Key Responsibilities
Channel Development & Partner Engagement
· Develop and execute a strategic channel growth plan across the UK and Ireland.
· Recruit, onboard, and activate new reseller and integration partners.
· Build strong relationships with key channel partners, consultants, and system integrators.
· Increase partner mindshare through regular engagement, business reviews, sales enablement, and training programs.
· Deliver partner workshops, webinars, Lunch & Learns, and solution briefings to improve partner knowledge and advocacy.
· Support partners in identifying, qualifying, and progressing opportunities within their customer base.
· Drive partner participation in marketing campaigns, events, and lead-generation activities.
· Conduct joint account planning and territory development initiatives with strategic partners.
End User Demand Generation & Specification Development
· Develop relationships with end-user organizations, consultants, architects, and workplace influencers to generate awareness and demand for our solutions.
· Identify workplace technology projects and opportunities before formal procurement processes begin.
· Position our solutions early in the design and specification phase to create pull-through demand for channel partners.
· Engage directly with key stakeholders to understand business challenges and align solutions to customer requirements.
· Generate qualified opportunities and introduce them to the appropriate channel partner for commercial engagement and fulfilment.
· Support channel partners throughout the sales cycle to maximize conversion and win rates.
· Maintain visibility of key projects and opportunities while ensuring adherence to the channel-first sales model.
Pipeline Development & Sales Execution
· Build and maintain a healthy pipeline of qualified opportunities across the territory.
· Track and manage all partner activities, customer engagements, and opportunities within Salesforce/HubSpot.
· Deliver accurate monthly forecasts and territory updates.
· Collaborate closely with Marketing, Product Management, Sales Engineering, and EMEA Sales Leadership to maximize market impact.
· Provide market feedback, competitive intelligence, and customer insights to support business strategy and product development.
Operating Cadence
· Weekly pipeline and territory review with the Director of Sales EMEA.
· Monthly business reviews with strategic channel partners.
· Quarterly territory and account planning sessions.
· Ongoing CRM management to ensure accurate forecasting and opportunity visibility.
· Regular collaboration with Marketing and Channel teams on campaigns, events, and partner initiatives.
What We’re Looking For
Experience
· 5+ years of experience in channel sales, business development, or partner management within the AV, UC&C, Collaboration Technology, SaaS, or IT industries.
· Proven success developing and managing indirect sales channels.
· Experience working with VARs, system integrators, and consulting partners.
· Strong understanding of demand generation and specification-led sales processes.
· Track record of driving revenue growth through partner ecosystems.
Skills & Competencies
· Excellent relationship-building and stakeholder management skills.
· Strong presentation and communication abilities.
· Ability to influence decision-makers and create demand without direct transactional selling.
· Commercially astute with strong pipeline and forecasting discipline.
· Highly organized, self-motivated, and results-oriented.
· Comfortable working independently in a remote environment.
Personal Attributes
· Entrepreneurial mindset with a proactive approach to business development.
· Strong collaborator who thrives in a partner-led sales environment.
· Passionate about building relationships and creating market opportunities.
· Willingness to travel throughout the UK and Ireland as required.
