Channel Sales Manager

Poka Inc.; Dublin; Remote; EUR 90,000 - 130,000; Full time

Benefits offered by this job

Generous vacation policy

Learning & development budget

MacBook Pro and home-office setup

Remote-friendly schedule with up to 8+

Global team meetups

Job summary

Poka is changing how industrial teams work with a connected worker platform used across 3,000+ sites in 70+ countries. As Partner Sales Manager, Europe, you’ll turn the IFS ecosystem into a real pipeline by collaborating with IFS teams, partners, and sister companies to win manufacturing and industrial customers.

You’ll recruit in-country partners, enable sellers with playbooks and training, and shape the channel program while traveling across Europe to drive growth in Poka’s partner-led

Qualifications

• 5+ years in B2B SaaS sales, including 3+ in partner/channel roles.
• Experience selling within a large software ecosystem (ERP/EAM/MES) and understanding how SI/Resellers/ISVs win.
• Ability to influence without authority: getting other company sellers to prioritise your solution.
• Experience recruiting and onboarding partners, ideally in markets built from zero.
• Understanding of manufacturing/industrial environments or curiosity to engage ops leaders quickly.
• Commercial rigour: joint business planning, pipeline management, forecasting and attribution.
• Growth-minded, coachable attitude; willing to learn.
• Hands-on AI and modern sales tooling usage to work smarter.
• Excellent written/spoken English; additional European language is a plus.
• Based in Europe (UK, Ireland or Germany) with willingness to travel across the region.

Responsibilities

• Build and own a partner-sourced pipeline across Europe with IFS and sister companies.
• Map installed bases and prioritize accounts for joint plans and introductions.
• Run joint selling with partner and IFS teams through to close.
• Recruit and onboard in-country partners where coverage is lacking.
• Enable partner sellers with training, messaging, and playbooks.
• Develop joint business plans and conduct regular performance reviews.
• Maintain accurate Salesforce pipeline and provide reliable forecasts.
• Leverage AI for research, outreach, and enablement content.
• Represent Poka at IFS, partner and industry events across Europe.

Skills

B2B SaaS sales

Ecosystem sales (ERP/EAM/MES)

Influence without authority

Partner recruitment

Industry knowledge (manufacturing/ind.

Joint business planning

Growth mindset

AI tools in sales

English proficiency

Travel willingness

Tools

Salesforce

Job description

At Poka, we're changing how the world's industrial teams work — capturing the knowledge of their best people and putting it in every operator's hands.

Our connected worker platform is purpose-built for manufacturing and the wider industrial world, with industrial AI inside the shift, not on top of it. The result: frontline performance that becomes compounding knowledge and measurable impact — every shift, every site, every region.

We're proud to support global leaders like Nestlé, Bosch, Mars, and Danone across 3,000+ sites in 70+ countries. And as a fast-growing part of the IFS family, you'll join a team whose daily work directly shapes the platform behind how modern manufacturing gets done.

Most sellers start every quarter staring at a cold list. You'll start with an ecosystem: IFS, its global partner network, and a family of industrial software companies already trusted inside the manufacturers Poka is built for.

Role overview

As Partner Sales Manager, Europe, you'll build Poka's partner-sourced business across the region. Your job is to turn the IFS ecosystem into a real pipeline: working alongside IFS account teams, IFS partners and sister companies such as IFS Ultimo and Softeon to find the manufacturing and industrial customers where Poka belongs, then turning those relationships into warm introductions, joint account plans and closed deals.

You’ll also open doors we can't open today. Where Poka doesn't yet have delivery coverage in a European market, you'll find, recruit and enable the in-country partners who can sell and implement with us.

You’ll be one of the first members of a newly formed channel team reporting to senior leadership, so you won't just run the partner motion, you'll help shape it: how we engage partners, how we co-sell, and how we measure what the channel delivers.

What you'll be doing

• Build and own a partner-sourced pipeline across Europe, working with IFS sellers, IFS partners and sister companies to uncover cross-sell opportunities in shared manufacturing and industrial customers
• Map installed bases across the IFS family, prioritise the accounts where Poka adds the most value, and turn those relationships into warm introductions and joint account plans
• Run joint selling with partner and IFS teams - co-planning, co-prospecting and staying close to every deal through to close alongside Poka's Account Executives and Solutions Consultants
• Identify, recruit and onboard in-country partners in European markets where Poka doesn't yet have service coverage, and give them what they need to sell and deliver successfully
• Enable partner sellers with the training, messaging, and playbooks that keep Poka front of mind when they're in front of their customers
• Build joint business plans with your key partners and run regular reviews that hold both sides accountable for results
• Keep partner-sourced and partner-influenced pipeline accurate in Salesforce, and forecast with confidence
• Put AI to work in your day-to-day - account and partner research, overlap mapping, drafting outreach and enablement content, CRM copilots - so you spend more time building relationships and less time on admin
• Bring partner and market insight back to leadership, marketing and product, and help define the programme behind the channel: rules of engagement, incentives and attribution
• Represent Poka at IFS, partner and industry events across Europe

What you bring

• 5+ years in B2B SaaS sales, including at least 3 in a partner, channel or alliances role, with a track record of hitting targets on partner-sourced revenue
• Experience selling within a large software ecosystem - ideally ERP, EAM, MES, supply chain or industrial software, and a clear understanding of how systems integrators, resellers and ISVs win and make money
• The ability to influence without authority: getting another company's sellers to prioritise your solution, and keeping them engaged
• Experience recruiting and onboarding new partners, ideally in markets where you were building from zero
• An understanding of manufacturing and industrial environments, or the curiosity to get credible with operations leaders fast
• Commercial rigour: joint business planning, pipeline management, forecasting and clear attribution
• A coachable, growth-minded approach - you seek out feedback, act on it and keep raising your own bar
• A hands‑on, curious approach to AI and modern sales tooling - you already use it to work smarter and are keen to keep learning
• Excellent written and spoken English; another European language such as German, French, Dutch or Spanish is a strong asset
• Based from one of our European hubs (UK, Ireland or Germany), with the ability and willingness to travel regularly across the region

We know great partner sellers come from varied paths. If you don't tick every box but you've built revenue through other people's relationships and enjoy making ecosystems work, we'd love to hear from you.

Why Poka

Few growth-stage companies get to sell with an ecosystem like IFS behind them. Manufacturers are under pressure to capture the knowledge of a retiring workforce, onboard new people faster, and get AI onto the floor in a way operators actually use - and Poka is one of very few platforms that does all three, already trusted at 3,000+ sites. You'll join a brand-new channel team at the moment it's being built, with the backing to make partner-led growth a core part of how Poka scales in Europe.

What we offer:

• Generous vacation policy, additional paid days, and charity day.
• Scale-up energy with huge backing and a global yet close-knit team.
• A truly flexible schedule and remote-friendly working - including up to 8 weeks a year working from abroad.
• Wellbeing support from day one, including free 1:1 sessions with certified coaches and therapists.
• MacBook Pro, plus home-office and monthly allowances to set you up properly.
• An annual learning and development budget to keep your career moving.
• Regular team meetups and industry events - remote never means disconnected.
• A rewarding employee referral program for successful hires.

Exact benefits vary by country - we'll walk you through your full local package during the hiring process.

Please note: An understanding of English is essential at Poka, as it is the language used during company-wide meetings and many internal communications, ensuring effective collaboration and decision-making. In addition, as Poka operates in an international environment, English is the primary language for communicating with our clients and partners, enabling us to better serve them and represent Poka in a professional manner.