Channel Manager

Core Responsibilities:

ISV Ecosystem Leadership: Serve as the internal and external champion for your designated ISV. Continuously map, build, and nurture executive-level relationships to ensure Incorta remains a top-of-mind partner. This includes crafting strategic messaging that is bridging the relationship between incorta and your ISV partner, managing executive relationships and understanding joint strategic alignment areas.

Targeted Partner Recruitment: Proactively identify, recruit, and onboard channel partners and Systems Integrators (SIs) who possess deep expertise in your specific ISV ecosystem to enhance our joint value proposition.

Field Alignment & Co-Selling: Act as the connective tissue in the field. Drive strategic account mapping, align joint value pitching, and facilitate active co-sell motions between Incorta AEs, ISV reps, and partner reps.

Impactful Demand Generation: Design, execute, and support high-ROI demand generation activities (e.g., executive dinners, targeted webinars) alongside your partners to build high-quality pipeline for the field. Key here is also to help Incorta and the corresponding channel ecosystem maximize ISV MDF usage.

Strategic Travel Rhythm: Maintain a field-first execution strategy. Ensure Tuesdays through Thursdays are dedicated to travel for direct alignment with field sellers, partner meetings, and customer-facing co-sell motions. Utilize Mondays and Fridays for home-office planning, system admin, and strategic follow-up.

Key Performance Indicators (KPIs) & Success Metrics:

To ensure we are driving meaningful and impactful activities, your success in this role will be measured against the following targets:

Pipeline Generation: Generate net-new, partner-sourced opportunities that meet BANT qualification standards.

Partner Recruitment & Activation: Successfully recruit, fully onboard, and generate initial pipeline with 10 new, specialized ISV-aligned partners (SIs/Consultancies).

Field Alignment: Facilitate strategic joint account mapping sessions or co-sell meetings between Incorta AEs, ISV reps, and Channel Partners.

Demand Generation Execution: Lead and execute high-impact joint marketing or demand gen activities, maintaining a strict focus on activities that yield measurable pipeline ROI.

Revenue Contribution: Drive closed-won bookings directly sourced by your ISV and recruited partner ecosystem annually. This bookings number is part of your compensation plan

The Experience You Bring

Ecosystem Fluency: Deep understanding of the Incorta’s ecosystem, i.e. Workday, Google, AWS including its key players, regional Systems Integrators (SIs), and typical go-to-market motions.

Proven Channel Success: A strong track record in strategic alliances, channel sales, or business development—with specific experience recruiting, onboarding, and activating specialized partners.

Quota & Pipeline Ownership: Demonstrated history of owning and exceeding pipeline generation and revenue targets in a complex, multi-party co-sell environment.

Autonomous Execution: A self-starter mentality comfortable with a high-travel, field-first strategy. You know how to operate independently while keeping internal teams highly aligned.

Fun at what you do: This is a high stress, demanding job, that will require you to multi task and do a lot of ancillary work - it is important that you bring passion, fun and natural curiosity as your traits.

Sales Experience: It is good if you have some - but we are looking for Ecosystem Managers, not Sales experts here.