Sales Channel & Affiliates Manager; Remote

Position: Sales Channel & Affiliates Manager (Remote)
The Sales Channel & Affiliates Manager will lead new partner acquisition for Wolters Kluwer’s entrepreneur partner strategy. This role is accountable for identifying and recruiting platforms that reach entrepreneurs at critical moments such as starting, funding, operating, and scaling a business, then shaping partnership models that connect those customer journeys to Wolters Kluwer solutions.  This is not an account-management or inherited-territory role.

The successful candidate will have demonstrated experience building a partner program or new ecosystem motion from zero to one: defining the target market, creating the value proposition, prospecting into complex organizations, developing executive relationships, negotiating commercial structures, and driving opportunities through launch and first revenue.   Primary Objectives:
Build a qualified pipeline of net-new SMB platform partnerships aligned to the entrepreneur growth strategy.  Establish Wolters Kluwer as a strategic partner to platforms serving entrepreneurs and small businesses.  Create repeatable outbound, qualification, commercial, and launch motions that accelerate the path from first conversation to first revenue.  Advance partnerships beyond one-off referral arrangements where customer demand and economics support marketplace, co-sell, embedded/API, or white-label models. 

Generate measurable partner-sourced pipeline, customer acquisition, and revenue. 

Essential Duties & Responsibilities:

New partner hunting and pipeline creation  Own end-to-end prospecting for priority SMB platforms, including commerce, vertical SaaS, business management, gig/creator, banking, fintech, lending, payroll, accounting, and trusted-advisor ecosystems.  Build target-account lists, identify entrepreneur trigger points, map decision-makers, and execute disciplined multi-threaded outreach to business development, partnerships, product, strategy, and executive leaders.  Create entry strategies for high-value platform targets and consistently generate new meetings, qualified opportunities, and executive sponsorship without relying on an existing book of business. 

Partner strategy and value proposition development  Translate the Wolters Kluwer entrepreneur strategy into compelling partner-specific value propositions and joint customer outcomes.  Identify where Wolters Kluwer can add value within a partner’s customer journey, particularly at business formation, registration, compliance, licensing, funding, and ongoing operations.  Develop partner hypotheses, business cases, opportunity sizing, and tailored proposals that articulate reciprocal value, economics, integration options, and paths to scale. 

Commercial development and deal leadership  Lead discovery, solution shaping, commercial discussions, and negotiations from initial outreach through signed agreement.  Evaluate and structure partnership models including referral/lead generation, marketplace, co-sell, reciprocal distribution, embedded/API, and white label.  Partner with Finance, Legal, Product, Marketing, Operations, and Sales to secure decisions on economics, attribution, contracting, integration, routing, support, and go-to-market readiness.  Maintain urgency and momentum across complex buying groups;

identify blockers early and drive clear go, adjust, or pause decisions.  Launch and initial commercialization  Create joint launch plans with named owners, milestones, demand-generation commitments, attribution, success measures, and executive checkpoints.  Use early performance data and partner feedback to strengthen the commercial model and determine whether to expand, deepen, or stop the motion.  Operating discipline and market intelligence  Maintain accurate opportunity stages,…