Channel Development Manager

Miraclon is the home of FLEXCEL Solutions, which have helped transform flexographic printing for more than a decade. The technology, including the industry-leading FLEXCEL NX and FLEXCEL NX Ultra Systems, and FLEXCEL NX Print Suite that enables PureFlexo™ Printing, maximizes on-press efficiency, delivers higher quality and overall best-in-class results. With a focus on pioneering image science, innovation, and collaboration with industry partners and customers, Miraclon is committed to the future of Flexo and continues to be positioned to lead the charge.

Role Overview

The Channel Development Manager will be responsible for identifying, developing, enabling, and growing a high-performing network of channel partners that expands market reach, accelerates revenue growth, and strengthens customer access across priority markets. The role will combine strategic channel planning, partner relationship management, commercial execution, and cross-functional collaboration to deliver measurable partner-led pipeline and sales performance.

Role Purpose

The purpose of this role is to build a scalable and commercially effective partner ecosystem by recruiting the right partners, improving partner capability, increasing partner contribution to revenue, and ensuring channel activity is aligned with the company’s go-to-market strategy, pricing discipline, product positioning, and customer value proposition.

Key Responsibilities

• Develop and execute a channel development strategy aligned with regional revenue targets, market priorities, and commercial objectives.
• Identify, assess, recruit, and onboard new channel partners, including distributors, resellers, agents, systems integrators, consultants, or other relevant partner types.
• Build strong relationships with existing partners, acting as the primary commercial contact for partner development, performance improvement, and issue resolution.
• Create joint business plans with priority partners, including revenue targets, pipeline expectations, account priorities, marketing activities, and enablement actions.
• Lead, manage, and support the regional Channel Sales Managers, ensuring clear objectives, consistent execution, and alignment with regional commercial priorities.
• Set performance expectations for Channel Sales Managers, monitor progress against targets, and provide coaching, feedback, and development support to improve individual and team performance.
• Coordinate regional channel sales activity across territories, ensuring effective prioritisation of partner opportunities, consistent pipeline management, and disciplined follow-up on joint business plans.
• Facilitate regular one-to-one meetings, team reviews, and regional performance discussions with Channel Sales Managers to share best practice, resolve blockers, and drive accountability.
• Deliver partner enablement programmes, including product training, value proposition development, sales tools, commercial guidance, and customer engagement support.
• Monitor partner performance using agreed KPIs, conduct regular business reviews, and implement corrective actions where performance is below expectation.
• Work closely with sales, marketing, product, technical, customer service, finance, and legal teams to ensure partners are equipped to represent the company effectively and compliantly.
• Support pricing, commercial terms, contract negotiation, and rules of engagement for channel partners in line with company policies.
• Provide market intelligence on partner capability, competitor activity, customer needs, and opportunities for channel expansion.
• Represent the company at partner meetings, trade events, roadshows, and customer-facing engagements as required.

Required Experience and Qualifications

• Proven experience in channel development, channel sales, business development, or a related commercial role.
• Experience in the printing industry is preferred, with particular value placed on knowledge of flexographic printing, packaging, labels, consumables, equipment, or related print production environments.
• Strong understanding of customer needs, channel structures, and commercial dynamics within print-related markets, ideally including flexographic applications and partner routes to market.
• Demonstrable track record of developing partner-led revenue, improving partner productivity, and building sustainable commercial relationships.
• Strong understanding of indirect sales models, partner ecosystems, distributor management, reseller programmes, and joint go-to-market planning.
• Experience working in a matrix organisation and collaborating across sales, marketing, operations, finance, legal, and technical teams.
• Commercially astute, with experience in pipeline management, forecasting, pricing, margin management, and performance reporting.
• Bachelor’s degree in business, marketing, sales, engineering, or a related field preferred; equivalent commercial experience will also be considered.
• Fluency in English required; additional regional languages would be advantageous.
• Willingness to travel regularly to meet partners, attend events, and support regional growth initiatives.

Key Skills and Competencies

• Strategic channel planning: Ability to translate market opportunity into practical partner strategies and execution plans.
• Relationship building: Strong interpersonal skills with the credibility to influence partners and internal stakeholders at multiple levels.
• Commercial negotiation: Confident in negotiating terms, resolving commercial issues, and balancing growth with margin discipline.
• Analytical thinking: Comfortable using sales data, partner scorecards, and market insights to identify opportunities and improve performance.
• Communication and presentation: Clear, persuasive communicator able to present business plans, performance reviews, and value propositions effectively.
• Collaboration: Works effectively across functions and geographies to deliver seamless partner and customer experiences.

Key Performance Indicators

• Partner-sourced and partner-influenced pipeline value.
• Channel revenue growth and contribution to regional sales targets.
• Number and quality of new partners recruited and onboarded.
• Partner activation, enablement completion, and time to first opportunity or sale.
• Number of print trials completed with channel partners and customers.
• Channel and customer training, event participation, including attendance, engagement, and follow-up activity.
• Number of new customers obtained through channel-led or partner-supported activity.
• Performance of joint business plans and quarterly business review actions.
• Partner satisfaction, engagement, and retention.
• Improvement in forecast accuracy, deal conversion, and channel profitability.

Success Profile

The successful candidate will be a proactive, commercially minded relationship builder who can operate both strategically and hands-on. They will be comfortable developing new partner opportunities, improving underperforming relationships, and working across internal teams to remove barriers to growth. They will bring energy, structure, resilience, and a strong bias for action in a target-driven environment. The company is committed to providing equal employment opportunities and to creating an inclusive environment for all employees. All qualified applicants should be considered without discrimination and assessed fairly against the requirements of the role.