Channel Manager – France, Iberia
Cambium Networks
full-time
Posted on:
Location Type: Remote
Location: France
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Tech Stack
About the role
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.
Requirements
- 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.
- Native or near-native French.
- Fluent Spanish.
- Fluent English, written and spoken.
- Portuguese is considered a plus.
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
channel managementpartner salesindirect salesdeal managemententerprise networkingWi-Fiwireless accesssecurityFWAservice provider business models
Soft Skills
relationship buildingpartner engagementcommunicationcollaborationstrategic planningfeedback provisionproblem-solvingmatrix organization navigationtraining and enablementperformance monitoring