Channel Development Manager

A growing UK technology asset and leasing business is looking to appoint an experienced Channel Development Manager to support the next phase of its growth.

The business provides innovative funding and asset management solutions for technology and workplace equipment. Its model combines technology leasing with residual-value management, enabling assets to be refurbished and redeployed at the end of their initial rental period.

The company's funding solutions provide a sales-enablement proposition for IT resellers, distributors and equipment manufacturers, helping channel partners create additional sales opportunities and provide flexible solutions to their customers.

This is an exciting opportunity to join a growing business at a key stage of its development, with the successful individual playing an important role in expanding the company's channel presence.

The Role

The Channel Development Manager will be responsible for increasing market presence and driving financial growth by developing relationships with IT resellers, distributors and equipment manufacturers that could benefit from the company's funding and asset management solutions.

This is a senior, commercially focused sales position. The successful candidate will be expected to identify new business opportunities, develop relationships, negotiate and close new partnerships, and maintain a strong understanding of the technology and leasing markets.

We are looking for a genuine hunter who can identify, penetrate and onboard new vendor and reseller partners within the IT sector.

There will also be opportunities to contribute to new product development and enhancement of existing propositions to maximise sales opportunities.

Key Responsibilities

• Identify, prospect and establish new channel partner, distributor and manufacturer relationships.




• Introduce prospective partners to the company's funding and sales-enablement proposition.




• Build and maintain a robust pipeline of new business opportunities.




• Increase penetration and revenue within existing channel relationships.




• Develop opportunities for refurbished and "second-life" technology products.




• Establish relationships with senior decision makers within prospective partners.




• Arrange and lead meetings, pitches and commercial discussions with prospective partners.




• Work with senior management to develop compelling presentations and proposals.




• Understand partner requirements, concerns and commercial objectives and position solutions accordingly.




• Participate in pricing discussions relating to leasing solutions and associated value-added services.




• Handle objections and negotiate effectively to achieve positive commercial outcomes.




• Maintain accurate records of prospects, activity and pipeline within the company's CRM system.




• Work closely with the wider commercial team and management.




• Visit partner offices and attend relevant meetings as required.




• Operate within agreed risk parameters and ensure appropriate operational service levels are maintained.

Experience Required

The ideal candidate will have a minimum of 5 years' experience selling leasing, asset finance or related sales-enablement solutions through partners.

Experience within asset finance will be considered essential, with experience of technology leasing or sales-aid leasing particularly valuable.

The successful candidate should also have:

• Strong new business sales experience.




• An established network within the UK IT channel.




• Experience working with IT resellers, distributors, vendors or manufacturers.




• A proven track record of prospecting and winning new business.




• Experience managing the sales process from initial contact through to close.




• Strong commercial negotiation and relationship-building skills.




• A good understanding of technology products and solutions.




• The ability to engage confidently with sales, marketing and commercial stakeholders.




• A persistent, energetic and entrepreneurial approach to business development.

Experience of selling through the distribution/reseller channel would be particularly relevant.

Candidate Profile

This role would suit a self-motivated and commercially driven individual who enjoys building relationships and winning new business.

You should be comfortable with proactive prospecting, including telephone-based business development, and be able to manage the sales cycle from initial approach through to partnership and revenue generation.

The technology leasing market is competitive, so resilience, persistence and the ability to create opportunities from a cold start are important.

Training and support will be provided around the company's specific funding proposition, with access to experienced management and industry specialists.

Location

The role is based in London, with a hybrid/remote working arrangement potentially available for the right candidate.

The successful individual will be expected to spend an agreed amount of time in the office and regularly visit partners and prospective clients.

Performance & Targets

The role will have clear new-business and sales targets, with performance measured through the generation of new leasing business, partner acquisition, sales activity and pipeline development.

The first-year expectation is to generate approximately £6m of three-year primary-term residual-value-based leasing business across technology assets.

Package

• Basic salary: Up to £80,000, depending on experience.




• Commission: Uncapped commission scheme, typically paying between 1% and 1.5% of on-target sales.




• Pension: Employer contribution of 4%, with employee matching contribution.




• Equipment: Laptop and equipment provided to support remote working.




• Business travel: Business travel to clients, partners and suppliers reimbursed.




• Mileage: Business mileage paid in accordance with applicable HMRC rates.




• Probation: Six months.




• Notice: Four weeks.

Why Join?

This is an opportunity to join a growing technology finance business at an important stage of its development.

The successful candidate will have significant scope to build the channel, develop new partnerships and directly influence the company's future growth.

The role offers a combination of new-business autonomy, senior stakeholder engagement, strong earning potential and the opportunity to develop a significant network across the UK technology channel.

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