Role Description
The Channel Sales Specialist / Partner Development Executive / Alliances Specialist develops and manages indirect sales channels, strategic partnerships, and alliance relationships to expand market reach and generate sustainable revenue growth. This role enables partners to effectively position, sell, implement, or promote the organisation’s products and services while ensuring joint commercial objectives are achieved.
The position works closely with direct sales, marketing, product, customer success, operations, finance, legal, and partner organisations to build and execute channel plans. Responsibilities include identifying prospective partners, evaluating commercial fit, onboarding new partners, developing joint business plans, delivering sales enablement, coordinating co-marketing activity, managing opportunities, and supporting partners throughout the sales cycle.
The role also monitors partner performance, pipeline contribution, revenue, activation, deal registration, customer outcomes, and programme compliance. It uses market feedback and performance insights to improve partner engagement, resolve commercial issues, identify growth opportunities, and strengthen the effectiveness of the overall partner ecosystem.
Qualifications
- Bachelor’s degree in Business, Marketing, Sales, Management, Communications, Technology, or a related field.
- Experience in channel sales, partner development, alliances, business development, account management, indirect sales, or a related role.
- Strong understanding of channel-sales models, including resellers, distributors, referral partners, technology partners, system integrators, managed-service providers, and strategic alliances.
- Experience identifying, evaluating, recruiting, onboarding, and activating new channel or alliance partners.
- Ability to develop joint business plans, account plans, partner-growth strategies, revenue targets, and go-to-market activities.
- Experience supporting partner enablement through product training, sales materials, playbooks, webinars, partner communications, and commercial guidance.
- Ability to manage partner pipelines, deal registration, opportunity progression, sales forecasts, and revenue-performance reporting.
- Familiarity with CRM and partner-management platforms such as Salesforce, HubSpot, Microsoft Dynamics, PRM systems, Impartner, PartnerStack, Allbound, or similar tools.
- Strong ability to build trusted relationships with external partners, senior stakeholders, sales teams, and cross-functional internal teams.
- Experience coordinating joint marketing campaigns, partner events, co-selling initiatives, account mapping, and demand-generation activities.
- Understanding of commercial agreements, partner incentives, pricing, margins, rebates, commissions, contract terms, and channel-governance processes.
- Ability to analyse partner performance using metrics such as revenue, pipeline, activation, lead conversion, deal velocity, partner engagement, and customer retention.
- Strong communication, presentation, negotiation, problem-solving, organisational, and stakeholder-management skills.
- Ability to manage multiple partner relationships, priorities, commercial opportunities, and deadlines in a fast-paced environment.
- Experience in SaaS, technology, cloud services, telecommunications, professional services, enterprise software, or B2B sales is an advantage.
