Channel Manager

IFS; Düsseldorf; Vor Ort; EUR 70.000 - 90.000; Vollzeit

Zusammenfassung

IFS in Düsseldorf is seeking a Channel Manager responsible for building and scaling a high-performing partner ecosystem aligned with strategic goals. The selected individual will ensure partners become self-sufficient contributors while managing the end-to-end partner lifecycle.

This role emphasizes long-term partner development—creating pipeline and capability rather than closing deals. Candidates should have strong channel management experience and a proven track record in building strategic relationships.

Qualifikationen

• 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.

Aufgaben

• Own the partner lifecycle from recruitment to capability development.
• Build trusted relationships with partner leadership.
• Define and govern joint business plans with growth objectives.
• Drive partner capability in Sales, Presales, Marketing, and Delivery.
• Align partners with joint go-to-market plans and campaigns.

Kenntnisse

Channel management

Partner relationship building

GTM strategy development

Sales and marketing knowledge

Jobbeschreibung

Job Description

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.

“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
• 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
• Acting as the primary commercial owner within sales cycles

These responsibilities sit with Channel Sales Manager

Qualifications

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

Additional Information

We believe that coming together as a community, in person, is important for innovation, connection and fostering a sense of belonging. Our roles have the right balance of remote and in-office working to enable flexibility for managing your life along with ensuring a real connection with your colleagues and the broader IFS community.