Channel Business Development Manager   – SAAS  - EMEA

Channel Business Development Manager   – SAAS - EMEA

Dublin City Centre






Experience required:
5 years plus in SAAS software sales for EMEA

Channel Business Development Manager   – SAAS  - EMEA

SentryOne is a new US entrant to Ireland coming in January 2018 setting up their EMEA operations out of Dublin city centre and have retained RECRUITERs to build their initial team here.  Employing over 100 people, they offer Microsoft data professionals an application performance monitoring tool second to none. The solution is able to align with the Microsoft Data Platform architecture by implementing the consolidated lineup of S1 solutions, all of which centre around our Monitor • Diagnose • Optimize (MDO) methodology. Clients are using S1 solutions to regain control of their data systems and move from a reactive to a proactive stance. They have the industry’s best SQL Server and Microsoft Data Platform experts working alongside the most compassionate and driven customer engagement teams in the business. 

The EMEA centre will sell and manage customer success for EMEA clients and as such we are building teams in sales, channel, customer success and application support. If you are enthusiastic about the Microsoft Technology stack and are keen to get into the ground floor of a growing successful US business that can offer loads of great career opportunities and a great company culture, then look no further!

We are looking for experience channel development managers to join and be responsible for developing and implementing reseller and solution provider recruitment strategy and to drive additional revenue through the channel in EMEA. The channel development manager provides leadership and direction for partners (resellers, master resellers, consulting partners, managed service providers, and training partners) to ensure they meet business objectives.


The job

Develop and implement effective channel recruitment strategy throughout EMEA. Create marketing programs that generate interest for companies to become channel partners. Work closely with dormant partners to reactivate.
Channel Readiness - Identify potential needs and interests and effectively communicate benefits and opportunities available to meet needs and interests. Meet channel partner recruitment quota as set by the SVP of Business Development.
Partner with the Director of Sales and Account Executives to provide support to reactivated and new partners in developing business plans, expense budgeting and marketing plans.
Analyze channel partner capacity throughout EMEA to pinpoint activities to match recruiting efforts. Perform analysis of channel partner mix by product speciality and develop plan to ensure recruitment efforts target correct mix of partners. Analyze sales and industry trends and make appropriate recommendations to ensure long-range planning needs are met.
Presents, recruits and discusses S1 products with resellers, master resellers, solutions providers, and training partners to help drive sales and revenue target achievement in EMEA markets where S1 has no direct sales presence.
Creates and conducts partner assessments including partner evaluation processes, quarterly and annual business reviews, JTR’s and relationship scorecards.
Maintain regular interactions with the partner’s sales and sales management teams and initiate training based on team’s needs and customer questions or objections.
Maintains processes that assure tight integration between partners and the sales and customer success team to minimize conflict between direct and channel sales.
Partners with Marketing to ensure ongoing communication to partners of business requirements and expectations.
Serves as relationship liaison and escalation path between the partners, sales, customer success, and other internal organizational departments.



We are looking for degree qualified candidates with at least 5 years’ experience in technology sales, direct and some channel experience within the high tech SaaS space. You will have EMEA sales experience and proven capabilities in acquiring and developing new business accounts for channel sales, creating leads from your own prospecting efforts as well as nurturing inbound leads. You will excel at developing and delivering initial and ongoing channel development programs to incentivize the channel. You should be great with using Microsoft Office Applications as well as web-based presentation software: Go to Meeting and Salesforce or similar. You will be open to travel 30-40% of the time as business dictates and knowledge of further European languages is a plus but fluent English is essential.




Salary is negotiable depending on experience levels, track record, language skills and more. A great commission structure is on offer as well as a range of benefits. Bear in mind, this is a greenfield operation being built. 

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