Sr Manager - Business Development- Channels & Partners

The Senior Manager, Business Development – Channels & Partners, is responsible for developing strategies and winning new business.   In this role, you will be responsible for developing, managing, and optimizing our sales channels  and partners to drive revenue growth and achieve business objectives. You will work closely with internal New Business team, partners, and customers to ensure the successful execution of initiatives.

Key responsibilities include oversight and guidance of our distribution partners, identifying and onboarding new distribution partners, developing and implementing channel marketing plans, and providing ongoing support and training to partners. The successful candidate will have a proven track record of managing channel relationships, achieving sales targets, and driving business growth.

In addition to managing channels, you will be responsible for individual accounts or pursuit opportunities.

Requirements (experience/skills):

 Focus:

• Responsible for one or more accounts or opportunities in a Business Development role
• Be the focal point for our channel an partner management and strategy.
• Responsible for overall effectiveness of distribution channels to achieve revenue targets.

Strategy and plans

• Develop and implement channel sales strategies to achieve revenue targets.
• Identify and onboard new channel partners.
• Manage and optimize existing channel relationships.
• Develop and execute channel marketing plans.
• Collaborate with internal teams to ensure alignment of channel strategies.

Management

• Negotiate and manage channel partner agreements.
• Provide ongoing support and training to channel partners.
• Conduct regular business reviews with channel partners.
• Monitor, analyze and report channel performance.
• Ensure a high level of partner success.

Market Engagement

• Stay up to date with industry trends and customer needs.
• Participate in industry events and trade shows.
• Engage with customers as appropriate.

 Reporting

• Reports to Head of New Business. 

The successful candidate will demonstrate the following skills and experience:

• Direct experience in one or more aspects of the Earth Observation value chain
• Good understanding of Earth Observation data and associated application potential.
• Experience managing complex bid preparation processes.
• Experience in International Business Development.
• Knowledge of Government procurements.
• Experience managing external customer relationship.
• Ability to build relationships and influence at all levels.
• Capability to think ‘outside of the box’ to identify innovative solution/service options.
• Ability to work effectively in a team and independently.

Mandatory attributes:

• At least ten years of business development experience ideally working in one or more high technology organizations.
• Experience in Business Develop or Channel Management
• Reputation as a winner - demonstrated expertise and success in leading pursuits and proposals
• Demonstrated ability to influence and negotiate.
• Demonstrated broad, complex strategic thinking capability
• Excellent oral and written communication skills
• Demonstrated ability to be customer focused.

Comments/Special Considerations:

The candidate must have Canadian Secret clearance or the ability to obtain Canadian Secret clearance.

Domestic and international travel will be required to meet existing and prospective customers and/or partners to understand their needs and to promote our offerings.

The compensation range for this position is $160,000 - $176,000 annually. The specific compensation offered will be based on the qualifications and experience of the successful candidate.