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Channel Manager, Region UK & Ireland


Channel Manager, Region UK & Ireland


Reading, UK

The Company

With group headquarters in Germany and US headquarters in San Francisco, IGEL Technology is an established software and hardware company providing the next-gen edge OS for cloud workspaces. Our success is based on our understanding of Server-Based Computing, Virtual Desktop, and Desktop-as-a-Service markets; customer needs and a strong commitment to our channel partners. Our industry-leading solutions provide a more secure, manageable and cost-effective endpoint management and control platform. Aligned with the world’s most prominent cloud providers, IGEL envisions a world where all needed applications and resources are cloud-delivered.

The Role

The Channel Manager is responsible for driving revenue through indirect sales channels, including Enterprise and Large Account Resellers, Managed Service Providers, Solutions Provider, SI Resellers and value-added resellers.

Reporting to the respective Director Channel Sales, the Channel Manager must have a solid understanding of working with distributors, system integrators and other channel partners in the IT and service provider markets. The Channel Manager is responsible for achieving sales, profitability and channel partner recruitment and enablement objectives.


  • Developing, implementing and executing a clear and concise channel partner strategy plan focused on the key account partners, managed service providers and VARs
  • Controlling of sales and regional activities and taking measures in case of target/actual deviations
  • Analysis and management of the sales region UK and Ireland (indirect sales channels, including Enterprise and Large Account Resellers, Managed Service Providers, Solutions Provider, SI Resellers and value-added resellers)
  • Sales planning including budget, resource and success control
  • Involvement of the marketing team in the implementation of sales strategies
  • Management of channel marketing activities
  • Developing and execute a sales strategy to deliver quarterly and annual sales targets
  • Formulating and executing strategic and tactical partner business plans, which are to be reviewed on a monthly / quarterly basis


  • Completed commercial education or adequately completed studies
  • Several years of professional experience in sales in an appropriate position, with proven sales success, ideally in IT (VDI, SBC, MVD)
  • Proven record of successful selling, business development, executive level influence, negotiation and exceptional communication and presence
  • Experience with developing and managing channel partnerships with large carriers, system integrators and resellers
  • Profound market knowledge like competition, the SBC, VDI, MVD market, their technology and industry, their channel sales structure
  • Desire and passion to work in a fast-paced and aggressively growing organization
  • Strong acumen in technology and ability to articulate solution value proposition
  • Self-motivated, driven by success and delivers results
  • Exceptional communication and personal skills
  • Ability to work closely with Sales, Marketing and Product Management

IGEL is an equal opportunity employer and makes employment decisions on the basis of merit. We want the best available person in every job. Our policy prohibits unlawful discrimination based on color, creed, sex, religion, marital status, age, national origin or ancestry, physical or mental disability, medical condition, sexual orientation, or any other consideration made unlawful by federal, state or local laws.

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