Channel Manager - France & Iberia

Cambium Networks delivers wireless communications that work for businesses, communities, and cities worldwide. Millions of our radios are deployed to connect people, places and things with a unified wireless fabric that spans multiple standards and frequencies of fixed wireless and Wi-Fi, all managed centrally via the cloud. Our multi-gigabit wireless fabric offers a compelling value proposition over traditional fiber and alternative wireless solutions. We work with our Cambium certified ConnectedPartners to deliver purpose-built networks for service provider, enterprise, industrial, and government connectivity solutions in urban, suburban, and rural environments, with wireless that just works. Check out our career opportunities at www.cambiumnetworks.com/careers Role purpose The Channel Manager France and Iberia is responsible for defining, developing and executing Cambium Networks’ channel strategy across France, Spain and Portugal. The role owns the performance of the regional partner ecosystem and is accountable for driving sustainable, partner-led revenue growth through VARs, system integrators, MSP and selected carrier or provider partners. This position plays a critical role in strengthening Cambium’s market presence by building long-term partner relationships, ensuring effective deal management, and aligning local execution with regional and corporate go-to-market strategies. While the role covers the entire France and Iberia region, a strong focus on the French market is expected, working closely with the local sales organization, while actively supporting and enabling the existing Spanish team and partner ecosystem. Key responsibilities Channel strategy and ecosystem development • Define and execute the channel strategy for France, Spain and Portugal in alignment with corporate and Southern Europe objectives. • Assess market coverage and identify gaps by geography, vertical market and route to market. • Recruit, onboard and activate new channel partners and/or distributors, ensuring alignment with Cambium’s partner program. • Build and maintain a scalable and balanced ecosystem including VARs, system integrators, distributors and service provider partners. Partner management and performance • Establish and maintain strong, executive-level relationships with key partners. • Drive structured partner engagement through regular business reviews and joint business planning. • Develop partner capabilities through enablement, training and joint solution positioning. • Monitor partner performance and define corrective action plans where required. Deal management and sales execution • Own and manage partner-led opportunities from qualification to deal closure. • Support partners on complex and strategic deals, including solution positioning, competitive differentiation and commercial strategy. • Work in close alignment with RSMs, RTMs, RSDs and pre-sales teams to maximize win rates and deal velocity. • Ensure accurate pipeline management, forecasting and deal registration within internal systems. Carrier and service provider engagement • Support and expand relationships with carrier and service provider partners across France and Iberia. • Identify opportunities for sell-through, wholesale and hybrid business models. • Coordinate carrier-related initiatives with regional and global stakeholders. Go-to-market and marketing alignment • Contribute to regional and local go-to-market initiatives together with marketing and channel operations. • Support MDF planning and execution, ensuring alignment with business priorities and measurable outcomes. • Represent Cambium Networks at partner events, industry forums and customer engagements. Internal collaboration and governance • Work closely with the French and Spanish sales and presales teams to ensure alignment and effective territory coverage. • Act as the primary interface between partners and internal teams including marketing, operations, finance and support. • Provide structured feedback on market trends, competitive dynamics and partner needs. • Ensure full compliance with Cambium policies, partner program requirements and ethical standards. Required experience and qualifications • Minimum 10 years of experience in channel management, partner sales or indirect sales roles within the ICT, networking or telecommunications industry. • Proven track record of building, managing and scaling partner ecosystems across multiple countries. • Strong experience in deal management and complex, partner-driven sales cycles. • Solid understanding of enterprise networking, Wi-Fi, wireless access, security, FWA (PTP, PMP) and service provider business models. • Experience working with carriers and large system integrators is highly valued. • Demonstrated ability to operate effectively in a matrixed, international organization. Language requirements • Native or near-native French. • Fluent Spanish. • Fluent English, written and spoken. • Portuguese is considered a plus. Personal competencies • Strong relationship and stakeholder management skills at all organizational levels. • Highly structured, results-oriented and execution-focused mindset. • Ability to work autonomously while remaining aligned with regional leadership. • Comfortable operating in a fast-growing, partner-centric and international environment. • High level of integrity, professionalism and accountability.