Channel Sales Manager - UK & Northern Europe

About this role: This is a pivotal, high-impact individual contributor role focused on driving rapid channel expansion, joint go-to-market strategy, and enterprise revenue growth across the UK and European region. As a Channel Sales Manager, you will be responsible for hunting, building, and scaling our Systems Integrator (SI) and Managed Service Provider (MSP) ecosystem. Rather than simply managing existing accounts, this role requires a true intrapreneur and builder who can establish new partner practices from scratch. You will execute a comprehensive sell to, sell through, and sell with motion—recruiting and activating key partners with large existing books of business in incumbent IT Service Management (ITSM) tech stacks, creating a clear migration path to our modern SaaS platform. The ideal candidate combines a high-energy hunter instinct with the commercial and technical acumen required to structure complex managed service programs, co-sell frameworks, buyouts, and pre-buy models. Key Responsibilities Partner Recruitment & Practice Building (Hunt & Build) • Target & Recruit: Identify, target, and sign regional/large SIs and MSPs (specifically those managing a 50M–200M book of business in incumbent ITSM platforms). • Sell To, Through & With Execution: Drive full-spectrum partner engagement—orchestrating Sell To (internal consumption/MSP platform licenses), Sell Through (partner resale/pre-buys), and Sell With (joint enterprise co-selling) revenue streams. • Build Mid-Market & Low-Enterprise Practices: Partner with SI practice leads to establish new mid-market and enterprise delivery practices centered around our solution as the primary vendor of choice. • Develop Displacement Off-Ramps: Create structured migration plans and compelling commercial business cases that enable partners to transition disenfranchised customers off legacy incumbent platforms. • Complex Deal Structuring: Architect and execute sophisticated partnership agreements, including Managed Service Provider (MSP) programs, pre-buys, and buyouts. Enablement, Co-Sell & Program Governance • Co-Sell Framework Development: Design, roll out, and execute structured co-sell frameworks and joint go-to-market strategies that align partner sales reps with internal field AE teams on targeted enterprise accounts. • High-Impact Onboarding & Enablement: Design partner onboarding and enablement models that directly reduce time-to-revenue, increase conversion velocity, and measurably improve win rates on complex enterprise opportunities. • Autonomous Execution: Build and run partner programs autonomously without requiring extensive corporate infrastructure or existing playbook support—establishing new processes where none currently exist. • Multi-Threaded Alignment: Engage across all levels of partner organizations—from practice leads and alliance directors to executive leadership—to secure go-to-market investment and dedicated engineering/GTM resources. Pipeline & Enterprise Revenue Ownership • Revenue Accountability: Own a post-ramp annual productivity target of ~$2M+, driving joint GTM strategy, pipeline growth, and enterprise revenue through high-velocity partner deals and strategic pre-buy investments. • Pipeline Generation & Governance: Drive both partner-sourced and partner-influenced pipeline, holding partners accountable through joint account planning, pipeline reviews, and structured QBRs. • Value-Based Positioning: Clearly articulate a strong philosophical and commercial point of difference versus legacy competitors, positioning our platform as the modern, high-agility alternative. Required Experience & Competencies • 7+ Years in SaaS Channel & Alliances: Proven track record in channel management, SI/MSP recruitment, joint GTM execution, or alliance d