Channel Program Manager

Job Description

Responsible for developing, managing, and optimizing a company''s indirect sales strategy through partners, resellers, distributors, or other third parties (collectively referred to as "channel partners"). The role is to ensure that these external partners are effectively selling the company’s products and solutions.

Key Responsibilities:

Program Development & Strategy

• Design and implement channel partner programs (e.g., onboarding, training, incentives).
• Define go-to-market strategies with partners.
• Align the channel strategy with broader sales and business objectives.

Partner Enablement

• Develop training materials, certification programs, and sales tools.
• Conduct enablement sessions to educate partners on products, processes, and selling techniques.
• Provide ongoing support and updates to keep partners engaged and effective.

Performance Management

• Track and analyze partner performance metrics (sales volume, pipeline growth, deal registration, etc.).
• Identify underperforming partners and create improvement plans.
• Set and manage partner targets, KPIs, and scorecards.

Relationship Management

• Build and maintain strong relationships with key partners.
• Act as the main point of contact between the company and its partners.
• Resolve conflicts and manage escalations.

Marketing & Incentives

• Collaborate with marketing to run joint campaigns and co-branded efforts.
• Manage channel incentive programs like rebates, MDF (market development funds), and SPIFFs.
• Ensure partners are properly leveraging marketing resources.

Compliance & Operations

• Ensure partners comply with contractual and brand guidelines.
• Manage partner onboarding, contracts, and documentation.
• Work closely with legal, finance, sales, marketing, product management teams to support channel activities.

Skills & Qualities Needed:

• 15 years of experience in project and program management.
• Strong understanding of B2B sales and indirect selling models.
• Excellent project management and communication skills.
• Analytical mindset for data-driven decision-making.
• Experience with CRM and partner relationship management (PRM) tools.
• Experience of getting a partner relationship management (PRM) software rolled out within the organization.
• Ability to build long-term relationships and influence stakeholders.
• Experience of designing & implementing programs across boundaries (at international level)