Partner and Demand Manager

Key Responsibilities

Channel Development & Partner Engagement

·      Develop and execute a strategic channel growth plan across the UK and Ireland.

·      Recruit, onboard, and activate new reseller and integration partners.

·      Build strong relationships with key channel partners, consultants, and system integrators.

·      Increase partner mindshare through regular engagement, business reviews, sales enablement, and training programs.

·      Deliver partner workshops, webinars, Lunch & Learns, and solution briefings to improve partner knowledge and advocacy.

·      Support partners in identifying, qualifying, and progressing opportunities within their customer base.

·      Drive partner participation in marketing campaigns, events, and lead-generation activities.

·      Conduct joint account planning and territory development initiatives with strategic partners.

End User Demand Generation & Specification Development

·      Develop relationships with end-user organizations, consultants, architects, and workplace influencers to generate awareness and demand for our solutions.

·      Identify workplace technology projects and opportunities before formal procurement processes begin.

·      Position our solutions early in the design and specification phase to create pull-through demand for channel partners.

·      Engage directly with key stakeholders to understand business challenges and align solutions to customer requirements.

·      Generate qualified opportunities and introduce them to the appropriate channel partner for commercial engagement and fulfilment.

·      Support channel partners throughout the sales cycle to maximize conversion and win rates.

·      Maintain visibility of key projects and opportunities while ensuring adherence to the channel-first sales model.

Pipeline Development & Sales Execution

·      Build and maintain a healthy pipeline of qualified opportunities across the territory.

·      Track and manage all partner activities, customer engagements, and opportunities within Salesforce/HubSpot.

·      Deliver accurate monthly forecasts and territory updates.

·      Collaborate closely with Marketing, Product Management, Sales Engineering, and EMEA Sales Leadership to maximize market impact.

·      Provide market feedback, competitive intelligence, and customer insights to support business strategy and product development.

Operating Cadence

·      Weekly pipeline and territory review with the Director of Sales EMEA.

·      Monthly business reviews with strategic channel partners.

·      Quarterly territory and account planning sessions.

·      Ongoing CRM management to ensure accurate forecasting and opportunity visibility.

·      Regular collaboration with Marketing and Channel teams on campaigns, events, and partner initiatives.

What We’re Looking For

Experience

·      5+ years of experience in channel sales, business development, or partner management within the AV, UC&C, Collaboration Technology, SaaS, or IT industries.

·      Proven success developing and managing indirect sales channels.

·      Experience working with, VARs, system integrators, and consulting partners.

·      Strong understanding of demand generation and specification-led sales processes.

·      Track record of driving revenue growth through partner ecosystems.

Skills & Competencies

·      Excellent relationship-building and stakeholder management skills.

·      Strong presentation and communication abilities.

·      Ability to influence decision-makers and create demand without direct transactional selling.

·      Commercially astute with strong pipeline and forecasting discipline.

·      Highly organized, self-motivated, and results-oriented.

·      Comfortable working independently in a remote environment.

Personal Attributes

·      Entrepreneurial mindset with a proactive approach to business development.

·      Strong collaborator who thrives in a partner-led sales environment.

·      Passionate about building relationships and creating market opportunities.

·      Willingness to travel throughout the UK and Ireland as required.