Partner Alliance Development Manager

Duval Associates Ltd - Permanent Recruitment Specialists; Greater Manchester; Hybrid; GBP 55,000 - 75,000; Full time

Benefits offered by this job

Hybrid working

25 days holiday + bank holidays

Volunteer days

Company pension with 4% employer

Life insurance

Private healthcare

EAP

Long Term Incentive Plan

Learning and development

Job summary

Duval Associates Ltd is recruiting for a Partner Alliance Development Manager in Manchester. The role focuses on developing wireless network vendor and reseller channels for a fast-growing SaaS business.

You will build new partnerships, nurture key relationships, and drive joint opportunities across vendor ecosystems. The position offers hybrid working with international travel for events, a strong earnings potential including OTE, and a pathway to shape a growing channel strategy in a dynamic

Qualifications

• Experience in alliance, vendor or partner management, or in new business/enterprise sales acquisition.
• Relationships with HPE Aruba, Juniper Mist, Ruckus or Extreme Networks, or proven ability to build vendor relationships from scratch.
• Excellent communicator capable of engaging vendor, channel and product teams and resellers.
• Proven ability to work with sales to convert partner relationships into qualified pipeline.
• Highly organised and self-motivated, able to own a growing portfolio end to end.

Responsibilities

• Own and grow direct relationships with wireless networking vendors (excluding Cisco).
• Get the business listed, certified and well positioned in partner programmes and marketplaces.
• Find, engage and onboard resellers and partners, building strong relationships with their reps.
• Collaborate with sales to source and close joint opportunities.
• Create partner enablement materials tailored to each vendor's ecosystem.
• Represent vendors within Product and Engineering, aligning with roadmaps.
• Track relationship health and pipeline, reporting on progress and impact.
• Attend vendor and partner events with UK and international travel.

Skills

Alliance management

Vendor relations

Channel management

New business sales

Sales pipeline development

Job description

Partner Alliance Development Manager - Incredible opportunity to develop the wireless network vendor and reseller channels for a thriving, Agile Tech business!

Build relationships in the Vendor/Manufacturer and grow the £ through intermediary partner alliance and resellers.

Growth role. Develop new (80%) and some existing relationships (20%)

Develop the relationship = growing the sales

£55,000 - £75,000 basic & OTE (Circa £100,000) plus excellent benefits and holidays

(Manchester - Hybrid)

Driving brand awareness, relationships and selling 'through' and 'with'

Vendor/resellers and product/solution exposure within the channel partner!

Targeting the big boys - Wireless Networking Vendors.

A track record of sales or channel/partner sales, essential

You will inherit a brilliant opportunity, not a portfolio (new partner relationships)

Game changer of a role and opportunity - fast paced, tech start up vibes, very agile and fluid opportunity for a well-established SaaS business looking for their next growth spurt!

Want to be the person every major Wi-Fi vendor knows by name? or Are you this person already?

This is a brand-new role at one of the UK's great tech success stories: a profitable, fast-growing global Wi-Fi software platform, born and still headquartered in Greater Manchester. It's live in tens of thousands of venues around the world and connects hundreds of millions of people.

You won't be inheriting someone else's patch. You'll be building it. Some relationships have been left to drift from historical business and some are brand new.

An exciting role with US travel probably 4-6 times a year!

What we're looking for

• Alliance, vendor or partner management, channel management experience OR New business Sales / Enterprise sales acquisition, experience
• Relationships within HPE Aruba, Juniper Mist, Ruckus or Extreme Networks, or a proven track record of building vendor relationships like these from scratch.
• A brilliant communicator who can hold the room with vendor partner, channel and product teams, and with their resellers.
• Experience working hand in hand with sales to turn partner relationships into qualified pipeline.
• Highly organised and self-motivated, ready to own a growing portfolio of vendor relationships end to end.

Why this one is different

• Brand new. A newly created growth role with a clean slate. As new manufacturers join the ecosystem, you build each relationship from day one.
• Strategic. The platform is hardware-agnostic. It runs on the world’s leading access points, so the vendor relationships you build directly shape how far the business can grow.
• Momentum. A profitable scale-up with big international ambitions and a run of industry awards and analyst recognition behind it.
• Serious earning potential. (to be discussed)

What you'll do

• Own and grow the business’s direct relationship with each wireless networking vendor (excluding Cisco, which is already covered), becoming the trusted contact across their alliance, channel and product teams.
• Get the business listed, certified and well positioned in each vendor’s partner programme, marketplace and technical ecosystem.
• Find, engage and onboard the resellers and partners who sell each vendor’s equipment, and build strong relationships with their partner reps.
• Work side by side with sales to source and close joint opportunities.
• Create partner enablement materials (pricing, positioning and sales collateral) tailored to each vendor’s ecosystem.
• Be the voice of vendors and partners with Product and Engineering, keeping integrations aligned with each vendor’s roadmap.
• Track relationship health and pipeline, and report on progress and commercial impact.
• Represent the business at vendor and partner events, webinars and conferences, with UK and occasional international travel.

The culture

Sleeves rolled up, fast-moving and refreshingly free of politics and red tape. It's a place that loves people who know their stuff and want to keep learning, own things and get them done, and enjoy themselves while they do it. If you thrive on pace, change and real ownership, you'll love it here.

The package

• On-target earnings of 50% of base salary, with accelerators for over-achievement
• Hybrid working: office Monday, Wednesday and Thursday; home Tuesday and Friday
• 25 days holiday plus bank holidays, with the option to buy more
• 4 paid volunteering days a year
• Company pension with 4% employer contribution
• Life insurance at 2x salary, and a 24/7 Employee Assistance Programme
• Private healthcare and a Long Term Incentive Plan after 12 months’ service
• A real focus on learning and development

Interested?

You don't need to tick every box to apply. If this sounds like you, we'd love to hear from you.