Strategic Channel Partner Manager UKI

Overview

is continuing its rapid growth and is seeking an experienced Channel Partner Manager to lead our UKI reseller strategy, with a specific focus on Softcat Plc. In this role, you will own the end-to-end relationship with Softcat across the UKI region, managing all partner-facing sales activities while also engaging directly between  sales teams and Softcat Sales Teams. You will act as the primary point of contact for Softcat, driving joint go-to-market initiatives, enabling partner sales teams, and accelerating pipeline and revenue growth.

The Channel Partner Manager for Softcat will be accountable for delivering incremental ARR across the UKI customer base, working in close collaboration with both Softcat stakeholders and internal  sales and leadership teams. This is a highly visible role that combines strategic partnership management with hands-on deal execution.

• Lead the strategy, sales execution, and day-to-day management of the partnership between  and Softcat Plc across the UKI region.
• Drive strategic sales and account management, partnering closely with Softcat Account Managers and  sales representatives to identify, develop, and close high-value opportunities.
• Own the end-to-end Softcat relationship at all levels, including leading QBRs with leadership internally and externally.
• Act as the key connector between Softcat Account Managers and ’s direct sales teams, ensuring strong alignment, clear communication, and effective execution on joint opportunities.
• Collaborate cross-functionally within  to build, manage, and maintain a strong pipeline of partner sourced opportunities.

• Minimum 3+ years of SaaS sales experience, with a strong understanding of B2B buying cycles
• At least 1+ year of experience managing channel partners and/or resellers
• Experience operating in organisations with both direct and indirect (partner-led) sales motions
• Demonstrated success collaborating cross-functionally with multiple internal teams (Sales, Marketing, Partner, Leadership)
• Experience working with Tier 1 UK resellers
• Strong sales background with a proven track record of owning opportunities end-to-end, from pipeline creation through close
• Experience with account planning, forecasting, and quota management
• Ability to own and deliver projects end-to-end, balancing strategic planning with hands-on execution
• Exceptional relationship-building, communication (verbal and written), and stakeholder management skills
• Highly organised, with the ability to manage multiple priorities in a fast-paced environment
• Willingness to travel and meet partners and customers face-to-face throughout the UK
• A proactive, collaborative team player with a strong ownership and accountability mindset

• Direct, hands-on experience working at or with Softcat Plc
• Experience in high-growth SaaS environments, including transitions from PLG → SLG
• Understanding of the UK distributor landscape and the Amazon Web Services ecosystem
• Confidence and experience with public speaking and executive-level presentations