Channel Sales And Partnership Manager
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