Channel Business Development Manager

Weybridge, England, United Kingdom


In this position, you’ll work on a highly motivated, committed, cohesive, global cross-function team. K2 employees work in a dynamic and collaborative environment where their energy, passion and innovation are not only valued, but expected.   K2 culture provides a technology-focused, flexible, creative and fun atmosphere and this team is no different. K2 is looking for a sales-oriented, experienced and energetic Regional Channel Business Development Manager to join as a key member of the Global Channel Business Development division and working closely with regional Sales and Marketing teams.

This role will carry a huge responsibility to re-establish the channel and the sales it generates as a key building block for Global Channel regeneration. Reporting to the Global Channel Business Development Director, responsibilities will include:

Planning and Systems

  • Mapping and maintain current channel coverage in your assigned region according to
  • Industry or vertical focus
  • Proposition and technical landscape capability.
  • Regional presence
  • Responsible for the regional strategy and implementation of channel recruitment.
  • Initiate, agree and maintain common objectives of regionally selected channel based on Channel Business Plans.
  • Advice and support lead generation initiatives with selected channel
  • Receive and register new Sales Opportunities from channel
  • Establish and expand a model for multi-tier relationship management
  • Win/Loss analysis of all registered sales opportunities  originated from channel
  • Targeted content distribution
  • Regional coordination of Business Development for Global channel partners
  • Coordinate regional Solution Partner campaigns
  • Increase Channel Engagement score for selected channel partners.

Supporting functions

  • Coordinate the delivery of sales and presales enablement training to K2 channel teams, various partners and distributor. (Channel enablement teams will do actual enablement)
  • Supporting the implementation of the Channel communication strategy
  • Improving engagement model and monitor reporting on individual channel engagement scores.
  • Support Channel Operations and internal K2 resources in the lifecycle management process.
  • Contribute and distribute content that enable Channel Business Development
  • Coordination between Channel and K2 Marketing
  • Maintenance of data quality
  • Other duties as assigned

Basic Qualifications

  • Experience with channel business development including System Integrators, ISV’s and Resellers
  • Experience developing channel partner business plans including sales, demand generation, revenue objectives and enablement
  • Experience in selling Automation Solutions including Robotic Process Automation, Workflow Solutions and Business Process Management
  • Experience in selling Cloud based Software Solutions
  • Demonstrated track record of success in Partner Lead joint Sales and Partner field executive relationship building

Preferred Qualifications

  • Ability to identify and create unique solutions to sell with channel partners  
  • 5 to 10 years software product industry experience (minimum 5 years in senior roles)
  • 4-year college degree required
  • Working experience with larger partner field organizations like Microsoft and Google is a plus
  • Comfortable working in an entrepreneurial, high growth and pressurized environment
  • Ability to grasp new technology concepts quickly and think creatively
  • Ability to relate to both business and technology function areas with channel partners and customers
  • Ability to present to partners, internally and at marketing events
  • Relationship-orientated ability to build credibility with partner and internal executives
  • Superior oral/written communication and listening skills
  • Strong teamwork skills are also required to successfully work in matrixed environment