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Company overview:
Sitting within the HRTech space, our client is a leader in talent assessment, providing scientifically validated personality and aptitude tools (notably Wave®, BPS certified). They recently launched Wave Connect, an AI-powered SaaS platform designed to support hiring, internal development, and strategic HR conversations (e.g., succession planning, progression for high-performers).
About the Role:
A commercially driven Indirect Sales Manager is sought to oversee and expand a portfolio of 20-35 high-value indirect clients, including partners, resellers, and intermediaries, operating across global markets. These partners are already active; the focus now is on unlocking greater commercial potential, deepening strategic alignment, and driving new business growth collaboratively.
This role comes at a pivotal moment, as the organization refines its value proposition and strengthens its indirect sales strategy. It presents a unique opportunity to help shape and build a high-impact function, driving performance through a carefully curated group of highly engaged partners.
Key Responsibilities:
- Manage a portfolio of 20-35 active international partners and resellers, with a goal of increasing their annual revenue contribution to six figures.
- Expand existing commercial relationships by boosting adoption and partner-led sales activity.
- Support partners in securing new business by providing tools, insights, and joint value propositions tailored to winning end-client opportunities.
- Improve win rates and commercial outcomes through proactive support, enablement, and co-selling initiatives.
- Serve as a strategic advisor to partners, gaining a deep understanding of their businesses, challenges, and growth goals, and aligning solutions accordingly.
- Collaborate with internal sales, marketing, and product teams to shape go-to-market strategies and deliver compelling partner campaigns.
- Monitor partner performance, maintain accurate forecasts, and track growth metrics across the portfolio.
- Acquire new partner and reseller clients to further expand the customer base.
Ideal Candidate Profile
- Thrives on building and initiating - energized by identifying opportunities and driving initiatives forward.
- Demonstrated success managing indirect sales channels, partners, or resellers, with a strong track record of driving growth and engagement.
- Experienced in transitioning from product-based to solution-led sales, with an emphasis on selling value, outcomes, and services.
- Comfortable working with international clients and adept at navigating varied markets and business cultures.
- Ideally has experience in HRTech or technology-enabled professional services.
- Commercially astute, relationship-driven, and highly collaborative.
Success in the Role Will Look Like:
- Year-on-year revenue growth across the partner portfolio.
- Tangible increases in new business acquisition through partner channels.
- Enhanced engagement and activation of resellers and intermediaries.
- A broader footprint and stronger strategic alignment with top-tier partners.