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Head of Channel Sales EMEA - London

Type: Permanent Full-Time
Salary: £60,000 to £80,000 pa
Benefits: Details on Application
Job Ref: PS1913
Head of Channel Sales EMEA :Channel Sales; not direct sales; not business development; Channel.
If you are looking to work with an exciting leading online video platform organisation for publishing and distributing content then we have the role. The Head of Channel Sales EMEA will be responsible for providing leadership, strategic direction, relationship development and deal execution for the company’s strategic reseller partners in the region.
As the Head of Channel Sales EMEA will oversee and direct the activities that support and strengthen relationships with our partners. This person will drive tangible channel revenue where applicable and intangible value (awareness, influence partnerships, partner enablement, etc.) throughout the partner organizations. The ideal candidate will have 10+ years of direct enterprise sales/sales management and/or indirect (channels) reseller and/or OEM partner experience and will also be creative, entrepreneurial, highly organized, and well-versed in a broad range of video-related technologies. You will develop a strategic go-to-market plan, evaluate inbound inquiries, create outbound partner opportunities, negotiate and close business relationships 
directly and collaborate with many internal functional groups (sales, marketing, and account management). This person can converse at all levels especially with Directors, VPs and C-level executives with equal ease.

Role and Responsibilities
As Head of Channel Sales EMEA, you will be responsible for the following:

• Develop strategic plan for partner relationships (partner strategy, set targets, etc.) 

• Drive the execution of partner relationships (enable, co-sell, etc.) 

• Build and execute business plans with partners to build pipeline and close new deals, in order to exceed assigned targets 

• Manage and drive opportunity forecasting and pipeline reporting for all partners, by partner and in aggregate 

• Conduct cross-functional quarterly business reviews with partners, and co-lead these meetings as appropriate 

• Develop and maintain relationships with business drivers and executives within each partner 

• Help develop policies and procedures for supporting partner relations by company’s various functional departments

• Lead deal negotiations, complete complex contract negotiations and agreement drafting efforts, with assistance from legal

• Identify & gain commitment for reference-able case studies with partners 

• Provide sales, sales operations and finance leadership team with strategic recommendations regarding partner relationships and consistent financial reporting metrics 

• Provide input to marketing and product management on partner-related needs not currently being addressed adequately

• Interface with Partner Marketing Manager and Corporate Communications group to coordinate partner-relating marketing plans, press events and other marketing-related activities

Skill Set
The successful Head of Channel Sales EMEA will have the following:

• Strong experience of digital advertising and monetisation with an understanding of online video
• Experience and proven track record of Business Development in the digital advertising industry – proven track record of sales relationships with trading desks. DSPs and/or media buying companies
• Experience of managing different internal stakeholders
• Proven experience of thinking strategically about business opportunities and issues
• You will have great organisational skills and ability to prioritise and work effectively with deadlines
• Clear and concise communicator with the ability to be understood by commercial as well as technical teams
• English verbal and in writing

Apply below or to find out more information about the Head of Channel Sales EMEA job, contact Philip Shepherd on philip.shepherd@opilio.co.uk or call 020 7183 7145 quoting the reference PS1913.

Apply Back to Results

If this isn’t the right role for you, we are working on other Commercial Strategy Jobs so please call Philip on 020 7183 7145 to discuss.

Refer a friend; if we successfully place someone you have referred to us, we will give you £200 as a thank-you!!


Philip Shepherd

Philip Shepherd


Philip specialises in: Director Levels Roles in SaaS Sales, Media Sales, Agency Sales, Business Development, Account Management in addition to C-Levels positions.

E: philip.shepherd@opilio.co.uk
T: 020 7183 7145
M: 07957 210 008

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