Channel Sales Manager

Role Purpose

The Channel Sales Manager – UK, Ireland & Nordics is responsible for developing and executing Cambium Networks’ channel strategy across the region.

The role focuses on managing and growing the regional partner ecosystem and is accountable for driving sustainable, partner‑led revenue growth through VARs, System Integrators, Distributors, ISPs and MSPs.

This position plays a critical role in strengthening Cambium’s market presence by building long‑term partner relationships, leading partner activity without direct line management responsibility, and ensuring effective deal and pipeline management to deliver profitable sales and market share growth.

• Take both a strategic and tactical approach to managing assigned channel partners across the territory, with a clear focus on delivering year‑on‑year growth.
• Identify, recruit, onboard and develop new channel partners by vertical segment to ensure appropriate market coverage.
• Work closely with the Regional Sales Manager and wider regional team to drive partner‑specific business plans and execution.
• Lead partner engagement and activity plans, including sales and technical training, partner events, trade shows and channel marketing initiatives.
• Support lead generation activity and work with partners to progress opportunities through to successful closure.
• Encourage and grow participation in Cambium’s partner programmes.
• Use MDF appropriately to support joint partner activities and market development.
• Conduct regular forecast reviews and maintain visibility of partner‑driven pipeline and revenue opportunities.
• Coordinate regular business review calls and meetings to ensure key relationships remain on track and that growth opportunities, risks and trends are identified early.
• Build strong relationships across partner organisations, influencing stakeholders at multiple levels without direct reporting lines.
• Collaborate internally to ensure partner and customer needs are clearly understood and represented within Cambium.

• Proven experience in channel sales, partner account management or business development within the IT, networking, wireless or network security sector.
• Strong understanding of the networking channel and experience working with VARs, System Integrators, MSPs, ISPs and Distributors.
• Demonstrable success in developing partner‑led revenue growth and executing joint business plans.
• Experience working cross‑functionally with internal sales, marketing and technical teams.
• Ability to build credibility and influence stakeholders at all levels within partner organisations and within Cambium.
• Strong commercial, business and financial acumen, including an understanding of partner business drivers and profitability.
• Ability to analyse complex situations and turn them into practical, realistic and commercially sound actions.
• Highly organised, results‑oriented and execution‑focused approach.
• Able to work autonomously while staying aligned with regional leadership and business priorities.
• Willingness and ability to travel regularly across the territory, averaging three days per week in the field.

• Experience in wireless networking, Wi‑Fi, switching, security or cloud‑managed networking solutions.
• Experience working in a partner‑centric, international business environment.
• Experience engaging with public sector organisations, service providers or enterprise customers through channel partners.
• Previous experience leading partner ecosystems, programmes or initiatives without direct line management responsibility.
• Bachelor’s degree or an equivalent combination of education and relevant professional experience.

• Collaborative and inclusive in approach.
• Commercially minded and customer‑focused.
• Professional, credible and relationship‑driven.
• Comfortable operating in a fast‑paced, growth‑oriented environment.
• High level of integrity, accountability and professionalism.
• Adaptable and confident working with a broad range of stakeholders across different partner types and markets.

Cambium Networks is committed to building an inclusive workplace where…