Channel Partner Manager

Plenit Portugal; Porto; On-site; EUR 55,000 - 90,000; Full time

Benefits offered by this job

Private Health Insurance

Birthday off

Special Days off (Dec 24 & 31)

Internal training & development plans

Job summary

Plenit Portugal seeks a senior Channel Partner Manager for Portugal to strengthen the partner ecosystem and drive long-term growth with MSPs and other technology partners. You will define joint growth plans, lead QBRs, and enable partners to scale their businesses on Plenit's cloud and infrastructure solutions.

You will report to the Head of Sales and collaborate with Marketing, Pre-Sales, Partner Success, Product and Engineering to deliver a consistent partner experience and support company

Qualifications

• 7+ years of experience in partner development, channel management, alliance management, strategic account management, or similar roles within cloud, hosting, SaaS, or IT environments.
• Proven experience building long-term MSP relationships and partnerships with VARs, distributors, IT integrators, consultancies, or similar partners.
• Strong understanding of the Portuguese IT channel, indirect sales models, and partner ecosystems.
• Experience defining and executing joint business plans, QBRs, and growth initiatives with technology partners.

Responsibilities

• Own the strategic growth of a portfolio of technology partners across Portugal and maximize their long-term contribution to Plenit.
• Define and execute joint business plans with strategic partners and monitor progress via QBRs.
• Identify growth opportunities by understanding partners' business models and objectives to increase engagement and performance.
• Prioritize growth initiatives based on business potential and market opportunities.
• Lead partner enablement with Marketing, Pre-Sales and Partner Success to strengthen partners' capabilities.
• Provide market intelligence to influence commercial priorities and evolution of the go-to-market strategy.
• Maintain structured partner plans and CRM visibility for initiatives and performance.
• Act as a trusted advisor at executive meetings and partner activities.

Skills

Partner development

Channel management

Alliance management

Strategic account management

Consultative selling

MSP relations

Tools

CRM software

QBR tools

Market intelligence tools

Job description

Plenit (formerly Jotelulu) is the Operating Platform for IT Service Providers. We help any type of IT company run, scale, and grow their business on top of our own sovereign infrastructure, with a footprint across Europe and the Americas.

Our ambition is to become the platform where IT companies can run their entire business. From technology and operations to go-to-market, Plenit covers the end-to-end needs of an IT partner across the services they deliver to their customers. Powered by agentic AI, the platform connects, automates, and orchestrates these capabilities in a way that traditional Cloud, Marketplace, or IT management platforms do not.

Five years in, we are across four countries and growing fast. We are building something ambitious, but we want to do it in a simple, pragmatic way, staying close to our partners and obsessed with their success. That is exactly why we are bringing this role on now.

The challenge

As Channel Partner Manager for Portugal, you will be responsible for strengthening Plenit's partner ecosystem and driving the long-term success of our key technology partners across the Portuguese market. Your mission will be to help partners grow their businesses through Plenit's cloud and infrastructure solutions by defining joint growth initiatives, strengthening partner capabilities, and creating sustainable business opportunities for both Plenit and its partners.

You will work closely with Managed Service Providers (MSPs), as well as IT integrators, VARs, distributors, consultancies, and other technology service providers. MSPs represent a strategic focus for this role, making previous experience developing and growing MSP relationships particularly valuable.

This is a senior, partner-centric role focused on maximizing the value and commercial performance of Plenit's existing partner ecosystem. You will lead long-term collaboration with key partners through joint business planning, enablement initiatives, and regular business reviews, while also identifying selected new partnership opportunities that support Plenit's growth strategy.

You will play a key role in shaping Plenit's commercial strategy in Portugal by leading Quarterly Business Reviews (QBRs), defining joint growth plans, identifying market opportunities, and providing commercial and competitive insights that strengthen our go-to-market approach.

As part of the Sales organization, you will report directly to the Head of Sales and work closely with Marketing, Pre-Sales, Partner Success, Product, and Engineering to deliver a consistent partner experience and contribute to Plenit's long-term growth strategy.

Requirements that are important for us

To be successful in this role, previous experience managing and growing technology partners in Portugal is essential.

We are looking for a Channel Partner Manager who understands the Portuguese IT channel and has a proven ability to build strategic partnerships that generate sustainable business growth.

The ideal candidate combines strong commercial judgment with a consultative, partner-first mindset. They understand how technology partners grow their businesses and know how to create long-term value through collaboration, enablement, and structured growth initiatives.

While we value experience across the broader technology channel, candidates with a strong MSP background and experience developing mature partner ecosystems will be particularly successful in this role.

Relevant experience and expected outcomes

• 7+ years of experience in partner development, channel management, alliance management, strategic account management, or similar roles within cloud, hosting, SaaS, or IT environments.
• Proven experience developing long-term relationships with MSPs, ideally complemented by experience working with VARs, distributors, IT integrators, consultancies, or other technology partners.
• Strong understanding of the Portuguese IT channel, indirect sales models, and partner ecosystems.
• Experience defining and executing joint business plans, Quarterly Business Reviews (QBRs), and strategic growth initiatives with technology partners.
• Demonstrated ability to increase partner engagement, business contribution, commercial performance, and long-term partner success.
• Experience prioritizing partner portfolios and defining structured growth plans based on business potential.
• Solid understanding of cloud technologies and related solutions, including IaaS, virtualization, backup and disaster recovery, remote desktop services, cybersecurity, and managed services.
• Experience designing and delivering partner enablement initiatives.
• Ability to generate market intelligence, identify commercial trends, and translate partner feedback into strategic recommendations.
• Experience working in fast-growing technology environments where collaboration, autonomy, adaptability, and strategic thinking are essential.

Key skills and expected impact

• Own the strategic growth of a portfolio of technology partners across Portugal, maximizing their long-term contribution to Plenit.
• Define and execute joint business plans with strategic partners, monitoring progress through regular Quarterly Business Reviews (QBRs).
• Identify growth opportunities by understanding partners' business models, customer portfolios, and strategic objectives, increasing engagement, solution adoption, and commercial performance.
• Prioritize growth initiatives based on business potential, strategic objectives, and market opportunities.
• Lead partner enablement initiatives in collaboration with Marketing, Pre-Sales, and Partner Success, strengthening partners' commercial capabilities and supporting their long-term success.
• Provide market intelligence and partner insights to influence commercial priorities, strengthen collaboration, and support the evolution of Plenit's go-to-market strategy.
• Maintain structured partner plans and strong CRM discipline, ensuring visibility of strategic initiatives, business opportunities, and partner performance.
• Act as a trusted advisor for strategic partners, representing Plenit at executive meetings, industry events, and partner activities.

Tools

• CRM platforms for partner management, account planning, and business visibility.
• Business planning and partner management tools to support joint growth initiatives and Quarterly Business Reviews (QBRs).
• Analytics and reporting tools to monitor partner performance, engagement, and business growth.
• Sales enablement and collaboration tools for partner training, business reviews, presentations, and ongoing engagement.
• Standard productivity and collaboration platforms used across the organization.

What We Offer

At Plenit, we aim to create an environment where people can grow, enjoy what they do, and bring their best selves to work. That's why we've designed a benefits package that reflects who we are, how we work, and what we value as a company.

Plenit Culture

Our culture is how we work, how we relate to one another, and how we build something meaningful together.

It's not about "cool" values for a website - it's about real behaviors we live every day: a positive atmosphere, accountability, trust, and effectiveness.

At Plenit, we are committed to:

A great working environment built on teamwork, optimism, joy and the drive to do things well.

Responsibility and ownership, because everyone knows what needs to be done and finds the way to make it happen.

Trust

as the foundation of teamwork and our relationships with partners.

Effectiveness

focusing on results and constantly challenging ourselves to ensure we're on the right path.

Special Days

December 24th and 31st off,

Your birthday off - because we believe your day should be yours.

We offer a competitive salary aligned with the market and reviewed periodically to ensure fairness and recognition.

We support your professional growth through internal training, learning resources, and development plans tailored to your career path.

Private Health Insurance

You'll have access to private health coverage, giving you peace of mind and support in your day-to-day life.

Informal Events

We believe in celebrating achievements, strengthening team bonds, and having fun along the way. We regularly organize informal events and activities to enjoy time together and reinforce our team spirit.