Hybrid Channel Sales Manager

at SPACEWELL | A Nemetschek Company

• Job title: Channel Sales Manager
• Job type: Full Time
• Experience level: Senior, Lead
• Salary: Not specified
• Degree requirement: Bachelor's Degree
• Location requirements: Hybrid, Arnhem, Netherlands

About the role

• Partner Sales Manager for North Europe responsible for managing and scaling a partner ecosystem. Focus on recruiting and activating partners to drive revenue in Benelux, UK, and Nordics.

Responsibilities

• Drive growth by building, managing, and scaling a high-performing partner ecosystem across Benelux, UK & Ireland, and the Nordics.
• Focus on recruiting and activating new partners while strengthening existing strategic relationships to drive partner-sourced and partner-influenced revenue.
• Own the partner strategy and execution for North Europe.
• Develop and manage a portfolio of consulting, implementation, technology, and resale partners, creating joint business plans and executing initiatives that drive pipeline, recurring revenue, and customer success.
• Act as a trusted advisor to partner executives and collaborate closely with internal teams to ensure alignment on strategy and market impact.
• Define and execute the North Europe partner strategy, aligned with regional revenue targets and go-to-market priorities.
• Identify, recruit, and onboard new partners that align with our ideal customer profile and market focus.
• Build and manage a balanced partner portfolio per country/cluster (Benelux, UKI, Nordics), including joint business plans with clear revenue, pipeline, and activity objectives.
• Drive partner-led opportunity creation and support progression from qualification to close, collaborating with sales, pre-sales, and delivery teams.
• Co-design and execute joint go-to-market initiatives such as events, webinars, campaigns, and content with partners and Marketing.
• Enable partners through structured onboarding, sales and product training, and ongoing enablement programs to ensure capability and self-sufficiency.
• Embed modern deal qualification and opportunity management methodologies (e.g., SPICED, MEDDIC/MEDDPICC) across partners and internal teams.
• Monitor and challenge partner performance using KPIs such as pipeline, MRR, win rate, and activity levels, ensuring accountability and continuous improvement.
• Act as the primary executive interface for key partners, building strong relationships at leadership level.
• Provide accurate forecasting and reporting on partner pipeline, revenue, and portfolio health, and share partner insights with Product, Sales, and Marketing.
• Represent the company at partner and industry events, strengthening our presence in the workplace and building management ecosystem.

Requirements

• 7+ years of experience in partner/channel sales, alliances, or indirect sales in B2B SaaS or enterprise software, ideally in workplace, real estate, or related domains.
• Proven track record of building or scaling partner ecosystems in multi-country or greenfield markets, delivering measurable channel revenue.
• Experience coaching or implementing structured sales methodologies (SPICED, MEDDIC/MEDDPICC or comparable) to drive pipeline quality and forecast accuracy.
• Strong commercial mindset, able to design structure, set expectations, and hold partners accountable for results.
• Comfortable operating at both strategic and hands-on levels: from defining partner strategy to joining partner customer meetings to shape key deals.
• Excellent relationship-building skills with partner executives and internal stakeholders.
• Analytical and data-driven, capable of interpreting partner performance, pipeline, and market trends to adjust plans.
• Entrepreneurial, proactive, and resilient, thriving in a fast-paced, evolving environment with high ownership.
• Bachelor’s degree in business, Marketing, or related field; Master’s (e.g., MBA) is an advantage.
• Strong understanding of SaaS commercial models and partner motions (resell, referral, implementation, technology/ISV).
• Hands-on experience with CRM and partner management tools for pipeline, forecasts, and partner relationships.
• Fluent English: proficiency in at least one additional European language (e.g., Dutch or Nordic language) preferred.

Benefits

• A competitive salary package tailored to your experience, so you’re rewarded for the value you bring.
• Performance-based bonus – your contributions make the difference, and we make sure you feel it.
• Company lease car for comfort and mobility.
• 28 days of holiday to recharge, relax, and enjoy time off.
• Flexible hybrid working (50/50) – the best of both worlds: collaborate in the office, focus from home.
• Work in a modern, inspiring office that proudly showcases our products and offers a vibrant team atmosphere.
• 60% employer contribution to your pension – because your future matters.
• Plenty of extra perks, including homeworking allowance, lease-a-bike program, "benefits to work" discounts, fun Thursday afternoon drinks, big summer events, and cozy Christmas celebrations.