Channel Manager

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.

 

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.

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.