Regional Channel Sales Manager

Orbis Resourcing
East Molesey
Up to £50,000 per annum + OTE
18 Oct 2016
17 Nov 2016
Contract Type
We are looking for a Regional Channel Sales Manager to work for a Managed Services Provider with experience channel management and business development on a permanent basis. Our client’s office is based in Kingston upon Thames, Surrey

Role: Regional Channel Sales Manager

Salary: £50kpa base + OTE

Location: Kingston Upon Thames, Surrey


The Channels team is expanding and looking for a dynamic, highly motivated experienced Sales Manager to join the team. 

Reporting to the UK Regional Channel Director, the Regional Channel Sales Manager will develop the UK territory to drive the partner value proposition into assigned and new reseller and referral accounts, deliver tools and messaging that support partner onboarding and enablement and accelerate selling. The primary responsibility of this role is to recruit target Reseller and referral partners and accelerate the onboarding and enablement of partners to drive incremental business.

This role is responsible for:

  • Pipeline management and Quota attainment
  • Significant business development is required to establish and grow the territory
  • The UK region is a relatively new territory for the channels organization from a partner recruitment perspective
  • Collaborating with the Regional Channel Director, General Manager of Sales for the UK region and Channel marketing to identify and recruit prospective reseller and referral partners
  • Working closely with inside business development rep on pursuit of pre-qualified partners
  • Developing and executing sales enablement plan for partners
  • Collaborating sales and technical teams to close business
  • Building and maintaining relationships with partner sales teams and sales executives to keep top of mind
  • Qualified individuals will have:

  • A track record of exceeding Channel sales quota; managing strategic partnerships; cultivating new territories and partnerships
  • 5years + indirect selling experience in high tech environment, preferably from a managed services or cloud provider
  • Must demonstrate comfort level and knowledge of cloud/Managed Hosting technologies and market
  • Be a creative thinker, problem solver and possess a winning attitude
  • An Entrepreneurial spirit; enjoys an autonomous work environment and taking charge of his/her business
  • Comfortable working at the c-level to advance value proposition and overall strategic relationships with partners
  • Strong organizational skills
  • Excellent communication, interpersonal skills, presentation skills
  • Existing UK partner relationships a plus
  • Key Responsibilities include:

  • Develop and grow the partner base in the UK region
  • Guides and supports partner in all deal-closing activities
  • o Coaches partner sales reps on identification, qualification, development and closing of leads for services resold/referred with partner

  • Provides regular forecast on key channel economics to management.
  • Ensures partners are abreast of all new (applicable) services
  • Owns creating partner revenue plan
  • Provides insight to Channel management on sales development needs for partners
  • Manages quarterly business reviews with strategic partners
  • experience preferred
  • Work Experience:

  • Minimum 5years’ experience in high tech channels/alliances, managing strategic relationships and/or direct sales experience ideally working for a vendor or potentially a value added distributor 
  • Sales engineering background a plus
  • Demonstrated success developing a new territory with qualified channel partners that produce (resellers that have delivered real sales growth)
  • Working Knowledge of cloud, IaaS and hosting required
  • Demonstrated ability to effectively work through conflict and maintain/grow relationships
  • Education and Qualification/Skills and Competencies:

  • Bachelor’s degree required
  • Send your CV ASAP – Further Details on Application

    Orbis Resourcing Ltd acts as an employment agency and an employment business. 

    This job was originally posted as