Channel Development Manager
Bern, SwitzerlandChannel Development Manager (m/f/d)
Location: Bern, Switzerland
Employment Type: Full-Time, unlimited contract
Our client is a leading IT services and software development firm that specializes in providing geographic information systems (GIS), spatial data management, and workforce solutions tailored for utility and telecom industries. They are currently seeking a strategic, highly entrepreneurial Channel Development Manager to build, scale, and activate their indirect sales ecosystem from the ground up.
Role Overview
We are a premier enterprise geospatial software provider specializing in network management and infrastructure solutions for telecom, fiber, and utility operators.
As our Channel Development Manager, you will be the founding force behind our EMEA partner ecosystem. Leveraging a leading global GIS distributor network, you will build a force-multiplying revenue channel from the ground up—recruiting, onboarding, and activating partners to drive consistent pipeline. Additionally, you will lead a strategic utility market intelligence initiative in your first six months to help shape our regional product roadmap. This position is hybrid, with approximately 40% of time working in the office.
Key Responsibilities
1. Partner Recruitment & Activation
- Build the Pipeline: Map the specialized GIS distributor landscape across priority EMEA geographies.
- Onboard Founding Partners: Target, negotiate, and onboard 3–5 high-potential founding partners in Year 1 under preferential commercial terms.
- Scale the Footprint: Grow the ecosystem to 8–10 active, revenue-generating partners by the end of Year 2 using a structured qualification framework.
- Partner Readiness: Collaborate with our Solution Architect to deliver technical enablement, integration playbooks, and training programs.
- Co-Sell & Forecast: Drive active co-selling motions, participate in key partner-led customer meetings, and manage the channel pipeline with strict sales discipline.
- Protect the Channel: Establish and maintain a rigorous deal registration process to build foundational trust and partner confidence.
- Gather Insights: Embed structured research questions into distributor conversations to evaluate regional appetite within the electric utility market.
- Deliver the Strategy: Produce a formal utility market assessment by Month 5 to inform leadership on localized product requirements and future expansion.
- Experience: 7+ years of B2B software sales experience, with 3–5+ years explicitly in channel management, partner development, or indirect sales.
- Ecosystem Knowledge: Experience working within or alongside a major global GIS partner network (e.g. Esri) is highly advantageous.
- Industry Context: Familiarity with EMEA telecom, dark fiber, data center, or electric utility markets is preferred.
- Channel Expertise: A proven track record of managing contract negotiations, defining joint account plans, and structuring MDF (Market Development Funds).
- Mindset: Entrepreneurial, self-directed, and resilient. You understand that channel revenue lags direct sales and possess the discipline to build a foundation.
- Education: Bachelor’s degree in Business, IT, GIS, Engineering, or equivalent professional experience.