PpbEmployment Type: /b Full-Time, unlimited contract /p pOur client is a leading IT services and software development firm that specialises in providing geographic information systems (GIS), spatial data management, and workforce solutions tailored for the utility and telecom industries. They are currently seeking a strategic, highly entrepreneurial bChannel Development Manager /b to build, scale, and activate their indirect sales ecosystem from the ground up. /p h3bRole Overview /b /h3 pWe are a premier enterprise geospatial software provider specializing in network management and infrastructure solutions for telecom, fiber, and utility operators. /p pAs a bChannel Development Manager /b, you will be the founding force behind our EMEA partner ecosystem. Leveraging a leading global GIS distributor network, you will build a force-multiplying revenue channel from the ground up—recruiting, onboarding, and activating partners to drive consistent pipeline. Additionally, you will lead a strategic utility market intelligence initiative in your first six months to help shape our regional product roadmap. This position is hybrid, with approximately 40% of time working in the office. /p h3bKey Responsibilities /b /h3 h3b1. Partner Recruitment Activation /b /h3 ul libBuild the Pipeline: /b Map the specialized GIS distributor landscape across priority EMEA geographies. /li libOnboard Founding Partners: /b Target, negotiate, and onboard 3–5 high-potential founding partners in Year 1 under preferential commercial terms. /li libScale the Footprint: /b Grow the ecosystem to 8–10 active, revenue-generating partners by the end of Year 2 using a structured qualification framework. /li libPartner Readiness: /b Collaborate with our Solution Architect to deliver technical enablement, integration playbooks, and training programs. /li libCo-Sell Forecast: /b Drive active co-selling motions, participate in key partner-led customer meetings, and manage the channel pipeline with strict sales discipline. /li libProtect the Channel: /b Establish and maintain a rigorous deal registration process to build foundational trust and partner confidence. /li libGather Insights: /b Embed structured research questions into distributor conversations to evaluate regional appetite within the electric utility market. /li libDeliver the Strategy: /b Produce a formal utility market assessment by Month 5 to inform leadership on localised product requirements and future expansion. /li /ul h3bWhat We Are Looking For /b /h3 h3bExperience: /b /h3 ul li7+ years of B2B software sales experience, with b3–5+ years explicitly in channel management, partner development, or indirect sales /b. /li libEcosystem Knowledge: /b Experience working within or alongside a major global GIS partner network (e.g. Esri) is bhighly advantageous /b. /li libIndustry Context: /b Familiarity with EMEA telecom, dark fiber, data center, or electric utility markets is preferred. /li libChannel Expertise: /b A proven track record of managing contract negotiations, defining joint account plans, and structuring MDF (Market Development Funds). /li libMindset: /b Entrepreneurial, self-directed, and resilient. You understand that channel revenue lags direct sales and possess the discipline to build a foundation. /li libEducation: /b Bachelor’s degree in Business, IT, GIS, Engineering, or equivalent professional experience. /li /ul /p #J-18808-Ljbffr