National Sales Manager – Government/Utilities
Lincoln Electric
Channel Account Manager
Instabase
full-time
Posted on:
Location Type: Office
Location: London • 🇬🇧 United Kingdom
Visit company websiteJob Level
Mid-LevelSenior
About the role
- Identify, recruit, and onboard new strategic channel partners (resellers, system integrators, technology partners) across key EMEA markets.
- Build and nurture strong, long-term relationships with channel partners; act as primary point of contact and trusted advisor.
- Develop and execute comprehensive enablement plans, providing partners with training, tools, resources, and support.
- Collaborate with Instabase's direct sales teams to identify joint opportunities and facilitate co-selling.
- Develop and manage joint business plans with key partners, setting objectives, strategies, and success metrics.
- Track, analyze, and report on partner performance, pipeline health, and revenue contributions; provide regular updates to leadership.
- Monitor market trends, competitive landscapes, and partner ecosystem developments within EMEA.
- Represent Instabase at industry events, partner conferences, and customer meetings across the region.
- Contribute to continuous improvement of the channel program, processes, and partner-facing materials to ensure scalability and effectiveness.
- Report directly to the Director, Channel Sales and help shape EMEA channel strategy from the ground up.
Requirements
- 5+ years of progressive channel sales, channel account management, or business development experience within enterprise software (SaaS, AI, automation, or data platforms preferred).
- Proven experience building and managing channel partnerships across various EMEA countries, with a strong understanding of regional market dynamics.
- Demonstrated success in recruiting, enabling, and managing channel partners to consistently exceed revenue targets.
- Exceptional communication, presentation, and negotiation skills, with the ability to articulate complex technical and business value propositions clearly and persuasively.
- Ability to understand and articulate the value of AI, machine learning, and automation technologies to both business and technical audiences.
- A natural ability to build rapport, establish trust, and foster long-term, mutually beneficial relationships with partners.
- Experience with CRM (e.g., Salesforce) and partner relationship management (PRM) systems.
- Bachelor's degree or equivalent practical experience.
- Willingness to travel frequently across EMEA as required to meet with partners and attend events.
ATS Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
channel saleschannel account managementbusiness developmentrecruiting channel partnersenabling channel partnersmanaging channel partnershipsarticulating business value propositionsarticulating technical value propositionsunderstanding AI technologiesunderstanding machine learning
Soft skills
communication skillspresentation skillsnegotiation skillsrelationship buildingtrust establishmentrapport buildingstrategic thinkinganalytical skillscollaborationcontinuous improvement
Certifications
Bachelor's degree
