Channel Sales Manager

Quantum Software; Helsinki; Hybrid; EUR 90,000 - 120,000; Full time

Job summary

Bluefors is seeking a commercially driven Channel Sales Manager to grow our channel business through distributors and sales partners. You will activate and develop relationships, especially in APAC, to build pipeline, opportunities, and revenue while shaping a scalable channel model.

You will negotiate contracts, define joint business plans, and work with regional teams to drive go-to-market execution in an international setting.

Qualifications

• Minimum 5 years of experience in channel sales or indirect B2B sales.
• Experience working in APAC markets and building relationships across cultures.
• Strong commercial acumen and ability to turn opportunities into results.
• Experience developing joint business plans and growth initiatives with partners.
• Ability to lead pricing, contracts, tenders, and commercial negotiations.

Responsibilities

• Build and grow relationships with distributors and sales partners, focused on APAC growth.
• Conduct and close partner agreement negotiations as needed.
• Develop joint business plans, pipeline development, and growth initiatives with key partners.
• Support distributors and partners in identifying and developing new opportunities.
• Define and improve collaboration between Bluefors and sales partners.
• Contribute to a scalable, repeatable channel sales model for future growth.
• Lead commercial discussions including pricing, contracts, tenders, and negotiations.
• Monitor partner performance and share market insights with the wider organization.
• Assist onboarding of new distributors and partners as the business grows.

Skills

Channel sales

B2B sales

APAC markets

Negotiation

Cross-cultural

Job description

We are looking for a Channel Sales Manager to join our Global Technical Sales & New Products team and play a key role in developing Bluefors' channel business. In this role, you will help turn our existing network of distributors and sales partners into active, revenue-generating business while contributing to the development of a scalable channel sales model that supports our continued growth. Interested? Keep reading!

Your mission is to grow our business through distributors and sales partners. Initially, your focus will be on activating and developing existing relationships, particularly in the APAC region. You will work closely with distributors, sales partners, and Bluefors regional sales teams to build pipeline, develop market opportunities, and drive sales growth. A key part of the role is defining scalable ways of working, clarifying responsibilities between Bluefors and sales partners, and improving go-to-market execution. As our channel business evolves, you will further develop the channel sales model to support future growth and expansion.

We are looking for a commercially driven sales professional with experience in channel sales or indirect B2B sales. You have a proven ability to turn channel relationships into business opportunities, pipeline growth, and revenue. You are comfortable navigating pricing discussions, contracts, tenders, and commercial negotiations while maintaining a strong focus on customer value and business outcomes. You have experience working in APAC markets and building trusted relationships across cultures and organizational boundaries. You collaborate effectively with both external stakeholders and internal teams and thrive in an international business environment.

Experience from technically complex B2B industries and working with sophisticated products, systems, or solutions is considered an advantage. We also value experience with procurement-driven sales environments, public-sector or research-sector customers, and highly regulated international business environments. Experience working with different indirect sales models and developing or onboarding new sales partners would also support success in this role.

We offer you an interesting, challenging, and responsible position in a highly skilled and growing organization. This is an opportunity to directly influence how Bluefors develops and scales its channel sales model while working with colleagues, customers, distributors, and sales partners around the world. You will join a collaborative and international team where your expertise can make a tangible impact on future growth and where you can continue developing your own professional capabilities.

Main responsibilities:

• Build and grow relationships with distributors and sales partners, with an initial focus on accelerating sales growth in APAC.

• Conduct and close partner agreement negotiations where needed

• Develop joint business plans, pipeline development activities, and growth initiatives with key sales partners.

• Support distributors and sales partners in identifying and developing new business opportunities.

• Define and improve ways of working between Bluefors and sales partners to drive effective collaboration and execution.

• Contribute to the development of a scalable and repeatable channel sales model.

• Lead commercial discussions, including pricing, contracts, tenders, and negotiations.

• Monitor and manage partner performance and pipeline development and share relevant market insights with the wider organization.

• Support the onboarding of new distributors and sales partners as the business grows.

What we expect from you

• Minimum 5 years of experience in channel sales or indirect B2B sales, with a proven ability to drive business growth through indirect sales channels.

• Experience working in APAC markets and building successful business relationships across different cultures and stakeholder environments.

• Strong commercial acumen and business development skills, with the ability to identify opportunities and turn them into business results.

• Experience developing sales opportunities, joint business plans, and growth initiatives together with distributors or sales partners.

• Ability to build trust, influence stakeholders, and collaborate effectively across organizational and cultural boundaries.

• Confidence in navigating commercial discussions related to pricing, contracts, negotiations, and tender processes.

• Strong competencies in managing, monitoring, and driving partner business performance and activities.

• Proactive, analytical, and results-oriented approach, with the ability to take ownership and drive initiatives through to completion.

• Excellent command of English, both written and spoken, and willingness to travel internationally as required.

We also appreciate

• Experience in technically complex B2B industries and with sophisticated products, systems, or solutions.

• Experience with public-sector or research-sector customers and procurement-driven sales environments.

• Familiarity with highly regulated international business environments and related compliance considerations.

• Experience working with distributors, resellers, system integrators, or other indirect sales models.

• Experience developing, onboarding, or expanding distributor or sales partner networks.

For more information, please contact our Director, Global Technical Sales & New Products, Mika Leonsaari, [e-mail]. Mika can also be reached at [phone] during the following times: Wed 23 Sep, 10:00-11:00, Fri 25 Sep, 10:00-11:00 and Tue 29 Sep, 15:00-16:00.