PMA Sales Recruitment Ltd
Channel Sales Manager selling into ISVs.
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Channel Sales Manager selling into ISVs.
Home based covering UK & EMEA.
£125K Basic, £250k OTE plus benefits.
About the Role
For 20 years our client has provided a managed payment services that enables businesses to sell their services online to customers anywhere in the world. Due to expansion they are looking for an experienced Channel Sales Manager with a deep understanding of indirect sales models to cover the UK and EMEA.
Originally concentrating on the B2C market, our client now operate as a Merchant of Record (MoR) for e-commerce/subscription businesses. Their push into the B2B market has been highly successful over the last decade and that push is now accelerating as large software/tech companies try to modernise their go-to-market and digital customer experience. Their focus now is on helping software companies digitally transform how they sell — not just positioning our client as a MoR. They sit behind millions of online payments, worth billions in revenue, for well-known companies, helping them receive payments in any currency securely, and manage the Tax & Compliance for the whole process.
This is a new enterprise sales position with 100% new logo acquisition. There is no renewal/account management responsibility as that is managed by others. The sales cycle is roughly 3 months to develop an opportunity and another 3 months to close. The typical process is 1–2 discovery calls followed by a workshop with all stakeholders to align on project plan/timelines (ideally resolved in one session, but often takes follow-up meetings for full sign-off). This will hopefully lead to the deal being closed, contracts signed and hand-off to the Professional Services/Implementation team.
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Requirements
The ideal applicant will have a track record of selling into ISVs and have existing relationships within software publishers, ISVs, channel organisations, and be familiar with Microsoft, AWS & Google marketplace initiatives. You will have an enterprise/consultative sales background and be comfortable engaging multiple stakeholders up to executive level. Experience in digital/software sales, ideally with exposure to channel-heavy businesses is preferred. You will be comfortable in a fast-paced environment; candidates from very large organisations should be evaluated for their ability to adjust to a smaller, faster-moving company. You will also need strong prospecting instincts as there is no BDR/SDR support, so the Channel Manager must break into assigned accounts themselves. A degree of business/financial analysis skill is valuable, since you will help set commercial terms and revenue projections as part of the sale.
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Application Process
If you have the Business Development sales experience mentioned above and would like to apply, please send your CV in confidence to our advising Consultant John Sollesse at PMA Recruitment Ltd, quoting LDJ297.
Keywords: Channel Sales Manager, Microsoft marketplace, AWS marketplace, Channel Manager. Channel Director, Google marketplace, ISVs sales, SaaS Sales, Channel sales, Software Sales.
Due to the nature of our business, we will only reply to those candidates who we feel have the relevant sales experience for this role.
Based in London, PMA Sales Recruitment have specialised for over 35 years in recruiting for vacancies at of all levels of Sales roles including Sales Executives, Account Managers, Sales Managers, Sales Directors, and Telesales Executives/Internal Sales. The sales roles that we manage and recruit for are across the spectrum including IT sales, Telecom sales, Media sales, financial sales, Information sales, Hosting sales and general Business to Business Sales positions and Sales jobs.
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