The Channel Manager is responsible for designing, building, and operationalising a scalable partner ecosystem that drives global expansion while maintaining strong commercial performance, margins, and delivery quality.
This role will define the overarching partner strategy, including partner segmentation, commercial models, governance frameworks, and growth initiatives. The Channel Manager will lead the identification, onboarding, and success of strategic partners, ensuring a repeatable and sustainable partner-led growth engine.
Duties & Responsibilities
- Partner Strategy & Ecosystem Design
- Develop and implement a comprehensive global partnerships strategy aligned to business growth objectives.
- Design and operationalise a scalable partner ecosystem to support international expansion.
- Define partner segmentation and tiering models (e.g., strategic, premium, referral, reseller, etc.).
- Establish clear partner value propositions and differentiation across tiers.
- Commercial Frameworks
- Create and manage partner commercial structures, including pricing, margins, incentives, and revenue-sharing models.
- Ensure commercial structures drive profitability while remaining competitive in the market.
- Monitor and optimise partner performance against revenue and margin targets.
- Partner Acquisition & Onboarding
- Identify, evaluate, and recruit high-value strategic partners in key markets.
- Lead the end-to-end onboarding process for new partners, ensuring alignment with company standards and expectations.
- Build a strong global partner pipeline to support ongoing expansion.
- Partner Success & Growth
- Drive partner revenue growth and long-term commercial success.
- Establish performance metrics and KPIs to measure partner effectiveness and ROI.
- Collaborate with internal stakeholders to ensure partners are positioned for success.
- Governance & Quality Assurance
- Define governance frameworks to ensure consistency, compliance, and quality across the partner ecosystem.
- Implement controls and processes to protect delivery standards and brand integrity.
- Monitor partner performance and enforce accountability.
- Cross-Functional Collaboration
- Work closely with the VP of Operations, who will own partner enablement and support, to ensure seamless partner experience.
- Collaborate with sales, product, marketing, and leadership teams to align partnership initiatives with broader business strategy.
- Act as the internal and external ambassador for the partner programme.
Minimum Requirements
- Relevant tertiary qualification (e.g., Business, Commerce, or related field).
- Minimum of 5 years’ experience in partnerships, alliances, or a similar leadership role.
- Experience within the Sage Partnership ecosystem is advantegous
- Demonstrated experience in building and scaling partner programmes internationally.
- Experience in defining commercial models and driving partner revenue growth.
- Track record of delivering measurable business outcomes through partnerships.
Channel Manager employer: Pragma
At Gamma, we pride ourselves on being an exceptional employer, offering a collaborative and forward-thinking work culture that prioritises our people. As a Cyber Security Analyst in our Glasgow office, you'll benefit from extensive employee growth opportunities, including access to industry events and training, while enjoying a comprehensive benefits package that includes subsidised private medical insurance and enhanced parental leave. Join us to make a meaningful impact in the cybersecurity field, all within a supportive environment that values diversity and work-life balance.
