Channel Sales Mgr III

Overview

Opengear offers a dynamic, high-growth environment where a Channel Sales Manager can make a measurable impact. This role is critical to driving revenue growth through distributors and resellers across the EMEA North region. With competitive compensation, strong career development opportunities, and industry-leading technology, Opengear provides the tools, support, and autonomy needed to succeed.

• Drive channel-led revenue growth across the EMEA North region by developing, enabling, and expanding distributor and reseller partnerships.
• Recruit, qualify, and enable new reseller partners through Opengear’s authorised distribution network.
• Work closely with distributors and resellers to identify, qualify, and progress end-customer opportunities, with a strong focus on increasing ARR.
• Monitor channel performance and pipeline development, conducting regular business reviews with the Director, EMEA Channels to ensure targets are met or exceeded.
• Act as the primary channel representative for Opengear in Northern Europe, consistently presenting the company in a professional and responsible manner.
• Promote Opengear’s products, services, and value proposition to existing, emerging, and new partners.
• Provide day-to-day support to authorised distribution partners to ensure effective engagement and long-term success.
• Educate partners across sales, technical, and commercial aspects, enabling them to independently promote and sell Opengear solutions.
• Attend and participate in partner meetings, regional events, and major industry events (e.g. Cisco Live, annual GSKO) as required.

• Work closely with the EMEA North Regional Sales Manager (RSM) and Sales Engineers (SEs) to align channel activities with regional sales priorities.
• Collaborate with the EMEA Marketing Manager to plan and execute joint marketing initiatives and partner campaigns.
• Actively contribute to a strong team culture across the wider Opengear EMEA organization.
• Report channel activity, pipeline progress and performance on a weekly basis.
• Actively contribute to exceeding the annual EMEA North revenue target.
• Proactively identify and communicate risks, challenges, or issues that may impact sales performance.
• Attend weekly team meetings and additional internal or external calls as required, including in-person meetings when necessary.

• Minimum of 5 years of experience in channel sales, partner management, or business development role, preferably within the IT technology sector.
• Proven track record of driving revenue growth through distributors and reseller partners in a regional or multi-country environment.
• Strong understanding of channel sales models, including distribution, VARs, MSPs, and system integrators.
• Demonstrated ability to recruit, enable, and manage partner ecosystems, from onboarding through to revenue generation.
• Experience working with ARR-based or subscription business models is highly desirable.
• Excellent relationship management, negotiation, and influencing skills, with the ability to engage effectively at partner and customer executive levels.
• Strong communication and presentation skills (verbal and written), with the ability to clearly articulate value propositions to both technical and non-technical audiences.
• Proven ability to work cross-functionally with sales, sales engineering, marketing, and leadership teams.
• Proficiency in using CRM software, preferably Salesforce (SFDC).
• Willingness to travel within the region and attend industry and partner events as required.
• Fluency in German and English (both written and spoken); additional European languages (e.g., French, Italian, Spanish) would be an advantage