Channels and Partnerships Sales Manager, Global Sales Region

We are a well-established team, developing world-leading military simulations for major NATO powers and their allies. We constantly seek ways to advance the industry using the latest technologies and trends (such as whole-world simulations, motion tracking, VR, and AR).

We are looking for a programmer for our Game AI team based in Prague.

Job Description:

The Channels and Partnerships Sales Manager (C&PSMgr) is responsible for growing OneArc sales through sales channels (Advisers) and partnerships (systems integrators who champion OneArc solutions that can be used worldwide) in the Global Sales Region that spans all territories outside the USA and Canada. Although the geographical and use case scope for channels and partnerships is broad, specific channels and partnerships will be allocated to other sales staff to optimize workload and for the C&PSMgr to focus on new, high growth opportunities for OneArc.

The C&PSMgr will be instrumental, not only in driving growth from direct channels but also in establishing robust, profitable partner ecosystems. This includes developing key strategies to expand partner tooling, enablement plans, and programmes. 

Responsibilities:

• Drive growth from direct channels by devising and executing long-term strategic initiatives for partner programmes, focusing on both system integrators and value added resellers.
• Deep understanding and ability to optimise partner economics and incentives for both the acquisition and retention of high-value partners.
• Create and implement innovative partner lead generation campaigns to support partner sales and drive revenue.
• Constantly analyse market trends, competitive landscapes, and partner feedback to adjust strategies as required.
• Measure and report on key success metrics relating to partner programme effectiveness and return on investment.

Education, Experience, and Skills Required:

• Five or more years' proven experience in partner sales strategy, particularly in software sales, ideally in Simulation and Training.
• Deep understanding of partner economics, marketplace strategy, monetization, and direct sales channels. Extensive knowledge of system integrators, value added resellers, and partner incentive programmes. Experience with government (Intel/MoD) budgets, investments, and acquisition processes.
• Experience working directly in the simulation/training and/or mission planning and rehearsal industries is preferred.
• Solid understanding of sales pipeline management, deal registration and lead routing processes.
• A proven ability to work successfully across cultures.
• Excellent leadership skills with experience managing cross-functional bid teams, with strong communication and interpersonal abilities.
• Strong analytical skills, with the ability to draw insights from data to inform strategic decisions. Uses AI to enhance analysis and increase productivity.

• A relevant bachelor’s degree or record of simulation/software industry experience.
• Ability to use tools such as Google Workspace and Microsoft Office to present ideas, information, and reports and Customer Relationship Management (CRM) to track opportunities and manage pipelines.

Personal Requirements:

• Tenacious and creative sales approach.
• Curious and inquisitive.
• Driven and motivated by results. 
• Ability for extensive and frequent travel, including to Asia.
• Passionate about performance selling and a “Hunter” sales approach.
• Strong presenter, negotiator, and influencer. 
• A self-starter who can spot new opportunities. 
• Able to work as part of, and lead, cross-functional teams.
• Strong attention to detail.
• Ability to work productively remotely.

Benefits

• 25 days of PTO 
• Pension (Salary Sacrifice Scheme Optional) 5% company contribution, 5% employee
• Private Medical Healthcare plan through Vitality
  
• A lump sum of 3x annual salary ‘Life Assurance (Death in Service)’.
• Free Gym Access scheme
• Share Incentive Plan (SIP) - through BAE Systems