Channel Manager

Role Summary
The Channel Manager is accountable for building, governing, and scaling a high-performing partner ecosystem aligned to regional and global channel strategy.
This role owns the end-to-end partner lifecycle — from recruitment and GTM alignment through to capability development and pipeline creation — ensuring partners become self-sufficient, growth-oriented contributors to the business.
Unlike execution-focused roles, the Channel Manager is responsible for creating the conditions for scale, not closing individual deals.
Core Role Positioning
“Own the partner, build the ecosystem, and create sustainable pipeline.”
Full ownership and accountability for assigned partners
Focus on mid- to long-term partner growth and capability
Creates scalable pipeline and partner-driven revenue engines
Key Responsibilities
1. Partner Ownership & Accountability
Act as the single point of ownership for assigned partners
Build deep, trusted relationships with partner leadership and operating teams
Define, agree, and govern joint business plans with clear growth objectives
Hold partners accountable to performance across pipeline, capability, and revenue
2. Partner GTM, Recruitment & Onboarding
Define and execute partner GTM strategies aligned to regional priorities
Identify whitespace and recruit net-new partners aligned to industry and coverage gaps
Lead onboarding of new partners, ensuring rapid integration into the ecosystem
Align partner positioning with target industries, accounts, and value propositions
3. Capability Growth & Partner Development
Drive partner capability across Sales, Presales, Marketing, and Delivery
Ensure partners achieve required certifications and skills aligned to strategy
Assess partner maturity and define structured development plans
Enable partners to become increasingly self-sufficient in sourcing and delivering work
4. Marketing Alignment & Joint GTM Planning
Align partners to joint go-to-market plans and campaign execution
Work closely with marketing teams to build structured demand generation programs
Ensure partners are actively engaged in campaigns that drive pipeline
Translate strategy into actionable programs with measurable outcomes
5. Pipeline Creation & Demand Generation
Own the creation of partner-sourced pipeline within assigned ecosystem
Ensure partners are proactively identifying and generating new opportunities
Track pipeline health, coverage, and quality across the partner portfolio
Drive consistency in pipeline generation activities across partners
At 10% maturity, handover opportunities to Channel Sales Manager to progress, grow and close
6. Practice Development & Tier Progression
Support partners in building industry practices and solutions aligned to target markets
Drive progression through partner program tiers based on capability and performance
Ensure partners are investing appropriately in priority areas
Align partner capability with future growth opportunities
7. Governance & Ecosystem Management
Establish governance across partners, including regular reviews, KPIs, and performance tracking
Ensure adherence to partner program requirements, commercials, and engagement models
Manage cross-region and cross-industry alignment for strategic partners where required
Provide structured insight into ecosystem performance to regional leadership
Key Outcomes / Success Measures
Growth in partner-sourced pipeline
Increase in partner capability and self-sufficiency
Expansion of ecosystem coverage (by industry, geography, and capability)
Progression of partners through program tiers and maturity levels
Strength and sustainability of the overall partner ecosystem
Role Boundaries (Critical Clarity)
The Channel Manager:
Builds and enables partners
Creates pipeline and ecosystem capability
The Channel Manager is not responsible for:
Owning deal execution or closing opportunities
Managing in-quarter revenue delivery on individual deals
Acting as the primary commercial owner within sales cycles
👉 These responsibilities sit with Channel Sales Manager
Skills & Experience
Strong experience in channel, partner management, or ecosystem development
Proven ability to build and scale partner relationships
Experience developing partner GTM strategies and business plans
Strong understanding of sales, marketing, and delivery capability models
Ability to operate strategically while driving structured execution

Employment type
Full-time

Work arrangement
Hybrid