Regional Channel Sales Manager

We are seeking a driven and results-oriented Partnership Manager to play a pivotal role in building and managing strategic partnership across EMEA. This role offers an exciting opportunity to collaborate closely with Partners and develop model partnerships that showcase the strength and value of our combined offerings.

You will be responsible for driving alignment across sales, marketing, and engineering teams to achieve ambitious sales targets and establish a successful partnership. The ideal candidate will excel in new partner acquisition, both through outbound sales activity and partner development, and will thrive in a fast-paced environment.

We plan to hire someone for this position who permanently resides in EMEA.

Key Responsibilities:

1. Partner Development and New Business Acquisition:

-      Facilitate communication and collaboration between Wowza and partner teams.

-      Lead outbound sales activities to identify and target new partners in the EMEA region, focusing on both strategic and regional opportunities.

-      Track and measure the success of Partnership initiatives.

-      Actively source, qualify, and close new partnerships to drive business growth, ensuring a robust pipeline of new partner accounts.

-      Lead onboarding and training processes for new partners.

2. Engagement and Collaboration:

-       Identify and qualify in-bound and outbound leads prioritizing new business opportunities with high-potential partners.

-      Collaborate with the Partner & Wowza Sales Team to organize reseller roadshows to present Wowza’s solution to prospects.

-      Collaborate with Sales Leadership and GTM teams for effective opportunity closure.

-      Establish productive relationships with marketing for regional partner marketing.

-      Maintain a working knowledge of Wowza’s products, services & competitive advantages.

3. Performance and Reporting:

-       Achieve or exceed monthly quotas and communicate forecast changes early.

-       Deliver growth targets for each partner.

-       Contribute to the enhancement of the Wowza partner program.

-       Provide credible forecasts and recommendations for partner relationships.

-      Maintain updated and accurate HubSpot Account Records for managed Partners.

4. Contract Management:

-       Negotiate standard contract elements and identify/escalate contract-related issues.

5. Strategic Alignment:

-      Work collaboratively with sales leadership to address key GTM Sales priorities.

-      Manage channel conflicts to positive outcomes.

-      Execute partner plans for revenue growth.

6. Additional Responsibilities:

-      Other duties as assigned.

Special Conditions:

-      Quota-carrying role.

-      Travel required.

-      Primary regional responsibilities as assigned.

-      Flexible work hours, Partner time-zone dependent.

Qualifications/Experience:

-      3+ years of successful partnering sales experience.

-      Understands selling habits unique to specific regions.

-      Demonstrated ability to create and maintain relationships across all levels of a business, including C-Level 

-      Participate in channel strategy discussions for positive outcomes. Alert to issues or inhibitors for success. Bring potential resolutions to solve issues.

-      Ability to prioritize workload across multiple countries and time zones.

-      Proven track record in developing partners for software or technology sales.

-      Solid presentation skills and collaborative communication style.

-      Professional working proficiency of English required.

-      Skilled conflict resolution both internally and externally.

-      University degree.