Channel Sales Manager

First Point Group; Manchester; Remote; GBP 60,000 - 110,000; Full time

Job summary

First Point Group in the UK seeks a Channel Business Development Manager to build, activate and grow a partner ecosystem that drives new Enterprise Connectivity revenue. You will hunt, qualify and onboard channel partners across the UK.

In a scale-up environment, you will own partner acquisition, activation and revenue growth, reporting to the Senior Director Sales, with remote working from anywhere in the UK.

Qualifications

• Proven experience in Business Development, Channel Sales or Partner Management in telecoms.
• Experience recruiting and developing new channel Partners.
• Strong commercial negotiation and senior stakeholder engagement skills.
• Established relationships across the UK telecommunications channel.
• Knowledge of Enterprise connectivity and wholesale partnerships.

Responsibilities

• Identify, target and recruit MSPs, ISPs, VARs and telecoms partners.
• Develop and execute channel partner acquisition strategies to generate new Enterprise opportunities.
• Own partner relationships from onboarding to activation and first revenue.
• Support partners selling connectivity to Enterprise customers.
• Build and manage a pipeline of partner-generated opportunities.
• Negotiate partnership agreements and customer propositions.
• Develop strategic partner business plans and revenue growth for partners.
• Deliver Enterprise revenue, margin and new-business targets.
• Provide sales enablement through training and joint customer meetings.

Skills

Business Development

Channel Sales

Partner Management

Negotiation

Stakeholder Engagement

Job description

Are you a Channel Business Development Manager / Indirect Business Development Manager with recent UK-focussed experience of building, activating and growing a partner eco-system to generate brand new Enterprise Connectivity revenue? You will have a history of hunting, qualifying and onboarding channel partners to develop indirect revenue streams.

Our client is an established telecom business that operates its own network infrastructure and delivers business connectivity, network services and wholesale solutions to Enterprise customers and channel partners across the UK. This opportunity would suit someone that would relish a “scale-up”, agile and fast-paced environment.

The opportunity:

• Growth: Join a business focused on expanding its Enterprise and Wholesale operations.
• Ownership: Take responsibility for acquiring and developing new channel partnerships.
• Commercial Impact: Directly influence partner-generated revenue and Enterprise customer acquisition.
• Leadership Exposure: Report directly to the Senior Director Sales.
• Flexibility: UK remote-working environment in a full-time, permanent position.

***** PLEASE NOTE – sponsorship is not possible so candidates must live in the UK with valid rights to work. Ideally, you can be based in a wide geographical location (anywhere between Manchester to London).

Key Responsibilities

• New Partner Acquisition: Identify, target and recruit MSPs, ISPs, IT resellers, systems integrators and telecoms partners.
• Channel Business Development: Develop and execute partner acquisition strategies to generate new Enterprise opportunities.
• Partner Activation: Take ownership of partner relationships from initial engagement through onboarding, activation and first revenue.
• Enterprise Sales: Support partners selling connectivity and network solutions into Enterprise customers.
• Pipeline Generation: Build and manage a sustainable pipeline of partner-generated opportunities.
• Commercial Negotiation: Negotiate partnership agreements and commercially attractive customer propositions.
• Partner Growth: Develop strategic business plans, increase partner revenue and identify cross-selling opportunities.
• Revenue Ownership: Deliver agreed Enterprise revenue, margin and new-business targets.
• Sales Enablement: Support partners through training, technical engagement, proposals and customer meetings.

Experience Required

• Proven experience in Business Development, Channel Sales or Partner Management within telecommunications, connectivity or technology.
• Demonstrable success recruiting and developing new channel partners.
• Experience working with MSPs, ISPs, telecoms resellers, VARs or systems integrators.
• Strong understanding of wholesale fibre, Ethernet and business connectivity.
• Proven track record of delivering revenue targets.
• Strong commercial negotiation and senior stakeholder engagement skills.
• Experience developing partner business plans and managing sales pipelines.
• Self-motivated, proactive and comfortable working independently.
• Previous experience with a UK fibre AltNet, wholesale carrier or network operator.
• Knowledge of DIA, MPLS, SD-WAN, Layer 2 Ethernet and wholesale broadband.
• Established relationships across the UK telecommunications channel.
• Experience supporting complex Enterprise connectivity sales cycles.