Channel Manager

About ControlUp

ControlUp is a high-growth SaaS company leading the way in Digital Experience Management (DEX). As hybrid and remote work environments continue to evolve, organizations must ensure their employees have seamless digital experiences. ControlUp empowers IT teams with real-time monitoring, troubleshooting, and automation to enhance workforce productivity and satisfaction. Our solutions are trusted by leading enterprises across healthcare, financial services, telecommunications, and more.

Position Overview:

ControlUp is seeking a dynamic and experienced Channel Manager to develop, maintain and expand our partner ecosystem within the German market. Partners include distributors, resellers and MSPs. The Channel Manager will help design and implement strategies to sell our products or services through these channels, achieving sales goals, and ensuring partners are properly trained and supported to effectively represent the company's offerings; this includes recruiting new partners, managing contracts, tracking performance, and collaborating with internal teams to align channel strategies with our overall business objectives.

Responsibilities:

1. Partner development and recruitment: Identify and recruit new channel partners that align with the company's target market, and provide ongoing training and support and management of existing partners to enhance their sales capabilities.
2. Channel Sales enablement: Provide partners with necessary tools, product knowledge, and sales materials to effectively sell the ControlUps products or services. Ensure compliance with German data protection regulations in all sales enablement activities and materials.
3. Channel strategy development: Create and execute partner business strategies and plans, including marketing plans, sales targets, and incentive programs to maximize revenue generation.
4. Relationship management: Build and maintain strong relationships with key decision-makers at partner companies, addressing concerns and ensuring satisfaction.
5. Performance monitoring and analysis: Track channel sales performance against targets, identify areas for improvement, and implement corrective actions. This will be done by completing partner business plans with the partners and having partner quarterly reviews.
6. Contract Management: Manage partner agreements and contracts, ensuring mutually beneficial terms, compliance with German contract law, and adherence to ControlUp's legal and ethical standards; maintain accurate and up-to-date records of all partner agreements and related documentation.
7. Market analysis: Stay updated on market trends and competitor activity to identify new opportunities and adapt channel strategies accordingly.
8. Internal collaboration: Work closely with channel leadership, sales, marketing, and product teams to align channel strategies with overall business goals.

Requirements:

• Strong communication and interpersonal skills, with the ability to effectively communicate with diverse audiences, including German-speaking partners.
• Proven sales acumen and experience in channel sales, demonstrating a track record of achieving or exceeding sales targets.
• Excellent strategic planning and execution abilities, with experience in developing and implementing successful channel programs.
• Exceptional relationship-building and management skills, with the ability to establish and maintain long-term, mutually beneficial partnerships.
• Strong analytical skills to evaluate channel performance, identify trends, and make data-driven decisions.
• Market knowledge and understanding of the Digital Employee Experience (DEX) category, with specific knowledge of the German IT market preferred.
• A minimum of 5 years of channel, sales, and or enablement experience preferred.
• Familiarity with German business culture and practices.

Additional Considerations:

• This role may require travel within Germany; occasional international travel may also be necessary for company meetings or industry events.
• The position will be based in Germany, and the successful candidate must have the legal right to work in Germany.