Channel Manager
IFS · London, England ·
Role Summary The Channel Manager is accountable for building governing and scaling a high-performing partner ecosystem aligned to regional and global channel strategy. This role owns the end-to-end partner lifecycle from recruitment and GTM alignment through to capability development and pipeline creation ensuring partners become self-sufficient growth-oriented contributors to the business .
Unlike execution-focused roles the Channel Manager is responsible for creating the conditions for scale not closing individual deals. Core Role Positioning Own the partner build the ecosystem and create sustainable pipeline.
Full ownership and accountability for assigned partners Focus on mid- to long-term partner growth and capability Creates scalable pipeline and partner-driven revenue engines Key Responsibilities 1. Partner Ownership Accountability Act as the single point of ownership for assigned partners Build deep trusted relationships with partner leadership and operating teams Define agree and govern joint business plans with clear growth objectives Hold partners accountable to performance across pipeline capability and revenue 2.
Partner GTM Recruitment Onboarding Define and execute partner GTM strategies aligned to regional priorities Identify whitespace and recruit net-new partners aligned to industry and coverage gaps Lead onboarding of new partners ensuring rapid integration into the ecosystem Align partner positioning with target industries accounts and value propositions 3.
Capability Growth Partner Development Drive partner capability across Sales Presales Marketing and Delivery Ensure partners achieve required certifications and skills aligned to strategy Assess partner maturity and define structured development plans Enable partners to become increasingly self-sufficient in sourcing and delivering work 4.
Marketing Alignment Joint GTM Planning Align partners to joint go-to-market plans and campaign execution Work closely with marketing teams to build structured demand generation programs Ensure partners are actively engaged in campaigns that drive pipeline Translate strategy into actionable programs with measurable outcomes 5.
Pipeline Creation Demand Generation Own the creation of partner-sourced pipeline within assigned ecosystem Ensure partners are proactively identifying and generating new opportunities Track pipeline health coverage and quality across the partner portfolio Drive consistency in pipeline generation activities across partners At 10% maturity handover opportunities to Channel Sales Manager to progress grow and close 6.
Practice Development Tier Progression Support partners in building industry practices and solutions aligned to target markets Drive progression through partner program tiers based on capability and performance Ensure partners are investing appropriately in priority areas Align partner capability with future growth opportunities 7.
Governance Ecosystem Management Establish governance across partners including regular reviews KPIs and performance tracking Ensure adherence to partner program requirements commercials and engagement models Manage cross-region and cross-industry alignment for strategic partners where required Provide structured insight into ecosystem performance to regional leadership Key Outcomes / Success Measures Growth in partner-sourced pipeline Increase in partner capability and self-sufficiency Expansion of ecosystem coverage (by industry geography and capability) Progression of partners through program tiers and maturity levels Strength and sustainability of the overall partner ecosystem Role Boundaries (Critical Clarity) The Channel Manager: Builds and enables partners Creates pipeline and ecosystem capability The Channel Manager is not responsible for : Owning deal execution or closing opportunities Managing in-quarter revenue delivery on individual deals Acting as the primary commercial owner within sales cycles These responsibilities sit with Channel Sales Manager
Qualifications
Skills Experience Strong experience in channel partner management or ecosystem development Proven ability to build and scale partner relationships Experience developing partner GTM strategies and business plans Strong understanding of sales marketing and delivery capability models Ability to operate strategically while driving structured execution Additional Information : We believe that coming together as a community in person is important for innovation connection and fostering a sense of belonging.
Our roles have the right balance of remote and in-office working to enable flexibility for managing your life along with ensuring a real connection with your colleagues and the broader IFS community. Remote Work : No Employment Type : Full-time Experience: years Vacancy: 1