Channel Sales Manager

Do you want the opportunity to join an exciting team of people who are obsessed with providing exceptional customer contact?

Partners are a critical part of IPI's growth strategy, enabling us to extend reach, scale efficiently and win complex opportunities through trusted partner relationships with IPI's CCaaS, CX, AI and Compliance solutions and services.

The Channel Manager role is a quota-carrying individual contributor responsible for building, enabling and driving revenue through a high-performing partner ecosystem.

This role has a strong emphasis on new partner recruitment, alongside effective onboarding, enablement, pipeline creation and deal progression. You will own the full partner lifecycle - from identifying and signing new partners, to activating them and driving joint opportunities through to close.

This is a hands-on, commercially focused role suited to a self-starting channel professional who enjoys building something, working with partners day-to-day and directly influencing revenue outcomes.

Key Responsibilities

Partner Recruitment & Network Growth

• Identify, target and recruit new channel partners aligned to IPI's ideal partner profile (e.g. MSPs, resellers, systems integrators, CX specialists).
• Build a sustainable pipeline of prospective partners through outbound activity, networking, events and vendor relationships.
• Lead partner due diligence, commercial discussions and onboarding approval processes.
• Ensure recruited partners align to IPI's strategic markets, solutions and growth objectives.
• Develop existing partners with high performance potential.

Partner Onboarding & Enablement

• Own the onboarding journey for new partners, ensuring rapid time-to-value.
• Deliver partner enablement across proposition, positioning, pricing and sales process.
• Coordinate technical, commercial and operational onboarding with internal teams.
• Ensure partners are clear on engagement models, deal registration and support mechanisms.

Partner Performance & Relationship Management

• Serve as the primary point of contact for a portfolio of active partners.
• Conduct regular pipeline, performance and business reviews with partners.
• Identify underperforming partners and take corrective action to improve engagement or rationalise the partner base.
• Build trusted advisor relationships with partner owners, sales leaders and technical teams.
• Regularly communicate product launches, updates and promotions.

Pipeline Development & Deal Management

• Work with partners to identify, qualify and progress new business opportunities.
• Execute joint partner marketing campaigns to drive pipeline.
• Drive joint account planning and opportunity mapping with priority partners.
• Support partners through complex deal cycles, including solution design, commercials and competitive positioning.
• Maintain accurate partner pipeline, forecasting and deal progression within CRM.
• Actively influence deal velocity, win rates and deal quality.
• Meet or exceed sales quotas.

Skills & Experience

Essential

• Proven experience in a channel, partner or alliances role selling SaaS and/or Managed Services.
• Demonstrable success in recruiting and activating new channel partners.
• Strong understanding of partner-led sales motions and co-selling models.
• Experience managing pipeline and supporting deals through partners.
• Commercial acumen with the ability to balance partner advocacy and company interests.
• Strong CRM discipline and forecasting capability.
• Excellent communication, negotiation and stakeholder management skills.

Desirable

• Background in CCaaS, CX, AI and Compliance solutions and services.
• Experience working in both direct and indirect sales environments.

Personal Attributes

• Self-motivated, resilient and comfortable working autonomously in a fast paced environment.
• Builder mindset with a passion for recruiting and enabling partners.
• Commercially driven with a clear focus on revenue outcomes.
• Pragmatic and hands-on, willing to roll up sleeves to get deals done.
• Strong prioritisation skills across partner recruitment, enablement and active deals.

Success Measures

• Number and quality of new partners recruited and activated.
• Partner-sourced and partner-influenced pipeline value.
• Revenue delivered through the partner channel.
• Partner engagement and activation rates.
• Forecast accuracy and CRM hygiene.

What is it like to work for IPI?

IP Integration is dedicated to creating intelligent contact centre and IT solutions and supporting services which are unrivalled in the industry. Our breadth of knowledge and experience spans products and services from the world's leading information and communication technology vendors; enabling us to deliver award winning, value-add solutions.

We are an agile, highly accredited organisation with over 20 years heritage in delivering contact centre solutions to businesses across the UK. We invest heavily in customer experience, our people, and our culture – putting people at the heart of everything we do.