About this role
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 partnersFocus on mid- to long-term partner growth and capabilityCreates scalable pipeline and partner-driven revenue enginesKey Responsibilities
1. Partner Ownership & Accountability
Act as the single point of ownership for assigned partnersBuild deep, trusted relationships with partner leadership and operating teamsDefine, agree, and govern joint business plans with clear growth objectivesHold partners accountable to performance across pipeline, capability, and revenue2. Partner GTM, Recruitment & Onboarding
Define and execute partner GTM strategies aligned to regional prioritiesIdentify whitespace and recruit net-new partners aligned to industry and coverage gapsLead onboarding of new partners, ensuring rapid integration into the ecosystemAlign partner positioning with target industries, accounts, and value propositions3. Capability Growth & Partner Development
Drive partner capability across Sales, Presales, Marketing, and DeliveryEnsure partners achieve required certifications and skills aligned to strategyAssess partner maturity and define structured development plansEnable partners to become increasingly self-sufficient in sourcing and delivering work4. Marketing Alignment & Joint GTM Planning
Align partners to joint go-to-market plans and campaign executionWork closely with marketing teams to build structured demand generation programsEnsure partners are actively engaged in campaigns that drive pipelineTranslate strategy into actionable programs with measurable outcomes5. Pipeline Creation & Demand Generation
Own the creation of partner-sourced pipeline within assigned ecosystemEnsure partners are proactively identifying and generating new opportunitiesTrack pipeline health, coverage, and quality across the partner portfolioDrive consistency in pipeline generation activities across partnersAt 10% maturity, handover opportunities to Channel Sales Manager to progress, grow and close6. Practice Development & Tier Progression
Support partners in building industry practices and solutions aligned to target marketsDrive progression through partner program tiers based on capability and performanceEnsure partners are investing appropriately in priority areasAlign partner capability with future growth opportunities7. Governance & Ecosystem Management
Establish governance across partners, including regular reviews, KPIs, and performance trackingEnsure adherence to partner program requirements, commercials, and engagement modelsManage cross-region and cross-industry alignment for strategic partners where requiredProvide structured insight into ecosystem performance to regional leadershipKey Outcomes / Success Measures
Growth in partner-sourced pipelineIncrease in partner capability and self-sufficiencyExpansion of ecosystem coverage (by industry, geography, and capability)Progression of partners through program tiers and maturity levelsStrength and sustainability of the overall partner ecosystemRole Boundaries (Critical Clarity)
The Channel Manager:
Builds and enables partnersCreates pipeline and ecosystem capabilityThe Channel Manager is not responsible for:
Owning deal execution or closing opportunitiesManaging in-quarter revenue delivery on individual dealsActing as the primary commercial owner within sales cycles👉 These responsibilities sit with Channel Sales Manager
Skills & Experience
Strong experience in channel, partner management, or ecosystem developmentProven ability to build and scale partner relationshipsExperience developing partner GTM strategies and business plansStrong understanding of sales, marketing, and delivery capability modelsAbility to operate strategically while driving structured execution 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.