Channel Manager

IFS; Paris; Sur place; EUR 60 000 - 90 000; Plein temps

Résumé du poste

IFS is looking for a Channel Manager in Paris to develop and manage a high-performing partner ecosystem aligned with the global channel strategy. This role requires a strong focus on partner ownership, growth strategies, and the creation of a sustainable sales pipeline.

The ideal candidate will leverage their skills in partnership management and ecosystem development to foster relationships and drive effectiveness. A solid understanding of sales and marketing strategies is essential for success.

Qualifications

• 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.

Responsabilités

• Own the partner, build the ecosystem, and create sustainable pipeline.
• Build deep, trusted relationships with partner leadership.
• Define and execute partner GTM strategies aligned to regional priorities.
• Drive partner capability across Sales, Presales, Marketing, and Delivery.
• Establish governance across partners and manage performance tracking.

Connaissances

Partner management

Ecosystem development

Channel strategy

Sales understanding

Description du poste

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