ILLUIN Technology

Channel Manager

ILLUIN Technology

full-time

Posted on:

Location Type: Hybrid

Location: Paris • France

Visit company website

Explore more

✨ AI Apply
Apply

Tech Stack

AWSAzureCloudGoogle Cloud Platform

About the role

  • Partner Recruitment and Onboarding (30%)
  • Identification & Sourcing: map the ecosystem of consulting firms and system integrators specialized in Data, AI, and Cloud that are relevant to promote Illuin's solutions and products.
  • Active Recruitment: approach, negotiate with, and contract new partners focused on "Solutions & Products".
  • Enablement: lead the partner onboarding program (sales training, technical certification) to ensure partners quickly become autonomous on our offerings.
  • Sales Enablement & Pipeline Management (50%)
  • Account Planning: define joint business plans with key (Top Tier) partners.
  • Pipeline Review: run monthly portfolio reviews to qualify opportunities, remove obstacles, and secure closings.
  • Co-Selling: support partners in client meetings for strategic or complex deals.
  • Channel Marketing: collaborate with marketing to deploy lead-generation campaigns dedicated to the indirect channel.
  • Ecosystem Synergies with Cloud Providers (20%)
  • Triangulation: connect SI partners with the sales teams of hyperscalers to maximize joint selling opportunities.
  • Marketplace: promote the use of Cloud Marketplaces as a transactional lever for partners.

Requirements

  • Education: Master's degree (Bac+5), Business School or Engineering School.
  • Experience: minimum 5 years in B2B technology sales, including at least 3 successful years in a Channel Manager or Partner Sales Manager role.
  • Industry: mandatory experience within a Software Vendor (SaaS) or a Cloud Provider. A product-oriented mindset is essential.
  • English: fluent — ability to operate in an international environment and communicate with global partners.
  • Mastery of the indirect sales cycle: thorough understanding of margin mechanisms, rebates, and the value chain (Vendor > Partner > Client).
  • Ecosystem knowledge: existing network within system integrators and familiarity with how hyperscalers (AWS, Azure, GCP) operate.
  • Performance management: proficient with CRMs (Salesforce/HubSpot) and capable of analytical reporting.
Benefits
  • Compensation: base salary + variable bonus based on objectives
  • Perks: Mac, remote work (telecommuting), meal vouchers
  • Location: on-site at the Company's premises, 20 Place de la Défense, 92800 Puteaux
  • Travel: occasional travel within France and Europe
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
B2B technology salesChannel ManagementPartner Sales ManagementSales TrainingTechnical CertificationAccount PlanningPipeline ManagementCo-SellingLead GenerationIndirect Sales Cycle
Soft Skills
NegotiationCommunicationLeadershipCollaborationAnalytical SkillsProblem SolvingAutonomyStrategic ThinkingPerformance ManagementRelationship Building
Certifications
Master's DegreeTechnical Certification