FS will become the dominant Industrial AI platform, with exponential growth predicted. The Partner Ecosystem at IFS will be the Force Multiplier. Effective partner management is a critical pillar behind IFS growth strategy. With a strong Partner Ecosystem, we will extend our market reach, improve sales, and enhance customer satisfaction. The Partner Ecosystem will recognize IFS as the Industrial AI platform.
The Channel Manager will be responsible for building a world-class “Regional Partner” Ecosystem (Regional SI, VARs, Resellers, Specialists) and driving exponential growth with the Regional Partners. The Channel Manager will focus on recruiting, developing, and driving Partner-Sourced opportunities through Regional Partners. The Channel Manager will also make IFS the de facto solution and ensure our joint customers' highest quality of service and success.
The Channel Manager will ensure IFS extends its market presence far beyond our internal capabilities, enabling our sellers to penetrate net new customers and bring industry experts into the IFS portfolio through the Regional Partners.
Regional Partners will contribute to IFS Sales by driving net new opportunities through their GTM reach and expertise. In addition, they will offer complementary services or products that enhance the value proposition for end customers and ultimately deliver Customer Success on the Industry.ai Platform.
As a Channel Manager at IFS, you will:
Recruit, build and execute a Strategic Regional Partner Plan, ensuring we have an Ecosystem which incorporates all our GTM Industries and portfolio – recruiting the best Regional Partners for IFS as the leading Industry.ai platform
Build and Execute individual Strategic Partner Plans with key Regional Partners, interlocking at the highest level with Regional Partners and IFS Sales Leadership and holding Regional Partners accountable to deliver against mutually agreed plans to grow market share, whilst coaching and guiding
Become a Master in Developing Regional Partners, capitalising on their GTM strengths & driving great outcomes with the IFS Portfolio. You will train, coach and enable the regional partners with the broader IFS resources
Ensure Regional Partners Create Net New Partner-Sourced opportunities, which are supported by IFS AEs, Digital Sellers, or the Channel Managers themselves. Channel Managers continuously evaluate the status quo, ensuring they help accelerate business outcomes at a strategic and local level, being the escalation point for key initiatives and opportunities
Drive governance with all the Regional Partners. Ensuring the Regional Partners comply with the Partner Program, capitalize on the program's benefits and up-level through the tiers. Channel Managers are accountable for the Regional Partners achieving the program commercials, capabilities and skills and the advocacy of IFS.
Expected to act in a coaching role and provide support and guidance to less experienced team members and Regional Partners
Maintain a high degree of Knowledge of IFS Offerings including roadmaps and occasional liaison with Product Management, ensuring Regional Partners promote, campaign and deliver IFS business outcomes to the highest level
Build WorldClass Marketing, Business Development and Revenue generating executable initiatives and plans with the partners, based on their reach, expertise and ICP
Interlock with the IFS Regional Sales Leadership and field teams on educating, supporting and governing the interactions with Regional partners, creating the force multiplier effect
Serve as a highly visible Internal Evangelist for Regional Partners to the field sales and delivery organizations.
Track and optimize the performance of new and existing partnerships. Maintain accurate tracking mechanisms and analysis, action plans for management insight, through regular QBRs, Performance and Business Reviews to ensure proper work techniques, alignment on outcomes and compliance
You Are
An expert with strategic and structured thinking who enjoys building regional partners. Executing strategic plans which deliver a multiplier impact through revenue streams, customer reach and best of breed offerings through regional partners
Resourceful, creative and a leader to effectively and efficiently take partners on a journey to become the very best partner of IFS and to customers
Collaborative and eager to develop partner relationships and execute cross-functional teamwork in person or virtually
Thoughtful about strategy and metrics, paired with the ability to hustle and execute
Knowledgeable about the enterprise SaaS sales motion and how to make partners successful in replicating best practices
Able to design and present business plans, track and improve partner progress, and communicate effectively both internally and externally
Comfortable working with globally distributed teams
An expert in the IFS Value Proposition to the partners. Understand their various business models and how they can make money from working with IFS
In Simple Terms:
YOUR INPUT: A Strategic thinker, business mobiliser, coach and conduit to accelerating business outcomes through Regional Partners
YOUR OUTPUT: You bring out the best in Regional partners, drive incremental sales to IFS AEs and customer success
YOUR TARGET: Booked Sourced Opportunities
