Robertson Sumner
Director Channel Sales
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About the Company
Why Join This Opportunity?
Take ownership of a high-impact partner sales function across the UK & Ireland market. Lead, coach and develop a team of Partner Business Managers within a growing technology services organisation. Shape and execute channel strategy, driving revenue growth through some of the UK's most influential IT partners. Work closely with sales leadership, enterprise teams and marketing to deliver measurable commercial outcomes. Join a business operating in a dynamic technology infrastructure market with significant growth potential and strong investment in partnerships.
About the Role
An established technology services provider is seeking a Director of Partner Sales to lead and grow its UK&I channel business. This strategic leadership role will be responsible for developing partner revenue, strengthening executive-level relationships across the channel ecosystem, and managing a team focused on driving profitable growth through indirect sales. You will play a pivotal role in defining partner strategy, enabling sales success, and creating long-term value for both partners and customers.
Responsibilities
- Lead and develop a team of Partner Business Managers, ensuring achievement of revenue and strategic objectives.
- Create and execute a UK&I partner strategy focused on sustainable growth and profitability.
- Build and maintain executive-level relationships with key channel partners and industry influencers.
- Drive partner engagement through training, sales enablement, marketing initiatives and joint business planning.
- Collaborate closely with direct sales teams to maximise partner-led opportunities and accelerate deal progression.
- Identify, recruit and onboard new strategic channel partners.
- Support partners in developing profitable service-led business models and recurring revenue streams.
- Lead joint planning sessions, ensuring clear objectives, accountability and successful outcomes.
- Work with marketing teams to deliver channel programmes, incentives, campaigns and partner enablement activities.
- Monitor performance, pipeline activity and forecasting, providing insight to support strategic decision-making.
- Maintain a strong understanding of industry developments, market trends and emerging technologies.
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Qualifications
- Proven experience leading channel, alliance or partner sales teams within the IT infrastructure or technology services sector.
- Strong understanding of enterprise IT environments, including infrastructure, networking, storage and associated services.
- Track record of consistently delivering and exceeding sales targets.
- Experience building and managing senior stakeholder relationships within partner organisations.
- Demonstrated success in partner recruitment, development and revenue growth.
- Strong commercial acumen with the ability to negotiate, influence and close complex opportunities.
- Experience developing and coaching high-performing sales professionals.
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Required Skills
- Established relationships with leading UK&I channel organisations and technology resellers.
- Knowledge of the UK&I partner landscape, including major MSPs, VARs, systems integrators and solution providers.
- Experience developing partner-led recurring revenue models.
- Exposure to maintenance services, managed services or infrastructure lifecycle solutions.
Pay range and compensation package
Competitive salary and benefits package available, alongside a performance-related bonus structure and opportunities for long-term career progression.
If you're an experienced channel sales leader looking to take ownership of a strategic UK&I partner business and drive significant revenue growth through an established technology ecosystem, we'd welcome a confidential discussion.
Apply today or contact us to learn more about this exciting leadership opportunity.
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