Channel Sales Director (EMEA market)

SugarCRM; London; Hybrid; GBP 70,000 - 90,000; Full time

Job summary

A leading company in CRM software is seeking a Channel Sales Director to enhance market reach and manage relationships with key partners. This role emphasizes strategic channel growth, driving revenue through collaboration, and requires strong expertise in B2B SaaS environments. The candidate should possess excellent communication skills and the ability to navigate a matrixed organization.

Benefits

UK Pension Scheme

Private medical and dental insurance

Health & Wellness Reimbursement Program

Unpaid sabbatical leave

Educational Resources - Career & Personal Development Program

Various discount programs

Qualifications

• 6+ years of experience in channel sales and partner management in B2B SaaS.
• Excellent understanding of B2B SaaS sales structure and practices.
• Proven leadership skills in a matrixed organization.

Responsibilities

• Developing channel strategies and managing key partner relationships.
• Ensuring new business and customer growth goals are met.
• Collaborating with marketing to define supporting strategies.

Skills

Channel sales

Partner management

Data analysis

Contract management

Education

Bachelor's degree in a related field

Tools

CRM

ERP

Job description

About sales-i UK Ltd., a SugarCRM Company

From the very beginning, SugarCRM had a unique vision: to offer a different kind of customer relationship management (CRM) software. We pioneered a solution that easily adapts to customer needs, and now, more than two decades later, we’re on a mission to help sales teams reach their highest potential.

Our diverse team around the world shares a passion for helping customers succeed. Together, we’re building a culture that values personal and professional growth—and we’re proud to be recognized as aGreat Place to Work. We care about work/life balance and flexibility for our employees, and we're proud of how we show up for our customers every day.

If you're looking to level up your career and help businesses grow better and faster, you’re in the right place. Learn more aboutSugarCRM careersand how you can be part of our journey.

Where do you fit:

The Channel Sales Director role operates within a matrixed organization and plays a crucial role in expanding a company's market reach and driving revenue by building and managing relationships with our current tier 1 channel partners and identifying new partners to recruit in specific vertical markets, with logical geographic coverage to mitigate channel conflict.

The primary focus will be Value-Added Resellers (VARs) with domain knowledge in CRM and ERP, although there could be considerations for Systems Integrators (SIs), Managed Service Providers (MSPs), or other organizations that promote and sell the company's SaaS solutions.

Impact you will make in the role:

• Key responsibilities of the Channel Sales Director are primarily focused on three goals, namely, ensuring new business, current customer growth and renewal goals are met.
• This will be achieved through developing channel strategies, managing current tier 1 partner relationships, targeting and recruiting new partners, owning the mutual business planning cycle with accredited channels, coordinating certification, enablement and training with enablement resources, and ensuring ChannelOPS, SalesOPS, Knowledge, Support, Services, Sales, Customer Success, Marketing and Finance, functions are optimized to maximize commercial traction and to remove friction.
• The Channel Sales Director will work with channel marketing to define the specific marketing strategies campaigns and programs to support the business plan.
• Responsible for monitoring performance, managing partner contract obligations, optimizing channel programs, collaborating cross-functionally, and analyzing market trends, and spotting commercial opportunity within each of their franchises.
• The Channel Sales Director will ensure each partner has the capacity to achieve our mutual business plan.

What you will bring:

• Bachelor's degree in a related field.
• 6+ years of experience in channel sales and partner management within a B2B SaaS environment.
• The candidate will be a hands-on business manager, humble, yet with gravitas. They will have an excellent understanding of complex B2B SaaS sales, contract and the functions of Marketing, Sales, Services, CSM/CX and support.
• Extensive collaboration and leadership skills due to the nature of our matrixed organisation. Data-lead, a planner, action orientated and have high attention to detail.
• Having an excellent relationship and communication skillset, the ability to manage multiple moving parts in a complex machine and have a results-driven mindset.

Preferred Skills & Knowledge:

• Business plan development
• Data analysis / Reporting
• Partner program / contract
• Planning and coordination
• CRM & ERP
• Highly skilled in working in matrix organizations: Channel operations, Sales / Sales methodology, Marketing / lead gen planning, Support, Services, Enablement, Alliances

#LI-Hybrid

We understand that no candidate is perfectly qualified for any job. Experience comes in different forms; many skills are transferable; and passion goes a long way. Even more important than your resume is a clear demonstration of dedication, impact, and the ability to thrive in a fluid and collaborative environment. We want you to learn new things in this role, and we encourage you to apply if your experience is close to what we’re looking for. We also know that diversity of background and thought makes for better problem solving and more creative thinking, which is why we're dedicated to adding new perspectives to the team.

Benefits and Perks:

Beyond a stellar work environment, friendly people, and inspiring work, we have some sweet benefits and perks:

· UK Pension Scheme

· Private medical and dental insurance

· Health &Wellness Reimbursement Program

· Unpaid sabbatical leave

· Educational Resources - Career & Personal Development Program

· Various discount programs (i.e. travel, virtual exercises classes, etc.)

· We are a merit-based company with many opportunities to learn, excel and grow your career!