Head of Channel Partners, Enterprise Service Management

2 weeks ago

StainesuponThames, United Kingdom IFS Full time
Job Description

IFS is seeking a dynamic and results-oriented Head of Channel Partners to lead and develop our Enterprise Service Management (ESM) channel strategy. In this critical role, you will be responsible for building and fostering strong relationships with channel partners to drive sales growth and market expansion.

Responsibilities:

Develop and execute a comprehensive channel strategy : Identify, recruit, and onboard new high-caliber channel & distribution partners aligned with IFS's ESM solutions. Partner Enablement : Design and deliver impactful training programs (Sales, Presales, Consulting) to empower partners with the knowledge and skills required to effectively sell and implement IFS's ESM offerings. Performance Management : Implement a robust channel partner performance management framework to track progress, identify opportunities for improvement, and develop strategies to optimize partner sales and revenue generation. Relationship Building : Cultivate strong, collaborative relationships with channel partners to ensure alignment with IFS's goals and objectives. Work closely with partners to achieve mutually beneficial outcomes. Strategic Collaboration : Partner closely with the internal sales team to develop and execute seamless sales and channel initiatives. Market Intelligence : Stay abreast of industry trends, competitor activities, and market conditions to identify new opportunities and develop informed channel strategies. Program Management : Oversee the creation and execution of channel partner programs, including training, co-marketing initiatives, and incentive structures. Performance Measurement : Establish clear performance metrics to evaluate the effectiveness of channel partnerships and identify areas for improvement. Generate insightful reports to track channel performance and ROI. Conflict Resolution : Proactively address and resolve conflicts and challenges arising within the channel ecosystem. Product Expertise : Provide ongoing support and guidance to partners on IFS's ESM product portfolio and solution offerings. Industry Engagement : Represent IFS at industry events and conferences to build brand awareness, cultivate partner relationships, and generate new business opportunities.

Qualifications

3-5 years of demonstrably successful experience in channel management or indirect sales within the ESM or related software industry. A proven track record of building and managing successful channel partnerships that consistently deliver revenue growth. Strong understanding of the channel sales model and its key performance indicators (KPIs). Proficiency in Customer Relationship Management (CRM) software solutions. Excellent verbal and written communication skills, with the ability to deliver compelling presentations to partners and stakeholders. In-depth knowledge of sales methodologies and best practices. Proven ability to build and maintain strong, collaborative relationships with diverse stakeholders. Excellent problem-solving and negotiation skills. Superior time management and organizational skills. Ability to thrive in a fast-paced environment, working independently and collaboratively. A strong desire to learn and continuously develop expertise within the channel management field. Bachelor's degree in business administration, marketing, or a related field (preferred).

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