11th March, 2025
The ideal candidate will be responsible for recruiting new partners, managing the channel, building strong relationships with partners, and ensuring revenue targets are met through effective partner enablement strategies.
This is an incredible opportunity for an ambitious Channel Manager with a record of exceeding targets and a passion for shaping and growing B2B partner networks. With the advent of a new class of broadband products, the candidate will be joining Sepura at a time when new channel partners can be recruited to extend geographic coverage and enter new vertical markets.
Sepura has built a global reputation as the foremost mission critical provider of telecommunication devices and in doing so many of its existing partners have enjoyed spectacular growth over the years. This provides prospective partners with the assurance to invest and grow with Sepura. With the advent of a new portfolio the applicability of Sepura solutions will increase the commercial, vertical, and geographic markets that can be addressed, providing an exceptional business opportunity for new partners. This is an excellent time for a world class Channel Manager to join Sepura and make a difference.
The Channel Manager will be involved in setting the partner strategy, scoping the structure of the channel, identifying, recruiting, onboarding new channel partners and ensuring day-to-day channel operations drive growth. You will enjoy growing and being rewarded for partner revenue and recruitment alongside sales.
Come and join Sepura Ltd at an exciting time of growth and progress your career within this innovative technology company, based in Waterbeach, Cambridge.
Your Role:
This is a critical role for the growth of Sepura.
A highly motivated, team player who is enthusiastic and flexible will thrive in this role. You will be setting the direction and execution of our partner strategy. You will have a strong knowledge and experience of developing and leading channel strategy, execution, and operations in technology B2B markets. You will know how to build a strong team which will come as you grow the channel. Experience and understanding of B2B telecommunications markets, mission/business critical segments, land mobile radio and mobile computing devices is a plus.
- Partner Recruitment: Identify and recruit ideal channel partners that provide a strong profitable growth trajectory for the business.
- Channel Strategy: Develop and build the channel partner revenue through recruitment and assisting partner growth strategies.
- Channel Proposition: Develop and articulate the business propositions to maintain and recruit new channel partners.
- Channel Structure: Optimise the channel structure to ensure full market penetration and access to new commercial verticals afforded by the introduction of the new LTE / 5G products.
- Channel Development: Identify, onboard, and manage key channel partners to expand market reach and revenue.
- Partner Relationship Management: Build strong relationships with partners, providing them with the necessary tools, training, and support to drive mutual success.
- Sales Enablement: Develop and execute channel sales programs, incentives, and marketing initiatives to maximize partner performance through the regional sales team.
- Performance Monitoring: Track and analyse partner sales performance, identifying opportunities for improvement and ensuring alignment with company objectives.
- Strategic Planning: Work closely with internal teams, including sales, marketing, and product teams, to develop channel strategies and execute go-to-market plans.
- Contract Negotiation: Manage partner agreements, pricing structures, and incentive programs to ensure a win-win relationship.
- Market Intelligence: Stay updated on industry trends, competitor activities, and market demands to provide insights for continuous improvement.
- Collaboration with sales and marketing to ensure great team performance and garner support for your initiatives.
Your Day to Day:
Our customer base includes many different industries and markets around the world. Our complete TETRA, LTE and 5G solutions have been developed specifically for users in multiple sectors to face their critical communications challenges. This role will be to extend our position into business-critical markets and support our public safety orientated partners.
There is no such thing as a typical day here at Sepura. You will be supported by the Chief Revenue Officer and the wider team, as well as collaborating with other departments across the business. The Channel Manager activities you will be responsible for include:
- Partner recruitment
- Tracking partner performance and compliance
- Uncovering new markets and verticals and identifying partners who could access such markets.
- Partner relations and performance reviews
- Developing partner proposition and the channel structure / program. Including incentives schemes.
- Coordinating with sales and marketing with activities such as lead generation and partner enablement.
- As partner traction and revenue grows, scoping out the team you need to scale our operations.
This job involves some international travel to meet and recruit new partners. It is expected that 30% of your time would be travel, with increased frequency during the initial channel recruitment stage. Expenses will be paid.
What you need to succeed: Qualifications Experience and Skills - Bachelor’s degree
- +10 years of experience in channel management
- Strong understanding of channel sales models and partner ecosystems
- Extensive experience of working in a mid-large size (preferably international) business required, with direct experience in Business to Business (B2B) technology and telecommunications. Channel experience for the Mobile Computing Device B2B market and or Land Mobile Radio would be a plus.
- Understanding and experience across channel touchpoints such as early-stage partner recruitment, partner value proposition, partner enablement, partner marketing development and partner tracking.
- Hunter mentality with the ability to engage partner executives and demonstrate Sepura’s value to their business.
- Experience in developing and executing channel strategies.
- Excellent project management, communication, and relationship-building skills.
- Experience working with cross functional teams to develop and execute business and marketing strategies (i.e., business, product management, sales, ops etc.).
- Excellent project management, communication, and relationship building skills.
- Understanding of and appreciation for metrics, with proven results.
- Leading teams directly and through influence.
- The ability to establish executive-level relationships with key partners.
- Strong team player who can collaborate effectively across the business.
Qualifications - Business or Telecommunications Degrees
Experience and Skills - Mobile computing smartphone devices for B2B channel experience is a plus.
- Industry experience in Mission Critical telecommunications is a plus.
- Land Mobile Radio experience is a plus but not essential.
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