Channel Program Manager

About the role

This global role is responsible for supporting channel program management at Advanced Navigation through ownership of our partner programs and close collaboration with our regional sales leaders. 

What you'll do

• Partner program design: Own the structure of how we work with partners including resellers and agents (operating model, partner value proposition, compensation / pricing framework) 
• Partner program governance: Own the processes and rules of engagement which govern how partners operate alongside of core / direct sales (e.g. territory management, deal registration, reporting, forecasting)
• Partner acquisition: Collaborate with the regional leader and regional channel resources to source and screen prospective partners as well as undertake the end-to-end commercial negotiation and engagement process
• Partner activation:  Define and manage the partner onboarding experience, monitor partner readiness to compress time to value, define ongoing partner training and enablement needs
• Partner enablement: Partner with internal groups including Customer Support, Sales, Product and Marketing to develop the relevant collateral, assets and tools needed to support partner business development activities
• Partner program performance management: Centrally manage and report on partner and program level performance (pipeline generation, qualified opportunity conversion, win rate, bookings), proactively manage underperforming partners 
• Program Infrastructure development: Own the partner systems (CRM/PRM) requirements and workflows, define and manage program level reporting and analytics
• Partner relationship management: Build and maintain high quality relationships with counterparts from Advanced Navigation’s largest channel partners

Skills & Experience

• Proven track record in developing, implementing and growing partner programs, (preferred if this includes non-English speaking markets) 
• Strong leadership skills, ideally within the context of a matrix organisation design 
• Excellent relationship-building and communication skills
• Strong strategic thinking and analytical skills
• 10+ years experience in channel sales and/or channel management
• Familiarity with positioning and navigation technologies 
• Background spanning Defence and Commercial customers highly beneficial
• MBA beneficial but not required