Channel Development Manager

Travel: Regular travel across EMEA as required

We are seeking an ambitious and commercially minded Channel Development Manager to establish and grow a strategic partner network across the EMEA region.

This is a unique opportunity to take ownership of a newly created channel programme, working with leading GIS and infrastructure technology partners to create a scalable indirect sales engine that drives long-term growth. You will play a key role in recruiting, enabling, and activating strategic partners while providing valuable market intelligence that will influence future business investment and product strategy.

If you enjoy building relationships, creating commercial partnerships, and developing new markets, this role offers the opportunity to make a significant impact within a fast-growing technology business.

As Channel Development Manager, you will be responsible for identifying, recruiting, and developing strategic partners across EMEA. Working closely with sales, technical, marketing, and leadership teams, you will create joint go-to-market strategies, drive partner-led revenue growth, and establish a scalable channel framework.

You will also gather and analyse market intelligence from the utility and infrastructure sectors, helping shape future growth initiatives across the region.

• Identify and recruit high-potential strategic partners across EMEA.
• Build and manage a qualified pipeline of prospective channel partners.
• Lead partner onboarding, commercial negotiations, and activation plans.
• Develop structured partner qualification and performance frameworks.
• Expand and scale the partner ecosystem across multiple territories.

• Collaborate with technical teams to deliver partner training and enablement programmes.
• Conduct joint account planning and target account mapping sessions.
• Manage ongoing partner engagement through regular reviews and business planning.
• Establish and maintain effective deal registration and opportunity protection processes.
• Build trusted long-term relationships with senior partner stakeholders.
• Drive co-sell opportunities alongside partners across the region.
• Support customer meetings, presentations, and commercial discussions where required.
• Own channel pipeline forecasting and reporting.
• Identify high-value opportunities and coordinate internal resources to maximise success.
• Gather market insight across utility, telecoms, infrastructure, and GIS sectors.
• Analyse customer demand, market trends, and localisation requirements.
• Produce strategic market assessments and recommendations for leadership.
• Help shape future go-to-market strategies and expansion plans.

• Partner with marketing teams on co-marketing initiatives, events, and partner campaigns.
• Work closely with technical specialists to support partner enablement.
• Provide regular updates to senior leadership on pipeline performance and market intelligence.

• Proven success in channel development, partner management, alliance management, or indirect sales.
• Experience building and growing partner ecosystems within enterprise software, technology, GIS, infrastructure, utilities, or telecoms sectors.
• Strong commercial and negotiation skills.
• Experience managing channel pipelines and delivering measurable revenue growth.
• Ability to operate independently and build programmes from an early-stage foundation.
• Knowledge of GIS, geospatial technologies, network management, infrastructure software, or utility technologies.
• Experience working within the Esri ecosystem or alongside Esri distributors and partners.
• Exposure to telecoms, dark fibre, data centre, electric utility, or infrastructure markets.
• Experience working across multiple EMEA countries and cultures.

• Excellent relationship-building and stakeholder management skills.
• Strategic thinker with strong commercial awareness.
• Confident communicator able to engage both technical and business audiences.
• Self-motivated, resilient, and comfortable operating in a growth environment.
• Strong organisational and forecasting capabilities.
• Technically curious with an interest in emerging infrastructure and geospatial technologies.

• Bachelor's degree in Business, GIS, Engineering, Information Technology, or a related discipline, or equivalent professional experience.
• 7+ years of professional experience.
• Minimum 3-5 years of channel sales, partner management, alliance management, or indirect sales experience.

• Opportunity to build and shape a strategic EMEA channel programme from the ground up.
• Significant influence on regional growth strategy and market expansion.
• High level of visibility with senior leadership.
• International exposure across multiple EMEA markets.
• Long-term career progression opportunities as the channel organisation grows.

If you are passionate about developing strategic partnerships…