Channel Sales
Business Development Manager
Posted on 2/10/2023

201-500 employees

London, UK
Experience Level
Desired Skills
  • You have worked in a high growth, fast-paced SaaS company for 5+ years, especially working with Sales, Growth or Business Development teams
  • Strong communication skills and adept at multiple communication mediums (e.g. verbal, writing and presenting) in English and ideally another European language
  • Passion for collaboration with a broad set of cross-functional teammates (aka “a strong team player”) and an ability to drive results from a cross-functional team via influence
  • Ability to sell and evangelize a category defining software application
  • Creative approach to storytelling and defining experiments to cultivate demand in a nascent market
  • Good understanding of the EMEA partner ecosystem and differences in various regions
  • Join at the golden startup age - established stability of a Unicorn with space for individual impact
  • You'll enjoy an exciting team atmosphere, building a whole new category of software
  • You can help change the way that products are built all over the world
  • We iterate quickly and decisions are fast. You'll have a voice in what we do and see the impact of your work
  • We are backed by top Silicon Valley investors, giving us access to capital, networks, mentors, and new markets
  • We are recognized as one of the hottest tech startups on the market today, named by Forbes magazine and Business Insider as one of the best startup employers to bet your career on and are regularly recognized for our company culture
  • Develop an overall strategy to leverage channel partners into our GTM motions to increase our win rate, acquire qualified referrals and reduce churn with larger more complex customers
  • Recruit and manage consulting partners across the EMEA region by developing strong relationships with the various firms to understand their strengths, as well as how they would want to execute GTM motions and deploy their service offerings
  • Define clear criteria to identify potential partners and establish mutual KPIs to track success
  • Drive partners to deliver qualified referrals to our sales org, cultivate partners to support our sales efforts to increase win rate and identify areas where partners can reduce risk of churn at existing customers
  • Collaborate with Demand Gen, Sales, Services, Success & Product Marketing to refine processes on how to bring partners into opportunities and develop new processes when required
  • Together with the Sales Enablement and Sales operations teams, define internal processes and enable the Sales team to understand how to leverage the partnerships and how to work with our partners and opportunities they generated
  • Craft compelling content with Marketing to run campaigns with Partners to generate pipeline and share the emerging narrative on how consulting partners are helping our joint customers successfully build and ship better products
  • Work with established partners to craft new approaches to building pipeline, enhance our platform narrative and drive new sales opportunities
  • Continue to enhance strong relationships with established partners to understand their strategic priorities and identify marketing opportunities that might emerge as part of their go-to-market strategy and initiatives
  • Develop joint GTM plans with partners and the Business Development team that highlight campaigns and track KPI results
  • Develop scorecards to establish goals and communicate progress with both partners and key internal stakeholders