Partner & Channel Sales Manager

Denodo; Greater London; Hybrid; GBP 70,000 - 110,000; Full time

Job summary

A leading software company is seeking a motivated individual for Partner and Channel Sales based in London. The role involves driving indirect sales by managing relationships with partners, achieving sales targets, and coordinating with various teams. Ideal candidates will have a Business Degree, 5+ years of experience in similar roles, and excellent communication skills. This position offers a hybrid work arrangement requiring at least three days in the Paddington office, along with opportunities for travel.

Qualifications

• Minimum 5 years experience in indirect sales and channel development.
• Proven track record in partner recruitment and revenue generation.
• Experience with data and application integration is preferred.
• Proven track record in partner recruitment, enablement, and revenue generation.
• Strong knowledge of reseller, SI, and consulting ecosystems.
• Willingness to travel 25–50%.

Responsibilities

• Develops and executes partner account plans.
• Manages partner recruitment and relationship development.
• Achieves sales quota and performance measures.
• Deliver governance and reporting on indirect and joint sales activities.
• Collaborate with regional sales teams to align strategy and resources.

Skills

Fluent in English

5+ years in indirect sales

Communication skills

Knowledge of reseller systems

Team player with positive attitude

Education

Bachelor’s / Master’s Degree in Business Administration

Tools

Data Integration knowledge

Experience with Big Data and/or Analytics

Job description

About the Role

Denodo is looking for a creative, focused, well‑organized and highly‑motivated individual to drive Partner and Channel Sales. In this role you will win, maintain and expand relationships with resellers, system integrators, consulting and technology partners and be responsible for achieving indirect sales targets, partner readiness and partner recruitment objectives. The role carries a partner sales quota and requires working closely with the Partner Marketing team to drive joint demand‑generation and with Direct Sales colleagues to develop and accelerate opportunities through partners. Operating at a strategic level, the candidate will define the partner strategy in his territory to build comprehensive partner coverage in the market. This position is based in London and requires a hybrid working arrangement, with a minimum of three days per week in our London Paddington office.

Partner Recruitment, Enablement & Development

• Proactively recruits new qualified partners.
• Establishes productive, professional relationships with key personnel in assigned partner accounts.
• Proactively assesses, clarifies, and validates partner needs, gaps and requirements to be successful on an ongoing basis.
• Coordinates with other company teams to deliver adequate partner training for business and technical skills.
• Helps partners to develop solutions for or with Denodo DV to address client’s needs and further penetrate the market.

Partner Sales Planning and Execution

• Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
• Coordinates the involvement of company personnel, including direct sales, marketing, support, services, and management resources, in order to meet partner performance objectives and partners’ expectations.
• Meets assigned targets for profitable sales volume and strategic objectives in assigned territory and partner accounts.
• Assists partners in their customer engagements to help position, promote and sell Denodo.
• Builds a strong partner pipeline through co‑marketing programs, account mapping of company and partner.
• Provides regular governance, reporting, and management of indirect and joint/co‑selling activities.

General Partner Management

• Manages potential channel conflict with other partners or sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.
• Ensures partner compliance with partner agreements.
• Drives adoption of company programs among assigned partners.
• Monitors performance of partners and coaches them to higher levels of success.
• Assists the global Partner Channel and Sales unit in developing efficient partner processes and workflows, company and partner performance reporting, partner marketing and support activities to enhance the partner program.

Accountabilities and Performance Measures

• Achieves assigned sales quota (Indirect / Partner Sourced Sales) in the territory. Achieves intermediate metrics for partner‑driven sales activity, client meetings, and opportunities.
• Develops and executes partner account plans that meet company standards.
• Maintains high partner satisfaction ratings that meet company standards.
• Completes required training and development objectives within the assigned time frame.
• Achieves assigned goals for growing Denovo‑certified consultants in partner firms.

Organizational Alignment

• Reports to the Regional Head of Partner and Channel Sales.
• Enlists the support of territory direct sales, inside sales, marketing, service resources and other sales and management resources as needed.

Desired Skills & Experience

• Bachelor’s / Master’s Degree in Business Administration.
• Fluent in English is required. Other languages will be a plus.
• 5+ years of demonstrated experience in a similar role with a strong focus on indirect sales and channel development for a software product company.
• Track record of achieving targets with partner recruitment, enablement, opportunity generation and revenue.
• Excellent knowledge and experience of the workings of reseller, systems integrator and consulting ecosystem. Past relationships and network is a plus.
• Excellent verbal and written communication skills and able to interact with technical and business counterparts both within and outside the company.
• Experience with Data or Application Integration will be preferred and knowledge or experience in the field of Big Data and/or Analytics will be an advantage.
• Willingness to travel around 25–50%.
• Team player with positive attitude.
• Nice to have experience in leveraging Employee Advocacy and Social Media to network with industry peers, share thought leadership content, and enhance brand visibility to support sales engagement and relationship building.

Job Details

Location: London, England, United Kingdom – Hybrid (minimum 3 days per week in London Paddington office).

Employment type: Full‑time.