Channel Manager

As a Channel Manager, you will build and nurture Vocus’s channel partner ecosystem, driving joint sales initiatives and enabling partners to grow their own businesses with Vocus products.
Reporting to the Head of Channel Sales, this role is an individual contributor without direct reports but coordinates closely with channel program management, business management, enablement, and sales teams. The role follows Vocus’s hybrid working pattern (two days per week in the office) and may require travel to partner and industry events; no security clearance or shift work is required.
Key Responsibilities

Lead a portfolio of channel partner relationships, including recruitment, onboarding, and development of partners to expand indirect sales coverage
Execute joint business plans with key partners, defining sales targets, marketing initiatives, and enablement activities that drive mutual growth and success
Working with program management and partner enablement, lead and coordinate partner enablement activities (training, certifications, co-selling support), ensuring partners have the knowledge and resources to effectively sell our solutions
Lead local marketing and demand generation initiatives with partners (campaigns, events) to generate pipeline through the channel and increase partner-driven revenue
Lead regular business reviews with partners to assess performance, discuss challenges, and align on actions that will accelerate partner sales growth
Manage channel conflicts and customer allocation issues by mediating disputes and implementing fair policies that foster a productive collaboration between partners and direct sales teams
Achieve indirect sales targets and partner performance KPIs, closely tracking partner-driven sales and ensuring the channel meets or exceeds its contribution goals
Champion with internal product, marketing, and support teams to advocate for partner needs and ensure partners receive timely support on pricing, delivery, and customer issues.

Skills & Experience

Minimum 7–10 years' experience in channel and/or partner management and leadership roles
Telecommunications, ICT or technology industry experience is strongly preferred
Partner recruitment & joint business planning experience
Partner enablement & performance management experience
Channel deal orchestration (co‑sell, rules of engagement) experience
Partner commercial & pricing governance experience
The ability to work independently while collaborating effectively across a broader team.