Channel Sales Manager

• Key Accountabilities • Develop and execute channel plans and initiatives aligned with the approved commercial strategy to achieve channel revenue targets, strengthen market reach, and maximize the performance of assigned commercial channels. • Develop quarterly sales and channel plans for assigned channels, translating approved commercial targets into partner priorities, sales activities, pipeline requirements, and execution plans. • Lead the performance management of assigned channels by monitoring revenue and commercial results against agreed targets, identifying performance gaps, and driving corrective and optimization actions. • Analyze channel performance, sales data, market trends, customer demand, and partner results to identify growth opportunities, emerging risks, and areas for improvement and provide actionable recommendations to management. • Manage and strengthen relationships with key channel partners, vendors, and commercial operators to enhance engagement, performance, and long-term commercial value. • Lead periodic business and performance reviews with channel partners to evaluate revenue and sales performance, address performance gaps, monitor commitments, and agree on improvement and growth initiatives. • Drive partner sales enablement by ensuring channel partners have the approved commercial information, product/service knowledge, sales materials, processes, and coordination required to effectively pursue opportunities and achieve agreed targets. • Identify, assess, and qualify commercial opportunities across assigned channels based on strategic fit, commercial potential, customer requirements, delivery considerations, and likelihood of conversion, and recommend priorities for progression. • Lead the planning and execution of channel-related projects, campaigns, partner initiatives, and commercial activities, ensuring delivery against agreed objectives, timelines, and performance expectations. • Identify and develop new channels, strategic partnerships, commercial models, and revenue opportunities to expand the commercial pipeline and support sustainable revenue growth. • Lead commercial negotiations with assigned channel partners within delegated authority and support tenders, proposals, and pricing inputs by coordinating commercial requirements and relevant inputs with the responsible internal functions. • Lead cross-functional coordination with relevant business units to resolve channel and partner matters, applying appropriate escalation discipline to revenue-impacting issues, delivery risks, partner performance concerns, and other matters that may affect achievement of commercial targets. • Develop channel revenue forecasts and prepare periodic performance reports, dashboards, and management insights covering revenue against target, sales pipeline, partner performance, opportunity conversion, risks, and required management actions. • Maintain oversight of channel agreements, partner information, commercial opportunities, performance data, commitments, approvals, and supporting documentation to ensure accuracy, completeness, and appropriate governance. • Ensure channel management activities comply with approved policies, processes, Delegation of Authority, contractual requirements, and applicable governance protocols, and perform any other tasks related to the nature of work as mandated or directed by the line manager. Show more Show less

Key responsibilities include: developing and executing channel plans aligned with commercial strategy to achieve channel revenue targets and maximize performance of assigned channels; developing quarterly sales and channel plans translating targets into partner priorities, activities, pipeline, and execution plans; leading performance management of channels by monitoring revenue and results, identifying gaps, and driving corrective actions; analyzing channel performance, sales data, market trends, customer demand, and partner results to identify opportunities and risks with actionable recommendations; managing and strengthening relationships with key channel partners, vendors, and operators to enhance engagement and value; leading periodic business and performance reviews with channel partners to evaluate revenue, address gaps, and agree on improvements; driving partner sales enablement with product knowledge, materials, processes, and coordination; identifying and qualifying commercial opportunities based on strategic fit and likelihood of conversion; planning and executing channel projects, campaigns, and initiatives with timely delivery; identifying and developing new channels, partnerships, models, and revenue opportunities to expand the pipeline; leading commercial negotiations with channel partners and supporting tenders and pricing; coordinating with internal functions on commercial requirements; cross-functional coordination to resolve channel matters; developing channel revenue forecasts and periodic performance reports and insights; maintaining governance over channel agreements, partner information, data, commitments, and documentation; ensuring compliance with policies and governance; and performing other tasks as directed by the line manager.