Channel & Alliances Sales Manager
Manages channel partners and strategic alliances across Germany’s DACH region, driving partner-led revenue through distributors, VARs, resellers, and technology partners. The role focuses on joint business planning, co-selling, enablement, pipeline development, and alliance initiatives, particularly with Microsoft.
About the job
Responsibilities
- Manage a portfolio of channel partners, including VARs, distributors, and resellers across the DACH region.
- Build relationships with distributor managers and partner leadership.
- Identify, onboard, and develop distribution partners and strategic alliances.
- Define joint business plans, revenue targets, and go-to-market strategies.
- Manage partner growth plans through regular cadences and milestones.
- Expand partner coverage across geographies, verticals, and customer segments.
- Identify, qualify, and execute partner-led sales opportunities, including upsell, cross-sell, and co-selling motions.
- Drive partner-sourced and partner-influenced revenue.
- Provide channel feedback to inform product-market alignment.
- Oversee service-level expectations and escalations as the primary partner contact.
- Educate and support partners on go-to-market strategy, value propositions, and solutions.
- Track pipeline, forecasts, and partner performance against targets; host regular QBRs.
- Enable partners through training, sales tools, messaging, and product updates.
- Build executive and operational relationships within partner organizations.
- Support strategic alliances, especially the Microsoft partnership, including co-sell, marketplace, and ISV alignment.
- Coordinate joint co-marketing, events, enablement, and technical-alignment initiatives.
- Research and deliver jointly positioned, value-based solutions aligned with alliance partner requirements.
- Identify alliance opportunities that generate incremental pipeline and expand influence.
- Track alliance performance metrics and contribute to joint business planning.
Requirements
- Experience managing relationships across distributors, VARs, alliance partners, and internal teams.
- Strong negotiation, influencing, communication, and presentation skills.
- Knowledge of contract interpretation, project management, channel execution, and alliances motions.
- Strong understanding of partner go-to-market strategies and indirect sales motions.
- Familiarity with joint solution design, partner enablement, and co-sell frameworks.
Skills
Channel Partnerships, Strategic Alliances, Microsoft Partnership, Partner Enablement, Co-Selling, Go-to-Market Strategy, Indirect Sales, Pipeline Management, Forecasting, Joint Business Planning, Partner Marketing, Solution Design
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