Partnerships and Channel Manager

Techex; Bracknell; Hybrid; GBP 60,000 - 90,000; Full time

Benefits offered by this job

Private Medical

Healthy living allowance

Life Assurance

Pension matching (5%)

Wellbeing support

Gym discounts

Cycle to work

EV charging onsite

Onsite café

Training & development

Job summary

Techex is recruiting a Partnerships & Channel Manager to own the global partner strategy and drive revenue through SI, reseller, distributor and cloud partners. Based in Bracknell, the role includes onboarding, enablement, joint business planning, and forecasting with cross-functional teams.

Travel up to 50% internationally to expand in new territories while strengthening existing partnerships. Join a high-growth, customer-focused tech partner ecosystem.

Qualifications

• Proven experience in a channel, partner or alliance management role for a technology vendor.
• Track record of recruiting, onboarding and growing partners that deliver measurable revenue, including in new territories.
• Experience working with systems integrators, resellers and distributors across more than one region.
• Experience building partner programmes, including tiers, deal registration, enablement and incentives
• Strong commercial skills: joint business planning, forecasting, negotiating partner agreements, and understanding margins and pricing
• Confident relationship builder, able to influence at executive level inside and outside the business and to work across Sales, Pre-Sales, Marketing, Product, Finance and Legal
• Good understanding of live video workflows and IP and cloud media technologies, enough to position Techex credibly and know when to bring in Pre-Sales
• Disciplined with CRM and pipeline data; excellent presentation and written skills; willing and able to travel internationally on a regular basis
• Background in media, broadcast or video technology, with an established network across the media and broadcast partner ecosystem
• Understanding of cloud marketplaces and co-selling with hyperscalers (e.g. AWS)

Responsibilities

• Define and own the global partner and channel strategy, aligned with Techex’s sales plan and target territories: where partners are the right route to market, which types of partner we need in each region, and how we measure success.
• Map the partner landscape in priority regions and identify, qualify and recruit high-potential systems integrators, resellers, distributors and service providers, prioritising access to new territories and customers.
• Design and run the Techex partner programme, including tiers, commercial terms, deal registration, rules of engagement, certification and benefits, making clear how channel and direct sales work together.
• Lead structured onboarding and, with Pre-Sales and Product, deliver sales and technical training, certification, demo capability, collateral and playbooks.
• Build and own joint business plans with key partners covering target accounts, revenue goals, marketing activity and investment, with regular business reviews.
• Drive partner-sourced and partner-influenced opportunities, make sure every one is registered and accurate in our CRM, and provide reliable partner revenue forecasts to Sales leadership.
• Work alongside regional Sales leads and Solutions Architects on partner deals, from introduction and qualification through proposal, negotiation and close, and resolve channel conflict fairly and quickly.
• Build strong, multi-level relationships with partner executives, sales and technical teams, and act as the partners’ senior advocate inside Techex.
• Develop alliances with complementary technology vendors and cloud and marketplace partners, including co-selling and marketplace listings.
• Plan and run joint campaigns, events, webinars, case studies and trade show activity with Marketing, managing any marketing development funds and measuring the return.
• Work with Finance and Legal on partner agreements, pricing, discounts, margins and renewals.
• Track partner performance against agreed targets such as revenue, pipeline, win rate, certifications and customer satisfaction; invest in partners who perform and address or exit those who do not.
• Bring insight from partners and regions on customer demand, competitors and market trends back to Sales, Product and Marketing.

Skills

Channel management

Partner recruitment

Onboarding & enablement

Joint business planning

Forecasting & CRM

Relationship building

Sales collaboration

Executive communication

Live video knowledge

Travel readiness

Tools

CRM systems

Job description

Techex has an impressive history with extremely high customer engagement and satisfaction. As a business we have developed consistently through our stellar reputation in the industry. We are Great Place to Work accredited and our core five values of Accountability, Respect, Trust, Innovation and Integrity are vital to our success. We seek out individuals who enjoy developing their professional skills and are always learning new things whilst supporting and sharing their learnings with others. We look for candidates who are aligned to our values and who can amplify these more broadly as our business grows.

Techex is in a period of accelerated growth and we seek out talented professionals who are keen to scale up with Techex as we grow fast, whilst maintaining our focus of delivering world class support for our customers.

About the Role

Partners are central to how Techex will grow. Systems integrators, resellers, distributors, technology alliances and cloud partners open doors to new territories and customers we could not reach alone, and help us win and deliver in markets where we already work.

As Partnerships and Channel Manager, you will own Techex’s global partner strategy and ecosystem. Reporting to the Chief Sales Officer, you will identify and recruit the right partners, onboard and enable them, and build lasting, productive relationships that drive revenue, with a particular focus on expansion into new territories and regions while deepening our existing partnerships worldwide. You will work hand in hand with our regional Sales leads, Pre-Sales, Marketing and Product teams so that partners are a genuine extension of the Techex sales motion, and you will manage the partner pipeline from first introduction through to forecast and close.

This is a hybrid role based in Bracknell, with international travel up to 50% of your time.

What You’ll Do

Partner Strategy & Recruitment

Define and own the global partner and channel strategy, aligned with Techex’s sales plan and target territories: where partners are the right route to market, which types of partner we need in each region, and how we measure success. Map the partner landscape in priority regions and identify, qualify and recruit high-potential systems integrators, resellers, distributors and service providers, prioritising access to new territories and customers.

Partner Programme, Onboarding & Enablement

Design and run the Techex partner programme, including tiers, commercial terms, deal registration, rules of engagement, certification and benefits, making clear how channel and direct sales work together. Lead structured onboarding and, with Pre-Sales and Product, deliver sales and technical training, certification, demo capability, collateral and playbooks.

Joint Business Planning, Pipeline & Forecasting

Build and own joint business plans with key partners covering target accounts, revenue goals, marketing activity and investment, with regular business reviews. Drive partner-sourced and partner-influenced opportunities, make sure every one is registered and accurate in our CRM, and provide reliable partner revenue forecasts to Sales leadership.

Work alongside regional Sales leads and Solutions Architects on partner deals, from introduction and qualification through proposal, negotiation and close, and resolve channel conflict fairly and quickly. Build strong, multi-level relationships with partner executives, sales and technical teams, and act as the partners’ senior advocate inside Techex.

Alliances, Co-Marketing & Commercials

Develop alliances with complementary technology vendors and cloud and marketplace partners, including co-selling and marketplace listings. Plan and run joint campaigns, events, webinars, case studies and trade show activity with Marketing, managing any marketing development funds and measuring the return. Work with Finance and Legal on partner agreements, pricing, discounts, margins and renewals.

Track partner performance against agreed targets such as revenue, pipeline, win rate, certifications and customer satisfaction; invest in partners who perform and address or exit those who do not. Bring insight from partners and regions on customer demand, competitors and market trends back to Sales, Product and Marketing.

What We’re Looking For

• Proven experience in a channel, partner or alliance management role for a technology vendor
• Track record of recruiting, onboarding and growing partners that deliver measurable revenue, including in new territories
• Experience working with systems integrators, resellers and distributors across more than one region (e.g. EMEA, Americas, APAC or the Middle East)
• Experience building partner programmes, including tiers, deal registration, enablement and incentives
• Strong commercial skills: joint business planning, forecasting, negotiating partner agreements, and understanding margins and pricing
• Confident relationship builder, able to influence at executive level inside and outside the business and to work across Sales, Pre-Sales, Marketing, Product, Finance and Legal
• Good understanding of live video workflows and IP and cloud media technologies, enough to position Techex credibly and know when to bring in Pre-Sales
• Disciplined with CRM and pipeline data; excellent presentation and written skills; willing and able to travel internationally on a regular basis
• Background in media, broadcast or video technology, with an established network across the media and broadcast partner ecosystem
• Understanding of cloud marketplaces and co-selling with hyperscalers (e.g. AWS)

Working at Techex

We have a flexible working policy, and you are empowered to work in a way that sets you up to be successful and deliver the necessary impact in your role. This role will require travel to our UK Headquarters in Bracknell and to partners internationally with flexibility to work from home when necessary.

In addition to competitive salaries and bonus schemes, we offer a package of flexible benefits you can design to suit your needs:

• Private Medical or Healthy living allowance
• Life Assurance
• Company Pension matching up to 5%
• Wellbeing support for you and your family (including bereavement, probate and menopause support, access to virtual GP and more)
• Discounted gyms, family savings and discounts
• Cycle to work scheme
• EV charging onsite
• Onsite café and excellent free breakfast goodies and barista coffee
• Ongoing training and professional development