Channel Manager
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Channel Manager | Competitive base salary + Commission
Award-Winning Tech Scale-Up | £1bn Valuation | 30,000+ Customers
Drive growth across Focus Group's connectivity portfolio in a high-impact role, working closely with the Head of Network Services to support and enable BDMs. You'll play a key part in increasing adoption, revenue, and margin through hands-on commercial support and sales enablement.
Key Responsibilities
Sales Enablement & Frontline Support
- Create and maintain sales enablement materials, including battlecards, objection handlers, ROI calculators, and competitive guides
- Deliver regular product and commercial training sessions to BDMs and regional teams
- Act as the primary commercial support contact for connectivity opportunities, providing guidance on complex deals and tender responses
- Support BDMs with customer presentations, deal qualification, and sales playbook implementation
Revenue Growth & Account Development
- Identify upsell and cross-sell opportunities through white space analysis across the existing customer base
- Support targeted sales campaigns for new business and account penetration
- Collaborate with BDMs on strategic opportunities to improve win rates
- Track and report on pipeline health, campaign performance, and conversion metrics
- Escalate barriers to sales success with actionable recommendations
Go-to-Market Execution
- Manage the rollout of new connectivity products, working closely with Product, Marketing, and Sales teams
- Implement go-to-market plans with clear timelines, deliverables, and agreed messaging
- Ensure adoption of connectivity campaigns and materials by the sales teams
Market Intelligence & Insights
- Monitor industry trends, competitor activity, and regulatory changes, including PSTN/WLR switch-off impacts
Essential
- 3-5 years' experience in telecoms/connectivity with strong product knowledge of Broadband and Ethernet products, including SOGEA, FTTP, and Leased Lines
- Experience creating sales enablement materials and delivering training
- Proven ability to support B2B sales teams and handle commercial queries
- Strong project management, organisational, and communication skills
- Comfortable working autonomously within defined strategic objectives
Desirable
- Previous experience in proposition management, product marketing, or sales enablement
- Knowledge of Focus Group connectivity suppliers (Gamma, Giacom, ITS, PXC, IP River)
- Understanding of business connectivity regulatory landscape
- Experience with CRM and quoting systems
- Confident in delivering presentations and workshops
Why Join Focus?
This role offers a mix of strategy, commercial support, and frontline sales enablement, providing strong ownership and variety. You'll directly influence the adoption and success of Focus Group's connectivity products while developing your expertise in telecoms solutions, sales enablement, and go-to-market execution—all within a supportive and ambitious team environment.