Partner Channel Manager (EMEA)

Job description

As a VAR Manager for Altium in the EMEA region, you will play a pivotal role in driving the success of our solutions through effective management and expansion of our Value-Added Reseller (VAR) network. You will be responsible for building and maintaining strong relationships with partners, developing regional strategies, and ensuring the growth and market penetration of Altium's platform within EMEA. Key Responsibilities: Build, manage, and strengthen relationships with assigned Value-Added Reseller (VAR) partners to drive sustainable revenue growth and maximize partner satisfaction. Establish key performance indicators (KPIs) for VARs and monitor their performance against targets. Forecast partner performance, maintain accurate pipeline visibility, and ensure effective territory and account planning across the VAR network. Work closely with senior management to develop and implement VAR strategies that align with regional business goals, including annual growth objectives, market development initiatives, pipeline creation, and sales acceleration programs. Own the growth strategy for each partner by identifying opportunities to expand market share, increase platform adoption, and drive incremental revenue across the region. Conduct regular reviews with VARs to evaluate sales performance, address challenges, and identify opportunities for improvement. Provide ongoing training and support to VARs to enhance their product knowledge and sales capabilities. Collaborate with the sales, FAE, and marketing teams to develop VAR-specific sales strategies and campaigns. Equip VARs with the necessary tools, resources, and collateral to effectively promote and sell the company's digital software solutions. Conduct regular sales training sessions to keep VARs updated on product features, industry trends, and competitive positioning. Act as the primary escalation point for partner-related issues, ensuring challenges are resolved quickly while maintaining strong, productive relationships. Identify, recruit, onboard, and develop new high-potential VAR partners where appropriate to support regional expansion and market penetration objectives. Analyze market trends, competition, and customer feedback to identify opportunities and threats, providing insights for strategic decision-making. 5+ years of experience in Channel Management, Sales Strategy, Sales Management, Business Operations, Business Development, or related roles within the software, technology, or SaaS industry. Strong business planning, forecasting, and analytical skills, with experience managing performance through KPIs, business reviews, and data-driven decision-making. Ability to develop and execute strategic growth plans, consistently achieving or exceeding revenue, pipeline, and business growth targets. Demonstrated ability to build and influence relationships across partner organizations and collaborate effectively with cross-functional teams and executive stakeholders. Proven ability to manage multiple initiatives, priorities, and partner relationships simultaneously in a fast-paced environment. Excellent communication, presentation, and negotiation skills, with the ability to coach partners, drive accountability, and lead complex business discussions and decision-making in a dynamic, international environment. Altium Limited, a part of the Renesas Group and headquartered in San Diego, California, is a global software company accelerating the pace of electronics innovation. We are redefining electronic product creation in a software-defined world with our industry-first cloud-based platform that unites every stakeholder and phase of electronics development. From startups to world’s technology giants, our digital platforms give more power to PCB designers, supply chain, and manufacturing, letting them collaborate as never before. At Altium, our teams are empowered to innovate, collaborate globally, and help create the future of electronics development. We believe in rewarding our employees with a competitive benefits package alongside their salary. More information will be provided during the hiring process.