Partner & Channel Manager

Helin; Rijswijk; Hybrid; EUR 90,000 - 130,000; Full time

Benefits offered by this job

Pension scheme

SARs (Stock Appreciation Rights) plan

€3,000 annual learning & development预算

24 vacation days

Job summary

Helin is seeking a Partner & Channel Manager to own the creation, activation, and growth of our partner ecosystem from strategy to execution. You will design structures, define models, and turn VARs, OEMs, and technology alliances into scalable revenue.

Your role involves recruiting and enabling partners, managing tech alliances, and coordinating with delivery teams to ensure customer success and revenue growth.

Qualifications

• Bachelor's degree required in business, marketing, sales, or a related field.
• 5+ years of partner, channel, or alliance management with a sales focus.

Responsibilities

• Define, deliver and execute a comprehensive partner ecosystem and channel strategy to drive revenue through 3rd‑party resellers, VARs, and OEM partners.
• Design partner structures and business models to convert partnerships into measurable revenue.
• Identify, recruit, onboard, enable, and support partners aligned with Helin’s growth objectives, including training and performance tracking.
• Manage strategic technology alliances (e.g., Cognite, Microsoft, Aveva) with senior stakeholders and drive joint plans and co‑selling opportunities.
• Build and strengthen relationships with implementation partners (e.g., Capgemini, Red Zone) and ensure smooth collaboration and customer success.
• Work cross‑functionally with sales, marketing, product, and customer success to execute partner‑centric GTM strategies and enablement materials.

Skills

Strategic thinking

Negotiation

Business development

Communication

Stakeholder engagement

Education

Bachelor's degree in business, Marketing, Sales, or a related field

Tools

CRM

PRM tools

Job description

About Helin

We help industrial operators make faster, safer decisions by turning scattered data into clear insights. Our platform lets companies collect, connect, and act on operational data in one place, solving challenges that used to require switching between dozens of disconnected systems.
We serve maritime, offshore, and energy sectors, where reliable data directlyimpactscrew safety and uptime. Operations generate massive sensors, camera, and equipment data, but they often sit in silos.
We work with industry leaders like Boskalis and BP. Our Red Zone Manager uses Vision AI tomonitorhazardous areas and improve crew safety, while our platform enables customers to build their own AI applications on top of their data.

Why this Role Matters

As Partner & Channel Manager at Helin, you will own the creation, activation, and growth of our partner ecosystem from strategy to execution. This is a new, full-cycle, sales-driven role where you'll design partner structures, define business models, and turn VARs, OEMs, and technology alliances into real, scalable revenue.
As Helin scales, our partner ecosystem must scale with us. This is a strategic, growth-focused commercial role with full‑cycle responsibility. Your initial focus will be to develop a clear partner ecosystem strategy, then deliver and execute it by quickly starting partnerships and activating them successfully. This includes viewing the ecosystem from a marketing and positioning perspective — ensuring the right messaging, materials, and enablement are in place to make partnerships effective.

What You'll Achieve

• Define, deliver, and execute a comprehensive partner ecosystem and channel strategy to drive revenue through 3rd‑party resellers, VARs, and OEM partners.
• Design partner structures, business models, and activation approaches that convert partnerships into measurable revenue.
• Identify, recruit, onboard, enable, and support partners aligned with Helin’s growthobjectives, including training, positioning, and performance tracking.
• Manage strategic technology alliances (e.g., Cognite, Microsoft, Aveva), acting as the primary business contact for senior stakeholders and driving joint business plans, co-selling opportunities, and co-innovation.
• Build and strengthen relationships with implementation partners (e.g., Capgemini, Red Zone), working closely with delivery teams to ensure smooth collaboration and customer success.
• Work cross-functionally with sales, marketing, product, and customer success to execute partner‑centric GTM strategies, including defining enablement materials and activation support.
• Provide regular reporting on partner pipeline, performance, revenue attainment, and risks, continuouslyoptimizingchannel processes and incentives.

What success looks like in this role

• After 1 month:a clear, strategic plan for building and scaling the partner ecosystem.
• After 3 months:active external engagement, partner conversations, introductions, andidentifiedpartnership opportunities.
• After 6 months:partnershipsestablishedand moving into activation, contributing to live opportunities and revenue.

What You Bring

• Bachelor’s degree in business, Marketing, Sales, or a related field.
• 5+ years of experience in partner, channel, or alliance management with strong sales and commercial focus, preferably in technology or enterprise software.
• Ability to design partner structures, define partner business models, and decide how partners create and drive revenue.
• Proven experience working with multiple partner types (resellers, technology partners, system integrators).
• Strong strategic thinking, negotiation, and business development skills.
• Excellent communication skills and confidence engaging senior stakeholders.
• Experience using CRM and PRM tools to manage pipelines, partner performance, and reporting.

Nice to Have

• Experience in industrial, complex B2B, infrastructure, energy, manufacturing, or similarly regulated/technical environments.
• Background in cloud, software, or industrial digital solutions.
• Familiarity with technology partner ecosystems (hyperscalers, ISVs, SI partners).
• Track record of driving measurable outcomes through partner‑led revenue.

Additional Information

• Location:Rijswijk, Netherlands (hybrid – 3 days in office per week)
• Compensation:Base salary, bonus, pension plan, SAR'splan, and benefits (discussed during the interview process)
• Work authorization:Netherlandsrequired(visa sponsorship available)

What We Offer

• A meaningful opportunity to transform industrial data into safer, smarter, real-time decisions worldwide
• A diverse, multicultural environment with 60+ colleagues from 38 nationalities
• Competitive base salary
• Pension scheme
• SARs (Stock Appreciation Rights) plan
• €3,000 annual learning & development budget
• 24 vacation days on top of public holidays
• Complimentary lunch at the office
• Commuting expenses covered

Our Recruitment Process

• Recruiter Screening(30 minutes, online)
  An introductory conversation to discuss your background, motivation, cultural fit and provide an overview of the role and expectations.
• Peer Interview(60 minutes, online)
  A discussion with team members about your experience, skills, ways of working, and what it's like to work at Helin.
• Hiring Manager & Leadership Interview(60 minutes, onsite)
  A conversation focused on your expertise, potential impact, and a deeper discussion about the role, team, and future opportunities at Helin.
• Reference Check
  As part of our hiring process, we conduct professional reference checks with former managers or relevant professional contacts. We will discuss this step with you in advance and request your consent before contacting any references.
• Offer Stage
• If successful, we'll discuss the offer details and next steps. Please note that any offer of employment is conditional upon a satisfactory reference check.

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