services to current and prospective customers in the partnership and alliance.
• Attend industry functions and provide feedback on market and creative trends.
• Present to and consult with mid and senior level management on business trends.
• Identify opportunities for campaigns, services, and distribution channels to increase sales.
• Develop the company's unique selling propositions and differentiators using market and competitor knowledge.
• Facilitate partner business practices to ensure compatibility with best practices in Sales, Services, Customer Management, and Support.
• Ensure partner compliance with corporate policies on Licensing, Export Restriction, and IP Protection.
• Serve as partner advocate between in-country team members and the partner community.

Qualifications and Experience

• Bachelor's degree in any field.
• 5-7 years of software channel sales, business development, or alliances experience.
• Consistent track record of revenue generation in both direct and channel sales roles.
• Deep understanding of electronic technologies including IVR, web, and mobile channels.
• Experience with Salesforce.com for channel revenue forecasting.
• Excellent closing, negotiation, leadership, and presentation skills.
• Strong analytical and problem-solving skills with ability to operate as a change agent.
• High degree of honesty, integrity, and sound judgment.

Reporting to sales leadership, the Channel Partner Manager builds and grows a partner portfolio in the print industry, managing pipeline, identifying cross-sell and upsell opportunities, and driving expansion into new territories. Partnering with partner sales teams and internal CRM stakeholders, the role positions the client as an industry leader and delivers measurable growth through channel relationships.

Primary Duties

• Achieve quarterly and annual targets and objectives for partner accounts.
• Build strong working relationships with partners and position the client as a leader in the print industry.
• Develop and grow partnership portfolio, managing expansion into new territories and identifying cross-sell and upsell opportunities.
• Drive and manage the pipeline of new business in collaboration with partners and their sales teams.
• Capture partner leads and provide real-time visibility in the CRM platform.

Skills and Qualifications

• Bachelor's degree or MBA is an advantage.
• At least 4 years of experience in managing a partner network and partner business development.
• Experience in the Graphic Arts and printing industry is an advantage.
• Highly analytical with confidence in drawing insights and presenting data.
• Excellent presentation, communication, and interpersonal skills in English.
• Entrepreneurial, commercially smart, and growth-minded with a persistent and driven approach.

Sitting at the intersection of fraud prevention and channel sales, the Channel Partner Manager shapes go-to-market strategies by maximizing adoption of the TruValidate suite and identifying technical synergies with Technology Service Providers to strengthen the company's competitive position. Operating across B2B, B2C, and B2B2C channel programs, the role collaborates with Verticals, Product, and Customer Success teams to align pipelines, pricing, and partner revenue targets.

Duties

• Assist in executing a strategic partnership plan aligned with Global Fraud Solutions intent for near-term and long-term growth strategy.
• Maximize adoption of the full TruValidate suite of Fraud and Identity products.
• Create and leverage global partnerships to increase revenue.
• Identify technical synergies with Technology Service Providers to advance positioning and attractiveness.
• Design, create, and manage effective partnership and alliance collaboration across sales verticals and product horizontals.
• Assess competitors and highlight competitive differentiators through partner integrations.
• Collaborate with Verticals, Product, and Customer Success teams to align go-to-market strategies, product development, pricing, and pipelines.
• Meet revenue growth targets through partners.

Experience and Qualifications

• Extensive channel sales and partner management experience with demonstrable experience in fraud and identity markets.
• Experience in strategic B2B, B2C, and B2B2C channel programs managing high-value and global strategic alliance accounts.
• Experience developing and executing joint go-to-market activity with partners.
• Experience negotiating technology partnerships with the intention of driving revenue.
• Experience using CRM software such as Salesforce.

A key member of the North America sales organization, the Senior Channel Partner Manager recruits, develops, and manages strategic Channel and SI partnerships to generate partner-sourced pipeline and accelerate growth across the NAM Region. Collaborating across regional sales teams, resellers, and system integrators, the role drives joint business plans and enablement strategies that expand market penetration and deliver against shared revenue targets.

Accountabilities

• Generate partner-sourced pipeline and revenue by developing go-to-market strategies with Channel, Value Added Resellers, FinOps, System Integrator, and Managed Service Provider partners in North America.
• Develop joint business plans with strategic Channel and System Integrator partners and deliver against joint targets.
• Work closely with regional partners and sales teams to identify mutual prospects and generate new business meetings.
• Establish enablement plans to help partners develop technical pre-sales and post-sales capabilities.
• Recruit, onboard, and enable new partners into the ecosystem.
• Participate in and support North America Region business reviews with Sales Teams.

Education and Experience

• High school diploma required, Bachelor's degree in marketing, business administration, or related field preferred.
• 2+ years of experience in partnership development across the North America Region.
• 2+ years of experience working on sales targets with reseller and SI partnerships.
• Experience establishing partner strategies that generate partner-led customer engagements.
• Experience with SaaS solutions sales and MEDDIC-based sales methodology.
• Proficiency in Salesforce and other sales-oriented tracking tools.

Scaling the partner ecosystem across MaaS and SaaS platforms depends on the Channel Partner Manager, who builds new partner models, drives B2B expansion strategies, and manages KPIs across employee benefits and business travel product lines. Based within a cross-functional environment and serving as a bridge between Product, Marketing, and external partners, the role delivers measurable growth through reseller and referral partnership development.

Key Deliverables

• Enlarge the partnerships ecosystem with new partners and partnership models.
• Uncover existing and new partner growth potentials and goals.
• Drive successful expansion and retention strategies across product lines and all available channels.
• Drive B2B partner strategy to grow employee benefits and business travel products, including lead generation and passenger activation.
• Collaborate with Product, Marketing, Hunters, and Farmers to define B2B strategic priorities, product development, and sales and marketing strategies.
• Develop and drive marketing activities across markets in online and offline channels, including digital, CRM, event, content, and PR.
• Establish, monitor, and report on all key B2B partner KPIs and metrics.

Professional Experience

• 2+ years of experience in Partner Management in MaaS and/or SaaS.
• Experience developing Reseller and Referral Partnerships.
• Experience in Human Capital Management and Employee Benefits.
• Strong experience orchestrating multiple departments and external partners.
• Experience in budget management with ability to set targets and achieve positive ROI.
• Exceptional communication skills in English, with additional European languages an advantage.
• Initiative-driven, self-sufficient, and autonomous with an entrepreneurial mindset.

As the Channel Partner Manager, this role manages and grows an engaged partner network by overseeing e-learning platforms, CRM administration, lead distribution, and regional sales planning to sustain high partner sales conversion. The regional team relies on this work to maintain consistent partner enablement, resolve channel conflicts, and deliver educational programs that keep partners current on methodologies, products, and client needs.

Areas of Ownership

• Manage and grow an engaged and performing partner network to achieve business goals.
• Protect and align partner interests with business decisions.
• Promote and enable partner involvement in sales trajectories.
• Determine, organize, and conduct educational programs for partners on methodologies, products, and client needs.
• Prevent and resolve conflict of interest between partners through consistent CRM administration and frequent communication.
• Distribute and follow up on leads to maintain high partner sales conversion.
• Manage the partner platform providing e-learning, certification, and communication.
• Develop regional sales plans with the regional team, with a focus on partners.

Knowledge Skills and Abilities

• Higher professional education or equivalent.
• 1-4 years of experience in an international commercial role.
• Good organizational skills with strong attention to detail.
• Strong communicator with ability to build relationships across organizational levels.
• Strategic, analytical, and commercial mindset with a results-driven approach.
• Independent, proactive, and a collaborative team player.
• Excellent verbal and written skills in English, with an additional language preferred.

Channel Partner Manager delivers incremental pipeline by managing digital agency and SI partner relationships, running outbound campaigns, and recruiting DXP partners to build practices for a commerce or marketing software platform. Success in the position means working in close coordination with sales, marketing, product, and services teams to maximize revenue and qualify both inbound partner requests and end customer prospects across the region.

Job Functions

• Manage digital agency and SI partners in region.
• Collaborate with partners on outbound campaigns to build pipeline.
• Drive partner-sourced opportunities for revenue growth.
• Engage key technology partners and Marketing Agencies in region to drive pipeline.
• Work closely with sales, marketing, product, and services teams to maximize revenue.
• Recruit leading DXP digital agency and SI partners to build practices.
• Qualify inbound partner requests and end customer prospect requests in region.

Background and Experience

• Bachelor's or Bachelor of Science degree in any field.
• 2+ years of experience managing digital agency, SI, and technology partner relationships for a commerce or marketing software company.
• Experience co-selling with digital agency and SI partners in enterprise accounts.
• Proven ability to consistently generate incremental pipeline through partners.
• Strong consultative selling skills including critical questioning, listening, analytical, negotiation, communication, and presentation.
• Experience using sales CRM automation tools.
• Self-starter with high energy level and proven track record of over-achievement.

The Channel Partner Manager leads the full partner onboarding sales cycle, from identification and commercial negotiation through contracting, while maintaining high service quality with existing payments-related partners to grow accounts. Working across all levels of partner organizations and collaborating with internal teams, the role enables sustained pipeline growth through proactive relationship management and product update communications.

Key Responsibilities

• Search for new partners and adhere to the sales governance process.
• Manage the full partner onboarding sales cycle including identification, commercial negotiation, contracting, and onboarding.
• Work with existing payments-related partners to ensure high quality of service and build further relationships.
• Collaborate and build relationships with all levels of partner organizations, both internally and externally.
• Keep partners up to date with product updates, upgrades, and new functionality.
• Drive the sales process to grow accounts, from scoping requirements to closing opportunities.

Qualifications and Experience

• Experience in partnership management, ideally within a payments or software business.
• Experience in prospecting and executing the full sales process.
• Excellent communication and planning skills.
• Ability to listen to and address customer needs with relevant services and products.
• Comfortable working remotely and independently.
• Desire to learn, improve, and build on success.

Embedded within the Identity and Fraud product organization, the Channel Partner Manager oversees the end-to-end onboarding of third-party services into CrossCore, from contract negotiation to technical delivery readiness and go-to-market launch across multiple partners. Working closely with Risk, Compliance, Legal, Finance, and Marketing teams, the role refines onboarding processes and enables the go-to-market function to position and support partner services effectively.

Core Functions

• Manage the entire onboarding process for third-party services across multiple partners, from contract negotiation to technical delivery readiness and market launch.
• Identify ways to improve the onboarding process and put forward recommendations to increase efficiency.
• Manage relationships with suppliers and understand the commercial, technical, and operational aspects of their service offerings.
• Work closely with partners and internal teams to ensure latest service and version releases are adopted.
• Coordinate with Go-to-Market, Finance, and Product teams to scope requirements, align platform releases, and create partner solution pricing.
• Work with Service Acceptance and Commercial Management teams to ensure client support models and contract frameworks are in place.
• Craft Go-to-Market messaging alongside the Marketing team and train Go-to-Market teams on partner services.

Skills and Qualifications

• Experience in Channel Partner management, third-party onboarding, or a similar role.
• Experience in Identity and Fraud including wider market, client needs, solutions, and standards.
• Experience working with API integration and cloud-based platform teams.
• Proven track record of effective delivery in a fast-paced organization with tight project deadlines.
• Strong influencing skills with ability to interface across a vast stakeholder network.
• Proficiency in Microsoft Office products including Word, Excel, PowerPoint, and Visio.
• Strong written and verbal communication skills with a commercially minded, can-do attitude.

Reporting to the sales manager, the Channel Partner Manager develops and executes Channel Partner strategy across a multinational B2B environment, overseeing recruitment, performance management, training, compliance, and conflict resolution for the full partner lifecycle. Partnering with marketing, service, and finance functions and using Salesforce and ERP tools, the role drives continuous improvement in channel operations and delivers results beyond expectations.

Strategic Responsibilities

• Develop a Channel Partner strategy in accordance with company business strategy.
• Define, maintain, and explain Channel Partner-related processes and standard operating procedures.
• Recruit and filter new Channel Partners and manage termination of existing ones.
• Handle Channel Partner routine management including distribution agreements, compliance, and credit control.
• Manage Channel Partner performance including annual targets, scorecards, forecasting, and conflict resolution.
• Oversee Channel Partner training, development plans, and marketing activity support.
• Use CRM system for customer contacts, activities, funnel management, forecasting, and project management.
• Collect and report information on competitive activity within the assigned territory.

Education and Experience

• Bachelor's or Master's degree in Analytical Chemistry, Biology, Environmental Sciences, Business Management, Engineering, or Chemistry, or equivalent experience.
• 5+ years of channel management experience in a multinational B2B business.
• 5+ years of experience in industrial sales and sales management.
• Knowledge of the market and water products is an advantage.
• Proficiency in Excel, Access, PowerPoint, and ERP systems such as Oracle.
• Experience with Salesforce CRM.
• Strong commercial acumen with a proven track record of integrity, compliance, and delivering results beyond expectations.

Sitting at the intersection of indirect sales and product expertise, the Channel Partner Manager builds new business relationships in core Medical products through brand promotion, active selling, and Channel Partner training to drive consistent sales growth. Operating across distributor networks, exhibitions, and trade events, the role relies on CRM maintenance and monthly distributor visits to monitor competitor activity and expand market share.

Scope of Work

• Develop and expand profitable sales through Channel Partners.
• Proactively seek opportunities to build new business relationships in core Medical products through brand promotion and active selling strategies.
• Work closely with Channel Partners to support internal training on new and existing products.
• Carry out agreed sales plans and activities to seek new accounts and business opportunities with Channel Partners and major accounts.
• Conduct minimum monthly visits to distributors and existing customers to monitor requirements, satisfaction levels, and competitor activity.
• Maintain CRM system fully up to date and grow Channel Partner business.
• Represent the company at exhibitions, trade association meetings, workshops, and seminars.

Requirements

• Bachelor's or Master's degree, or equivalent experience.
• Proven sales record in the indirect sales market with consistent and impressive sales growth.
• Technical ability to demonstrate products.
• Strong communication skills and sound business acumen.
• Effective time management and personal organization.
• Fluency in English and knowledge of other languages.

A key member of the sales organization, the Channel Partner Manager designs and executes a channel sales enablement strategy, implementing a full partner management framework from recruitment through ramp-down to drive profitable growth across the partner network. Collaborating across sales, marketing, and partner personnel, the role leads joint planning processes, oversees contract renewals, and develops marketing enablement initiatives that accelerate partner readiness and revenue.

Ownership Areas

• Design, establish, and execute a channel sales enablement strategy in collaboration with the sales team.
• Implement a channel partner management framework covering partner selection, recruitment, ramp-up, management, growth, and ramp-down.
• Oversee channel training programs and report on key metrics for channel readiness.
• Lead joint partner planning processes to develop mutual performance objectives, financial targets, and critical milestones.
• Coordinate involvement of company personnel to meet partner performance objectives and expectations.
• Lead solution development efforts that address end-user needs in coordination with company and partner personnel.
• Develop and promote partner marketing enablement initiatives including campaigns, events, webcasts, and communications.
• Oversee contract renewals and termination of underperforming partners.

Minimum Qualifications

• Bachelor's degree with a minimum of 5 years of experience in overseeing channel partnerships, or equivalent combination.
• Experience crafting and implementing channel sales strategies to meet monthly sales quotas.
• Ability to develop and maintain partner relationships through CRM software.
• Experience negotiating contracts and growth plans with current and prospective channel partners.
• Ability to analyze KPIs to determine the health of a channel partner relationship.
• Strong presentation skills with ability to lead by influence.

Channel Partner Manager develops and manages targeted partnership strategies and segmented client portfolios to generate new business and upsell opportunities across a growing software partner community. The work directly supports revenue growth by analyzing Partner Community performance data, facilitating cross-training, and ensuring partner recruitment, training, and sales are maximized in coordination with marketing and internal sales support teams.

Role Responsibilities

• Develop, implement, and manage targeted partnership strategies and campaigns to generate new business and upsell opportunities with channel partners.
• Work closely with marketing and internal sales support teams to maximize partner recruitment, training, and sales.
• Provide the manager with activity reports, channel information, and forecasting information.
• Participate in relevant technology and client industry events to promote software products and build trusted business partnerships.
• Analyze and review Partner Community performance data to identify and remediate operational gaps.
• Develop and manage segmented client portfolios by industry type, region, annualized revenue, and product type.
• Plan and facilitate software product knowledge sharing, operational collaboration, and cross-training across the team.

Position Requirements

• Bachelor's degree from an accredited university with a GPA of 3.0 or greater.
• Minimum 3 years of proven experience in partner management is preferred.
• High-level awareness of an end-to-end software product lifecycle is an advantage.
• Proven ability to successfully manage a culturally diverse and growing partner community.
• Proven ability to manage targeted and measurable partnership strategies and segmented client sales portfolios.
• Excellent presentation, facilitation, negotiation, and influencing skills.
• Ability to build lasting relationships with stakeholders across all organizational levels through open and frequent communication.

The Channel Partner Manager leads Reality Labs B2B Commercial partnerships across the region, overseeing distributor and reseller onboarding, quarterly business planning, and partner-led go-to-market activities to scale customer acquisition and implementation. Working closely with cross-functional teams spanning product, sales, customer success, partner engineering, legal, marketing, and PR, the role advances measurable market share growth through data-driven partner performance reviews.

Strategic Initiatives

• Localize global and regional strategies and programs effectively.
• Negotiate, enable, and onboard key distributors, consulting organizations, resellers, and new channels.
• Drive quarterly business plans with partners and own day-to-day execution through direct and active partner relationships.
• Take complete ownership of Reality Labs B2B strategy for the region and sales delivery via partner-led go-to-market activities.
• Track, analyze, and communicate key quantitative metrics and run quarterly business reviews with regional and global partner executive teams.
• Collaborate with cross-functional teams including product, sales, customer success, partner engineering, legal, marketing, and PR.

Experience and Qualifications

• 6+ years of experience in business development or partnerships at a SaaS company or major technology hardware vendor in the B2B segment.
• Experience driving early-stage product adoption by leveraging ecosystems, channels, and strategies of scale.
• Strong program management skills with ability to manage multiple competing projects and follow through on delivery.
• Strong negotiation skills developed through experience in the channels space.
• Analytical mindset with ability to leverage data for business plans, customer insights, and program effectiveness.

As the Channel Partner Manager, this role serves as the primary contact for strategic IT Partners across Europe, developing and executing GTM strategies and mapping new partner opportunities to continuously scale business footprint. The partnerships team relies on this work to onboard and develop strong partner relationships through cross-functional collaboration with support, marketing, product, legal, and operations.

Day-to-Day Responsibilities

• Develop and execute the GTM strategy for IT Partners in close collaboration with the VP of Channel to drive new direct revenue and grow footprint across Europe.
• Develop existing strategic IT Partners through enabling activities and lead-generating activities to maximize growth.
• Map out new potential IT Partners to continuously scale business through IT Partnerships across Europe.
• Work closely with cross-functional internal teams including support, marketing, product, legal, and operations to onboard and develop strong partner relationships.
• Contribute to continuous improvement of team processes and tools to optimize partner growth.

Technical Qualifications

• 3-5 years of demonstrated experience in value-driven sales, preferably with IT or resell partnerships.
• Experience working within a software and technology environment.
• Experience working in an international market.
• Great business acumen with experience working with Director and C-level stakeholders.
• Strong interpersonal skills with ability to build new relationships and manage multiple parallel tasks.
• Fluent in English, both written and spoken.
• Self-starter with high work discipline and structured, methodical ways of working.

The Channel Partner Manager oversees NetSuite subscription revenue growth by recruiting and managing channel partners, providing business plan support, and serving as a trusted advisor during C-level sales engagements. Working in close collaboration with partner resellers and internal Oracle NetSuite teams, the role shapes partner knowledge and capability to drive consultative selling outcomes across ERP solution markets.

What You'll Do

• Manage and grow NetSuite subscription revenue through channel partners.
• Identify and recruit channel partners for the assigned territory.
• Provide support and guidance to help channel partners develop their business plans.
• Proactively support partners during sales activities and engagements with C-level executives.
• Clearly understand and articulate the value of Oracle NetSuite products and services.
• Build and maintain trusted advisor relationships with partners.
• Provide ongoing education and information to channel partners.

Knowledge Skills and Abilities

• 5 years of direct and/or indirect enterprise software sales experience.
• Knowledge and experience of working in collaboration with channel partners and resellers.
• Proven success selling in a consultative and team environment to C-level and end-user decision makers.
• Understanding of ERP business solutions and their benefits to support customer needs.
• Ability to create business plans with partners and support execution against them.
• Well-developed solution selling, negotiation, and influencing skills.
• Professional verbal, written, and presentation communication skills.

Embedded within a global sales organization, the Senior Channel Partner Manager executes a quota-carrying regional partner strategy by identifying and recruiting partners through a data-driven approach and optimizing performance across sales, marketing, and consulting functions. Working closely with sales and Customer Success organizations, the role produces partner-sourced pipeline growth by developing verticalized outbound strategies and filling product and service gaps with targeted partner offerings.

Executive Functions

• Take responsibility for the strategy and execution of a quota-carrying regional partner role.
• Identify and recruit potential channel partners based on a data-driven approach.
• Close partnership agreements while balancing company goals, speed, and economic potential.
• Track, report, and optimize partner performance across sales, marketing, and consulting functions.
• Help partners develop and execute outbound strategies that generate new leads with verticalized solutions.
• Work cross-functionally with sales and Customer Success organizations to accelerate deals by filling knowledge, product, and service gaps with partner offerings.

Required Qualifications

• 3-5 years of experience in sales, account management, or channel partner management in a quota-carrying role.
• Experience working directly or indirectly with Channel Partners, VARs, or SIs.
• Experience in a global work environment.
• Track record of taking projects from start to finish independently.
• Strong relationship-building skills and initiator approach.
• Ability to negotiate SaaS subscriptions and balance company and partner needs tactfully.
• Team player with a positive attitude and strong written and verbal communication skills.

Reporting to regional leadership, the Channel Partner Manager takes primary ownership of building and executing new partnerships across the Iberian region, identifying organizations positioned to accelerate growth and closing agreements that balance company goals with economic potential. Partnering with cross-functional teams and drawing on strong negotiation and organizational skills, the role evaluates partnership risks and benefits while maintaining a full pipeline of prospective partner relationships.

Performance Expectations

• Take primary responsibility for the strategy and execution of building new partnerships in the Iberian region.
• Identify relevant organizations strategically positioned to accelerate growth into new markets.
• Identify potential channel partners across clusters segmented by industry, geography, and area of expertise.
• Close partnership agreements while balancing company goals, speed, and economic potential.
• Evaluate the financial and non-financial benefits and risks of new partnerships.
• Track, report, and optimize the performance of partnerships, including identifying issues and executing solutions.
• Collaborate with cross-functional teams to build and maintain a pipeline of relationships with potential partners.

Background and Experience

• 2-4 years of experience in sales or business development positions, with a focus on the Iberian market being a strong advantage.
• 2+ years of experience in managing Channel Partners and Resellers is a strong advantage.
• Fluency in Spanish and English is required, with fluency in Portuguese an advantage.
• Strong relationship-building skills with outstanding verbal and written communication.
• Experienced negotiator with high closing rates.
• Exceptional organizational and multitasking skills.
• Team player with a winner approach and ability to take entire projects from start to finish.

A key member of the channel sales team, the Channel Partner Manager accelerates growth by recruiting and managing large global system integrators and digital agencies, building joint sales pipelines, and evaluating partner performance to create channel sales plans in the digital transformation space. Collaborating across Direct Sales, Marketing, and Delivery functions and leveraging proficiency in English and a European language, the role refines partner management processes and keeps the organization current on market and competitor developments.

Work Activities

• Accelerate and grow large global system integrators, digital agencies, and other partners in the digital transformation landscape.
• Collaborate with partners on outbound campaigns to build sales pipeline and develop joint sales proposals, quotations, and pricing.
• Evaluate partner sales performance, recommend improvements, and create channel sales plans.
• Deliver customer presentations, attend sales meetings, and partner conferences.
• Assist in partner marketing activities such as tradeshows, campaigns, and other promotional activities.
• Develop process improvements to optimize partner management activities.
• Manage the sales pipeline, forecast monthly sales, and identify new business opportunities while staying current on market and competitor developments.

Qualifications and Experience=

• At least 3 years of experience in recruiting and managing partners in the software, software service, or software consulting industry.
• Proven success in establishing trustful channel partner relationships and acquiring renowned partners.
• Understanding of the complexities of working with medium and large partners across different cultures and challenges.
• Proficiency in English and at least one additional European language.
• Excellent communication and negotiation skills with ability to inspire partners.
• Energetic and entrepreneurial personality with a hands-on mentality.