Job Overview

We are looking for a Channel Sales & Partnerships Manager to build and scale a high-performing partner ecosystem that drives sustainable revenue growth. In this role, you will be responsible for acquiring, onboarding, enabling, and optimizing strategic partners to generate qualified opportunities and recurring revenue.

You will manage the full partner lifecycle, strengthen partner relationships, and ensure strong pipeline visibility, forecast accuracy, and partner accountability. The ideal candidate has a proven track record in channel sales, alliances, or partnerships, with strong commercial and analytical skills.

Key Responsibilities

Partner Acquisition & Ecosystem Development

• Identify, recruit, and onboard strategic channel partners.
• Build a scalable partner ecosystem that delivers sustainable revenue growth.
• Develop segmentation strategies to prioritize high-potential partners.
• Negotiate commercial terms, commissions, and service-level agreements within delegated authority.

Partner Enablement & Activation

• Design and execute partner onboarding and training programs.
• Equip partners with sales materials, product knowledge, and go-to-market support.
• Drive partner activation and ensure the first qualified opportunity is generated within 60–90 days.

Revenue Growth & Opportunity Management

• Manage partner-generated referrals and opportunities from qualification through close.
• Collaborate with internal sales teams to ensure effective lead handling and deal progression.
• Increase conversion rates and identify upsell and cross-sell opportunities.
• Achieve assigned annual channel revenue targets.

Partner Performance Management

• Monitor partner KPIs, pipeline contribution, and revenue performance.
• Conduct regular business reviews with partners.
• Implement performance improvement plans and optimization actions.
• Maintain strong partner engagement and retention.

Forecasting & Reporting

• Maintain accurate pipeline visibility and revenue forecasts.
• Track channel metrics including conversion rates, partner productivity, and retention.
• Provide insights and recommendations to improve channel performance.

Cross-Functional Collaboration

• Work with Marketing on co-marketing campaigns and partner enablement materials.
• Coordinate with Product to share market and partner feedback.
• Align with Legal and Finance on partnership agreements and commercial structures.
• Drive internal process improvements impacting partner and referral experience.

What You Will Own

• Channel and partner sales performance across the assigned ecosystem
• End-to-end partner lifecycle: acquisition, onboarding, activation, growth, and retention
• Partner referral pipeline, lead quality, and conversion outcomes
• Partner segmentation, KPI tracking, and optimization
• Pipeline forecasting and revenue contribution
• Commercial discussions related to commissions, incentives, and SLAs

What You Will Influence

• Marketing campaigns and co-marketing initiatives
• Sales alignment and referral handling
• Product feedback and market insights
• Legal and Finance alignment on commercial terms
• Internal processes affecting the partner experience

Requirements

Education

• Bachelor’s degree in Business, Marketing, or a related field

Experience

• 5+ years of experience in channel sales, partnerships, alliances, or business development
• Proven success building and scaling partner-led revenue engines
• Experience managing partner ecosystems and commercial relationships

Skills

• Strong negotiation and relationship management skills
• Commercial and analytical mindset
• Experience managing KPIs, commissions, and revenue forecasts
• Excellent stakeholder management and cross-functional collaboration skills
• Strong presentation and communication abilities
• Proficiency with CRM platforms such as Salesforce, HubSpot, or Microsoft Dynamics 365

Preferred Qualifications

• Experience in SaaS, technology, consulting, or B2B services
• Experience designing partner incentive and commission structures
• Familiarity with co-marketing and partner enablement programs