Channel Partnerships Manager

Canoe; Greater London; Hybrid; GBP 60,000 - 90,000; Full time

Benefits offered by this job

Health Insurance

Benefits Stipend

Flexible PTO

Hybrid/Remote schedule

Remote Office Stipend

Education reimbursement

Parental leave

Wellness/WiFi

Job summary

Canoe, a fintech data company, is seeking a Channel Manager to build and own downstream partnerships across core EMEA markets, including reporting, fund accounting, and portfolio monitoring platforms.

You will identify target platforms, establish data integrations, and structure revenue-sharing or reseller arrangements, collaborating with product, engineering, marketing and sales to convert partners' client bases into qualified opportunities.

Qualifications

• 5+ years in fintech channel/partnerships
• Experience partnering with fund administration, fund accounting, or portfolio monitoring platforms
• Fluency in CRM and partnership tooling
• Knowledge of the EMEA alternative investment landscape and regulatory frameworks (AIFMD, SFDR)
• Strong discovery and consultative selling skills
• Ability to negotiate complex commercial terms with stakeholders

Responsibilities

• Build and own partnerships end to end across downstream platforms
• Identify new platforms across EMEA markets and establish data integrations
• Develop revenue-share, referral, or reseller arrangements
• Cultivate relationships with multiple stakeholders at partner organisations
• Negotiate commercial terms and scope joint data pipelines with product/engineering
• Generate quarterly pipeline from channel partners and close opportunities
• Educate partners about Canoe’s product and value proposition
• Conduct market research to inform strategy
• Collaborate cross-functionally with marketing, growth, direct sales, and relationships teams
• Attend events to network with channel partners and promote Canoe
• Track partner-sourced pipeline and conversion metrics

Skills

CRM & partnership tools

Discovery skills

Executive communication

Cross-functional collaboration

Negotiation

Tools

Salesforce

CRM platforms

Data analytics tools

Job description

• Canoe’s private markets data is used by clients through a wide ecosystem of downstream reporting, fund accounting, and portfolio monitoring platforms — many of which serve institutional investors Canoe doesn’t yet have a direct relationship with
• As Channel Manager, you will build and own these partnerships end to end: identifying the right downstream platforms across our core EMEA markets, establishing data integrations, structuring revenue-share agreements, and turning each partner’s existing client base into a qualified pipeline source for Canoe
• Identify new downstream reporting, fund accounting, and portfolio monitoring platforms serving EMEA-based LPs, asset servicers, family offices and wealth managers whose end clients represent untapped access points for Canoe — including platforms where Canoe has no existing relationship today
• Build relationships with multiple stakeholders at existing downstream partners, to ensure healthy partnership relationships and promote commercial success
• Develop and implement strategies to cultivate new opportunities with current and potential channel partners
• Design and negotiate commercial terms — referral fees, revenue share, or reseller/marketplace arrangements — that make Canoe an easy “yes” for a partner’s leadership team
• Approach, negotiate, and close technical integration agreements with target downstream platforms, working with product and engineering to scope what a joint data pipeline looks like
• Achieve quarterly goal of generating qualified sales opportunities from channel partners
• Conduct high-level discovery conversations and meetings with partners and prospective clients
• Educate partners about Canoe’s product and articulate both Canoe’s value proposition with prospects as well as partners
• Conduct client, prospect, industry, competitor, and market research/analysis to inform targeted business development efforts
• Work cross-functionally across marketing, growth, direct sales, and relationship managers to drive new business opportunities and increase revenue generation
• Attend conferences, networking events, and other partner meetings to meet with channel partners and build Canoe’s brand in the market
• Track and report partner-sourced pipeline, lead volume, and conversion against target — this is the core metric leadership will use to evaluate the role

Benefits

• Health Insurance: From medical dental, and vision to FSAs, HSAs, and more - we’ve got you covered
• Benefits Stipend: Canoe offers a £6,000 stipend for employees to enroll in their own private benefits.
• Flexible PTO: Recharge with flexible PTO and paid holidays!
• In-Person Events: We host regular happy hours and company outings in NYC, London, and Jacksonville. Going to be remote? We also bring our teams together from around the world as we’re able.
• Hybrid and Remote Work: Most roles at Canoe offer either a Hybrid or a Fully Remote schedule. Find the flexibility you are looking for here.
• Remote Office Stipend: Need to level up your personal workspace? We offer $750 for any office equipment you purchase (monitors, desk, chair, etc.).
• Professional Development: Continue to learn and grow, utilizing $1,000 in education reimbursement available annually to each employee. We also offer a robust Learning Management platform and host regular Lunch & Learns.
• Parental Leave: We provide paid parental leave to all new parents following 6 months of employment.
• Wellness/WiFi: We reimburse employees up to $100 per month to help cover gym memberships and internet.

We are looking for candidates with a proven track record of building deep relationships with financial services firms, fintech technology companies, and other commercial partnersYou have an extensive knowledge of current market conditions, contending offerings and current penetration of services and solutionsFluency in CRM and partnership tooling (Salesforce or similar)Working knowledge of the EMEA alternative investment landscape — key GP/LP servicing platforms, fund domicile jurisdictions (Luxembourg, Ireland, Channel Islands), and relevant regulatory frameworks (AIFMD, SFDR)Strong discovery skills, with a knack for identifying pain points and consultative sellingComfort negotiating commercial terms — referral models, revenue share, marketplace listings — with both business and legal stakeholders on the partner sideStrong executive presence, able to sell a technical integration vision to both a partner’s commercial leadership and their product/engineering teamsAdditional European language fluency (German) is a plus given the target markets, though not required5+ years in fintech channel/partnerships, or strategic alliances, ideally with direct experience partnering with or selling into fund administration, fund accounting, or portfolio monitoring platformsProven ability to originate and close partnership agreements from scratch — this is a hunting role, not a relationship-management one. Track record of building a channel program where none existed is a strong plusSelf-directed and comfortable with ambiguity — much of the target partner landscape and playbook will be built by you, not handed to youDedication to tracking and improving performance and efficiency dailyA strong cross-functional collaborator who can build relationships across the companyStrong written and verbal communication skills, with excellent listening skillsBias for action and a strong desire to work in a fast-paced startup environment