Channel Development Manager

Channel Development Manager (EMEA)

Location: Remote, EMEA

Travel: Regular travel across EMEA as required

Build Partnerships. Develop New Markets. Drive Revenue.

We are looking for a commercially driven Channel Development Manager to build and expand a strategic partner network across EMEA for a growing technology business operating within the GIS, utilities and infrastructure sectors.

This is a hands-on, sales-focused opportunity for someone who thrives on identifying new business opportunities, opening doors, developing commercial partnerships and generating revenue.

We are not looking for someone to simply manage an established partner network. We need a proactive business developer who can go out, identify opportunities, recruit new partners and turn those relationships into tangible commercial results.

You will play a central role in expanding the company's regional presence, establishing new routes to market and building a successful indirect sales channel from the ground up.

The Role

As Channel Development Manager, your primary focus will be on new partner acquisition, channel sales development and revenue growth across EMEA.

You will actively identify and engage potential resellers, distributors, technology partners and strategic alliances, developing relationships that generate new business opportunities.

Working closely with internal sales and technical teams, you will take a hands-on approach to developing the channel, from initial prospecting and commercial discussions through to partner activation and revenue generation.

This is an opportunity for someone who enjoys the challenge of building something new, rather than maintaining an existing programme.

Key Responsibilities

New Partner Acquisition & Business Development

• Proactively identify, target and recruit new channel partners across EMEA.
• Build and manage a strong pipeline of prospective resellers, distributors and strategic technology partners.
• Lead outbound business development activity, approaching prospective partners and securing commercial opportunities.
• Develop compelling partnership propositions and negotiate mutually beneficial commercial agreements.
• Identify opportunities to enter new markets and establish new routes to market.
• Take ownership of the partner acquisition process from initial engagement through to onboarding and activation.

Channel Sales & Revenue Generation

• Drive new business revenue through the development of an active, commercially productive partner network.
• Work directly with partners to identify sales opportunities, build pipelines and convert opportunities into revenue.
• Develop joint sales initiatives and go-to-market activities with newly recruited partners.
• Support commercial discussions, customer presentations and sales negotiations where required.
• Monitor partner sales performance and identify opportunities to accelerate growth.
• Take accountability for measurable channel development and revenue targets.

Partner Development & Market Expansion

• Build strong commercial relationships with key decision-makers across prospective and newly established partners.
• Work closely with partners to identify target customers, sectors and sales opportunities.
• Help newly recruited partners become commercially active and successful.
• Identify opportunities within the utilities, telecommunications, infrastructure and GIS markets.
• Gather market intelligence to identify emerging opportunities and support regional expansion.

Internal Collaboration

• Work alongside sales, marketing and technical teams to support partner acquisition and sales activities.
• Coordinate technical demonstrations, product presentations and partner enablement where required.
• Provide commercial feedback on market demand, competitor activity and potential growth opportunities.
• Keep senior leadership informed of partner acquisition progress, sales pipeline and revenue performance.

What We're Looking For

Essential Experience

• Proven experience in channel development, partner acquisition, indirect sales or business development within the technology sector.
• A demonstrable track record of winning new partners, developing new business relationships and generating commercial opportunities.
• Strong sales and business development skills, with the confidence to prospect, pitch, negotiate and close commercial agreements.
• Experience developing partner networks, reseller relationships or indirect sales channels.
• A commercially focused approach, with experience working towards sales, pipeline or revenue targets.
• Ability to work independently, identify opportunities and drive business development activity across multiple territories.
• Strong communication, relationship-building and negotiation skills.

Desirable Experience

• Experience within enterprise software, GIS, geospatial technology, infrastructure software or network management solutions.
• Knowledge of the Esri ecosystem, including distributors, resellers and technology partners.
• Exposure to utilities, telecommunications, dark fibre, data centres or infrastructure markets.
• Experience establishing new channel partnerships or developing previously untapped territories.
• Existing commercial relationships across relevant EMEA technology markets.

The Ideal Candidate

We are particularly interested in speaking with individuals who:

• Have a genuine hunter mentality and enjoy winning new business.
• Can demonstrate success in recruiting and commercially developing new partners.
• Are comfortable starting conversations, opening doors and building relationships from scratch.
• Understand how to turn a newly established partnership into an active revenue-generating relationship.
• Are motivated by sales performance, commercial growth and measurable results.
• Enjoy working autonomously and taking ownership of their territory.
• Are hands-on, proactive and comfortable operating in a growing business.

Qualifications

• Bachelor's degree in Business, Engineering, Information Technology, GIS or a related discipline, or equivalent professional experience.
• 7+ years of professional experience, including at least 3–5 years in channel sales, partner development, indirect sales or relevant business development roles.