Business Development Manager (Channel)

Company Overview

We are a leading telecoms provider delivering innovative unified communications, connectivity, and infrastructure solutions across the UK. Our flagship UCaaS product is a cloud-native platform designed to deliver flexible, scalable, and reliable communications services for businesses of all sizes.

We work closely with channel partners — including resellers, MSPs, and systems integrators — to help them deliver world-class communications solutions to their customers.

Role Summary

As Channel Partner Manager, you will be responsible for developing and managing a network of channel partners who sell, deploy, and support our UCaaS product. You will own the partner lifecycle — from identification and onboarding through to enablement, growth, and performance management.

This role blends commercial strategy, relationship management, and operational delivery — ensuring that every partner has the tools, knowledge, and motivation to succeed.

Key Responsibilities

Partner Recruitment & Onboarding

• Identify and recruit new channel partners (resellers, MSPs, telecom integrators) with strong potential in the UCaaS and unified communications market.
• Present the UCaaS product’s commercial and technical value proposition to potential partners.
• Manage onboarding, training, and enablement to ensure partners are fully equipped to market and sell the product.

Partner Enablement & Support

• Design and deliver partner training covering sales, marketing, and product knowledge.
• Develop and maintain partner playbooks, sales tools, pricing models, and marketing collateral.
• Collaborate with technical and operations teams to ensure partners have access to technical support, demos, and ongoing assistance.

Partner Performance & Growth

• Define and monitor KPIs and sales targets for each partner.
• Conduct regular business reviews to assess pipeline health, conversion rates, and partner satisfaction.
• Develop incentive and reward programs to drive partner engagement and revenue growth.

Channel Marketing & Co-Sell Initiatives

• Collaborate with marketing to plan and execute partner campaigns, joint events, and co-branded activities.
• Support partners in developing their go-to-market plans and customer acquisition strategies.
• Facilitate joint sales efforts and co-sell opportunities with strategic partners.

Account Management & Relationship Building

• Act as the main point of contact and advocate for assigned partners.
• Manage escalations, coordinate internal support, and ensure smooth service delivery for end customers.
• Build long-term, trusted relationships with key decision-makers across the partner network.

Market Insight & Strategy

• Track competitor activity, partner market trends, and emerging opportunities in the UCaaS space.
• Feed partner and customer insights into product development and commercial strategy.
• Identify sector-specific opportunities (e.g. education, retail, hospitality, or healthcare) to expand partner reach.

Required Skills & Experience

• 5+ years of experience in channel sales, partner management, or indirect sales within the telecoms, UCaaS, or SaaS industries.
• Proven success in recruiting, enabling, and scaling partner networks.
• Strong understanding of UCaaS, VoIP, SIP, and related communications technologies.
• Excellent commercial acumen with strong sales, negotiation, and presentation skills.
• Ability to collaborate effectively across sales, marketing, product, and operations teams.
• Self-starter attitude — able to manage multiple priorities and deliver results in a fast-moving environment.
• Willingness to travel across the UK.

Desirable

• Experience working with cloud-based communications platforms (e.g. Netsapiens, BroadSoft, Teams, or similar).
• Knowledge of vertical markets such as education, retail, or hospitality.
• Experience managing MDF budgets or channel marketing campaigns.
• Understanding of telecoms regulatory compliance and customer data protection.

KPIs

• Number of partners recruited and activated
• Partner pipeline and revenue growth
• Partner retention and satisfaction
• ROI on partner marketing and incentive programs

What’s on Offer

• Competitive base salary + performance-based incentives
• Opportunity to work with cutting-edge UCaaS technology
• Supportive, collaborative culture within a fast-growing telecoms provider
• Ongoing training, development, and career progression opportunities
• Flexible hybrid working and UK travel