i2 Group, a Harris Computer company, are seeking a dynamic and experienced Software Channel Manager on a full-time, permanent, remote-working basis. This role will be covering central, eastern and potentially southern Europe.
This role is crucial to managing and growing our partner relationships, driving renewals, and expanding our partner network. You will engage and visit regularly with partners and customers to understand their requirements, qualify leads, and ensure they are leveraging our products to their full potential. You will also be responsible for identifying patterns in win/loss analyses, building industry-specific use cases, promoting training, and supporting strategic initiatives to enhance the growth of our i2 business.
Job Summary: As a Channel Manager within Sales & Marketing, this professional will lead our sales and marketing efforts in their designated territory promoting our software products and services. They will be responsible for developing and executing strategic plans to drive revenue growth, build strong client relationships, and increase brand awareness. This role will require direct and indirect selling as well as collaborating with cross-functional teams, and staying updated on industry trends to drive business success. There is travel to client sites, conferences, and global meetings expected in this role.
Key Responsibilities:
Driving New Revenue Sales, promoting the full portfolio of i2 capability, managing and updating i2’s CRM system.
Lead Management and Qualification:
Work on leads to qualify and progress them to a fully scoped quote stage.
Engage with prospects to understand their use case, requirements, and ensure a strong product fit.
Conduct high-level product demonstrations and capture feedback to refine the sales approach.
Document patterns from win/loss analysis, including insights into pricing, product functionality, subscription preferences, and competitive trends.
Renewal Strategy & Partner Engagement:
Review upcoming partner renewals for the next quarter to assess current product usage.
Initiate calls with partners to explore opportunities for better product utilization, address new requirements, and conduct health checks.
Propose new products or updates to enhance renewals and ensure partners are fully informed of our offerings.
For smaller partners, provide detailed information and value propositions beyond a simple quote to strengthen renewal likelihood.
Partner Network Expansion:
Channel marketing and communications:
Coordinate with internal departments to help improve partner communications and marketing. Work with marketing team to produce monthly channel updates for partner and internal consumption. Support efforts to maximise use and efficiency of collaboration tools such as the i2 PartnerHub, encouraging best practice and instilling operational excellence practices in our partners.
Actively engage with partners to share updates and discuss opportunities for deal progression.
Work with the marketing team to develop partner and customer case studies.
Training Promotion:
Advocate for the inclusion of training in all quotes, especially for customers unaware of our recent product developments.
Promote training programs as a value add in the sales process to strengthen proposals.
Support the promotion of the i2 Partner Authorised Training Programme
Job Qualifications:
Experience:
8 to 10 years of proven experience in partner management, business development, or software sales.
Strong understanding of software licensing models, renewal processes, and subscription management.
Excellent communication and interpersonal skills with the ability to build relationships and influence stakeholders at all levels.
Experience in conducting product demonstrations and managing lead qualification processes.
Ability to analyse data from win/loss scenarios and apply insights to improve sales strategies.
Experience in responding to Framework Tenders and managing RFI libraries is a plus.
Cross-functional team management skills, with a focus on collaboration, training, and building internal resilience.
Experience in developing and leveraging customer success stories for sales and marketing purposes.
Skills & Attributes
Ability to work with highly complex, niche products.
Data & Analytical Thinking
Communication & Storytelling Skills
Customer-facing & Consultative Approach
Adaptability & Learning Agility
Stakeholder Collaboration
Why Join Us
National and Festival Holidays, along with generous paid leave policies promoting work-life balance.
Learning and Development Opportunities through global training programs, mentorship, and leadership accelerators.
Be part of a global organization with a culture rooted in respect and continuous growth.
Work with a dynamic leadership team that values innovation and people development.
Opportunity to shape the HR function and directly impact organizational success.
Inclusive, transparent, and empowering environment with room for creativity and career advancement.
About i2
Our intelligence analysis software tools help analysts transform data real-time enabling customers to better leverage data and to detect, disrupt and defeat sophisticated threats. Customers are better able to track critical missions across law enforcement, fraud and financial crime, military defense and national security.
As a Harris Computer company, we strive to create a respectful and united environment where all members of our globally diverse community are empowered and have equitable opportunities to succeed.
Supporting your application
Our recruitment process will comprise of interviews and, at times, a written exercise, an assessment day and/or a presentation. As an equal opportunities’ employer, we want to make sure we do all we can to make this a positive experience for you. When applying, please make us aware on your application of any adjustments or additional support we can provide you with before or on the day of an interview.
