Overview: We are seeking a dynamic and experienced Software Channel Manager to join our team. This role is crucial to managing and growing our partner relationships, driving renewals, and expanding our partner network. You will engage and visit regulary with partners and customers to understand their requirements, qualify leads, and ensure they are leveraging our products to their full potential. You will also be responsible for identifying patterns in win/loss analyses, building industry-specific use cases, promoting training, and supporting strategic initiatives to enhance the growth of our i2 business.
Job Summary: As a Channel Manager of Sales & Marketing, this professional will lead our sales and marketing efforts in their designated territory promoting our software products and services. They will be responsible for developing and executing strategic plans to drive revenue growth, build strong client relationships, and increase brand awareness. This role will require direct and indirect selling as well as collaborating with cross-functional teams, and staying updated on industry trends to drive business success. There is travel to client sites, conferences, and global meetings expected in this role.
Key Responsibilities:
Driving New Revenue Sales, promoting the full portfolio of i2 capability, managing and updating i2’s CRM system.
Lead Management and Qualification:
Work on leads to qualify and progress them to a fully scoped quote stage.
Engage with prospects to understand their use case, requirements, and ensure a strong product fit.
Conduct high-level product demonstrations and capture feedback to refine the sales approach.
Document patterns from win/loss analysis, including insights into pricing, product functionality, subscription preferences, and competitive trends.
Renewal Strategy & Partner Engagement:
Review upcoming partner renewals for the next quarter to assess current product usage.
Initiate calls with partners to explore opportunities for better product utilization, address new requirements, and conduct health checks.
Propose new products or updates to enhance renewals and ensure partners are fully informed of our offerings.
For smaller partners, provide detailed information and value propositions beyond a simple quote to strengthen renewal likelihood.
Partner Network Expansion:
Assist in executing i2’s strategy to expand our partner ecosystem by identifying and onboarding new partners.
Support the existing partner network to increase business opportunities and reach.
Channel marketing and communications:
Coordinate with internal departments to help improve partner communications and marketing. Work with marketing team to produce monthly channel updates for partner and internal consumption. Support efforts to maximise use and efficiency of collaboration tools such as the i2 PartnerHub, encouraging best practice and instilling operational excellence practices in our partners.
Actively engage with partners to share updates and discuss opportunities for deal progression.
Training Promotion:
Advocate for the inclusion of training in all quotes, especially for customers unaware of our recent product developments, such as the shift of SPT to i2.
Promote training programs as a value add in the sales process to strengthen proposals.
Support the creation and promotion of the i2 Partner Training Certification Programme
Framework Tenders & Tender Response Management:
Explore the potential for more direct engagement with Framework Tenders to increase control over deals and profitability.
Work within a wider business team to support the creation of a Tender Response team, including naming roles and building an RFI (Request for Information) response library for easy duplication in future scenarios.
Industry-Specific Use Cases:
Support the development of targeted user cases for key industries (e.g., Legal, Financial) and lead go-to-market initiatives with partners to position i2 solutions as the preferred choice within these sectors.
Cross-Training & Team Resilience:
Build cross-training capacity across new business, renewals, and channel management to ensure operational resilience during peak times or holiday periods.
Enhance team agility by ensuring colleagues can step into each other’s roles when needed.
Customer Success Stories:
Collect and document customer success stories to highlight the impact of i2 solutions.
Where necessary, anonymize these stories to respect the confidential nature of sectors we serve, and use them in marketing and sales efforts to build credibility.
Job Qualifications:
The qualifications we are looking for are mixture of work experience and educational background.
They are split into Minimum Qualifications (must have) and Additional Qualifications (nice to have) along with soft skills (competencies) needed for the role:
Minimum Qualifications:
Experience:
8 to 10 years of proven experience in partner management, business development, or software sales.
Strong understanding of software licensing models, renewal processes, and subscription management.
Excellent communication and interpersonal skills with the ability to build relationships and influence stakeholders at all levels.
Experience in conducting product demonstrations and managing lead qualification processes.
Ability to analyse data from win/loss scenarios and apply insights to improve sales strategies.
Experience in responding to Framework Tenders and managing RFI libraries is a plus.
Cross-functional team management skills, with a focus on collaboration, training, and building internal resilience.
Experience in developing and leveraging customer success stories for sales and marketing purposes.
Skills & Attributes
Ability to work with highly complex, niche products.
Data & Analytical Thinking
Communication & Storytelling Skills
Customer-facing & Consultative Approach
Adaptability & Learning Agility
Stakeholder Collaboration
Why Join Us
Comprehensive Health Insurance Coverage for employees and dependents.
National and Festival Holidays, along with generous paid leave policies promoting work-life balance.
Lifestyle Rewards & Recognition Program – celebrating milestones, achievements, and contributions.
Learning and Development Opportunities through global training programs, mentorship, and leadership accelerators.
Be part of a global organization with a culture rooted in respect and continuous growth.
Work with a dynamic leadership team that values innovation and people development.
Opportunity to shape the HR function and directly impact organizational success.
Inclusive, transparent, and empowering environment with room for creativity and career advancement.
The above statements are intended to describe the general nature and level of work being performed
by people assigned to this job. It is not designed to be utilized as a comprehensive list of all duties,
responsibilities, and qualifications required of employees assigned to this job.
