Channel Sales Manager

#LI-TK

Most sellers start every quarter staring at a cold list. You'll start with an ecosystem: IFS, its global partner network, and a family of industrial software companies already trusted inside the manufacturers Poka is built for.

Role overview

As Partner Sales Manager, Europe, you'll build Poka's partner-sourced business across the region. Your job is to turn the IFS ecosystem into a real pipeline: working alongside IFS account teams, IFS partners and sister companies such as IFS Ultimo and Softeon to find the manufacturing and industrial customers where Poka belongs, then turning those relationships into warm introductions, joint account plans and closed deals.

You'll also open doors we can't open today. Where Poka doesn't yet have delivery coverage in a European market, you'll find, recruit and enable the in-country partners who can sell and implement with us.

You'll be one of the first members of a newly formed channel team reporting to senior leadership, so you won't just run the partner motion, you'll help shape it: how we engage partners, how we co-sell, and how we measure what the channel delivers.

What you'll be doing

• Build and own a partner-sourced pipeline across Europe, working with IFS sellers, IFS partners and sister companies to uncover cross-sell opportunities in shared manufacturing and industrial customers
• Map installed bases across the IFS family, prioritise the accounts where Poka adds the most value, and turn those relationships into warm introductions and joint account plans
• Run joint selling with partner and IFS teams - co-planning, co-prospecting and staying close to every deal through to close alongside Poka's Account Executives and Solutions Consultants
• Identify, recruit and onboard in-country partners in European markets where Poka doesn't yet have service coverage, and give them what they need to sell and deliver successfully
• Enable partner sellers with the training, messaging, and playbooks that keep Poka front of mind when they're in front of their customers
• Build joint business plans with your key partners and run regular reviews that hold both sides accountable for results
• Keep partner-sourced and partner-influenced pipeline accurate in Salesforce, and forecast with confidence
• Put AI to work in your day-to-day - account and partner research, overlap mapping, drafting outreach and enablement content, CRM copilots - so you spend more time building relationships and less time on admin
• Bring partner and market insight back to leadership, marketing and product, and help define the programme behind the channel: rules of engagement, incentives and attribution
• Represent Poka at IFS, partner and industry events across Europe

What you bring

• 5+ years in B2B SaaS sales, including at least 3 in a partner, channel or alliances role, with a track record of hitting targets on partner-sourced revenue
• Experience selling within a large software ecosystem - ideally ERP, EAM, MES, supply chain or industrial software, and a clear understanding of how systems integrators, resellers and ISVs win and make money
• The ability to influence without authority: getting another company's sellers to prioritise your solution, and keeping them engaged
• Experience recruiting and onboarding new partners, ideally in markets where you were building from zero
• An understanding of manufacturing and industrial environments, or the curiosity to get credible with operations leaders fast
• Commercial rigour: joint business planning, pipeline management, forecasting and clear attribution
• A coachable, growth-minded approach - you seek out feedback, act on it and keep raising your own bar
• A hands-on, curious approach to AI and modern sales tooling - you already use it to work smarter and are keen to keep learning
• Excellent written and spoken English; another European language such as German, French, Dutch or Spanish is a strong asset
• Based from one of our European hubs (UK, Ireland or Germany), with the ability and willingness to travel regularly across the region

We know great partner sellers come from varied paths. If you don't tick every box but you've built revenue through other people's relationships and enjoy making ecosystems work, we'd love to hear from you.

Why Poka

Few growth-stage companies get to sell with an ecosystem like IFS behind them. Manufacturers are under pressure to capture the knowledge of a retiring workforce, onboard new people faster, and get AI onto the floor in a way operators actually use - and Poka is one of very few platforms that does all three, already trusted at 3,000+ sites. You'll join a brand-new channel team at the moment it's being built, with the backing to make partner-led growth a core part of how Poka scales in Europe.