EMEA VAR & Channel Growth Lead

Altium; Wrocław; On-site; PLN 327,000 - 436,000; Full time

Job summary

Altium looks for a VAR Manager for the EMEA region to lead growth through a robust VAR network, build strong partner relationships, and drive regional market penetration of the Altium platform.

You will establish KPIs, forecast performance, and collaborate with sales, FAE, and marketing to execute growth strategies, while identifying new VARs and enabling partners with strategic resources.

Qualifications

• 5+ years of experience in Channel Management, Sales Strategy, Sales Management, Business Operations, or related roles within the software, technology, or SaaS industry.
• Strong business planning, forecasting, and analytical skills, with experience managing performance through KPIs, business reviews, and data-driven decision-making.
• Ability to develop and execute strategic growth plans, consistently achieving or exceeding revenue, pipeline, and business growth targets.
• Demonstrated ability to build and influence relationships across partner organizations and collaborate effectively with cross-functional teams and executive stakeholders.

Responsibilities

• Build, manage, and strengthen relationships with assigned Value-Added Reseller (VAR) partners to drive sustainable revenue growth and maximize partner satisfaction.
• Establish KPIs for VARs and monitor their performance against targets.
• Forecast partner performance, maintain pipeline visibility, and ensure effective territory and account planning across the VAR network.
• Develop and implement VAR strategies with regional goals, including growth objectives and sales acceleration programs.
• Own the growth strategy for each partner to expand market share and drive revenue across the region.
• Conduct regular reviews with VARs to evaluate sales performance and address challenges.
• Provide ongoing training and support to VARs to enhance product knowledge and sales capabilities.
• Collaborate with sales, FAE, and marketing to develop VAR-specific sales strategies and campaigns.
• Equip VARs with tools and collateral to promote and sell Altium's digital software solutions.
• Conduct regular sales training on product features and industry trends.
• Act as the escalation point for partner-related issues and maintain strong relationships.
• Identify, recruit, onboard, and develop new high-potential VAR partners for regional expansion.
• Analyze market trends, competition, and feedback to inform strategic decisions.

Skills

Channel Management

Sales Strategy

Sales Management

Business Operations

Business Development

Job description

Altium looks for a VAR Manager for the EMEA region to lead growth through a robust VAR network, build strong partner relationships, and drive regional market penetration of the Altium platform.

You will establish KPIs, forecast performance, and collaborate with sales, FAE, and marketing to execute growth strategies, while identifying new VARs and enabling partners with strategic resources.