Channel Sales Manager, EMEA

As the Channel Sales Manager EMEA you will be responsible for prospecting and developing business with key decision-makers within Spaceti partner organizations and driving the channel sales process from prospect to close. You will also be responsible for detailed knowledge of the complete portfolio of Spaceti solutions (Space Management platform, Workplace App, Workplace Analytics (Occupancy, Air Quality, Parking) as well as general knowledge of components and systems supported through integration (such as Lockers Management, Mobile Access Management, Visitor Management, Elevator Control, etc).

Channel Sales Manager, EMEA

In this role you will also be expected to:

    • Prospect, cultivate and grow new Partners/Dealers/Resellers across EMEA.
    • Manage a team of 2-3 Channel Sales Representatives (responsible for NORDICS, UKI, SEE and ME).
    • Respond to partner requests for information in a timely manner. Such requests include, but may not be limited to, system design support, product feature and capability descriptions, price quotations, and review/response to system requirement specifications.
    • Demonstrate Spaceti solutions for Partner profile organisations (Workplace consultants, system integrators and other interested parties).
    • Evaluate effectivity of partner relationships and engagements in delivering positive ROI.
    • Be the central point of contact and advocacy at Spaceti, orchestrating the partner engagements across the various departments: product, content, marketing, and sales.
    • Ensure successful execution of marketing and sales acceleration programs, with a drive for measurable outcomes and revenue yield.
    • Facilitate meaningful relationships between Spaceti and our partners’ teams. This includes partners executive leaders, sales, marketing, product managers and engineering.
    • Identify new opportunities for quality, high ROI engagements with partners.
    • Provide system sales training for Partners, Resellers, Dealers, System integrators and educating prospects on the complete Spaceti product portfolio.
    • Travel within assigned territory. Such travel will have varying frequency depending on special projects but is expected to be up to 2 weeks per month. Other travel includes participation at industry trade shows 2-3 times each year (in varying locations) and occasional travel outside of the assigned territory.

Partner profiles:

    • Audio-visual systems integrators (AV/IT Systems Integrators).
    • Workplace consultants.
    • Property and facility managers.
    • Office furniture suppliers.
    • Office/commercial lighting and cabling companies.
    • Smart building/smart workplace systems integrators.
    • Any company that performs professional services for office spaces/workplaces: Lightning, Cabling, Security, Access Control, CCTV, etc.

Partner Activation Metrics: 

    • Commitment: Partner business plan with time-bound, measurable targets.
    • Investment: Measurable partner investment in brand w/ vendor.
    • Co-Sell: Collaborative account planning and cross-sell targeting.
    • Deal Registration: Number of partner-led and vendor-led registered deals.
    • Deal Progression: Partner-led proposals, SOWs, POCs, and business cases.

Partner Performance Metrics: 

    • Perf-to-Plan: Backward-looking YTD sales performance relative to an agreed upon target.
    • Pipeline-to-Target: Forward-looking pipeline comparison to an index (e.g., 3x) of sales target.
    • Ave. Deal Size: Average deal size achieved by partner vs. a target.
    • Training & Certs: Partner achievement of training & certification levels.
    • Partner Required Tasks: Completion of partner contracts & other onboard tasks.

Who are we looking for?

    • Live in a major market within the EMEA territory.
    • 5+ years of sales experience preferably within the PropTech industry, SaaS, IoT, software sales, or information technology.
    • 2+ years of experience selling in a defined territory and an established current partner base.
    • Channel field sales experience is required (NOT business development, overlay or inside sales).
    • Track record of prospecting, qualifying, signing up and supporting new dealer opportunities.
    • Consultative/solutions sales experience, formal training, software sales, information technology, internet.
    • Excellent communication skills, both verbal and written.
    • Demonstrate self-confidence, energy and enthusiasm in a professional manner.
    • Present ideas, expectations and information in a concise, well-organized way.
    • Bachelor’s degree preferred.

What do we offer?

    • Opportunity to participate in the high growth Property Technology market.
    • Market competitive compensation package
    • We offer opportunities for personal and professional growth.
    • Laptop, phone with company tariff for private use.
    • Flexible working hours, hybrid office, paid time off.
    • ESOP program for top performing employees.
    • Modern office in the city center, refreshments, snacks, great coffee, football table, etc.
    • A passionate international team with English as a common language.