Key Responsibilities

Channel Development & Partner Engagement

· Develop and execute a strategic channel growth plan across the UK and Ireland.

· Recruit, onboard, and activate new reseller and integration partners.

· Build strong relationships with key channel partners, consultants, and system integrators.

· Increase partner mindshare through regular engagement, business reviews, sales enablement, and training programs.

· Deliver partner workshops, webinars, Lunch & Learns, and solution briefings to improve partner knowledge and advocacy.

· Support partners in identifying, qualifying, and progressing opportunities within their customer base.

· Drive partner participation in marketing campaigns, events, and lead-generation activities.

· Conduct joint account planning and territory development initiatives with strategic partners.

End User Demand Generation & Specification Development

· Develop relationships with end-user organizations, consultants, architects, and workplace influencers to generate awareness and demand for our solutions.

· Identify workplace technology projects and opportunities before formal procurement processes begin.

· Position our solutions early in the design and specification phase to create pull-through demand for channel partners.

· Engage directly with key stakeholders to understand business challenges and align solutions to customer requirements.

· Generate qualified opportunities and introduce them to the appropriate channel partner for commercial engagement and fulfilment.

· Support channel partners throughout the sales cycle to maximize conversion and win rates.

· Maintain visibility of key projects and opportunities while ensuring adherence to the channel-first sales model.

Pipeline Development & Sales Execution

· Build and maintain a healthy pipeline of qualified opportunities across the territory.

· Track and manage all partner activities, customer engagements, and opportunities within Salesforce/HubSpot.

· Deliver accurate monthly forecasts and territory updates.

· Collaborate closely with Marketing, Product Management, Sales Engineering, and EMEA Sales Leadership to maximize market impact.

· Provide market feedback, competitive intelligence, and customer insights to support business strategy and product development.

Operating Cadence

· Weekly pipeline and territory review with the Director of Sales EMEA.

· Monthly business reviews with strategic channel partners.

· Quarterly territory and account planning sessions.

· Ongoing CRM management to ensure accurate forecasting and opportunity visibility.

· Regular collaboration with Marketing and Channel teams on campaigns, events, and partner initiatives.

What We’re Looking For

Experience

· 5+ years of experience in channel sales, business development, or partner management within the AV, UC&C, Collaboration Technology, SaaS, or IT industries.

· Proven success developing and managing indirect sales channels.

· Experience working with, VARs, system integrators, and consulting partners.

· Strong understanding of demand generation and specification-led sales processes.

· Track record of driving revenue growth through partner ecosystems.

Skills & Competencies

· Excellent relationship-building and stakeholder management skills.

· Strong presentation and communication abilities.

· Ability to influence decision-makers and create demand without direct transactional selling.

· Commercially astute with strong pipeline and forecasting discipline.

· Highly organized, self-motivated, and results-oriented.

· Comfortable working independently in a remote environment.

Personal Attributes

· Entrepreneurial mindset with a proactive approach to business development.

· Strong collaborator who thrives in a partner-led sales environment.

· Passionate about building relationships and creating market opportunities.

· Willingness to travel throughout the UK and Ireland as required.

Partner and Demand Manager

Job Description