This senior role focuses on developing, managing, and expanding ORBCOMM’s regional channel partnerships. The position requires strategic planning, strong partner management, and collaboration across sales, marketing, and product teams to drive revenue and accelerate growth across multiple countries in the EMEA region.
* Develop a comprehensive regional channel strategy to drive growth and meet sales goals.
* Identify, prioritize, and secure strategic relationships with distributors, VARs, and solution partners.
* Create detailed business plans with each partner, covering sales strategies, GTM initiatives, and revenue targets.
* Work closely with Sales teams to maintain strong relationships with new and existing partners.
* Hold regular partner meetings to review performance, resolve issues, and explore opportunities.
* Negotiate contracts, agreements, and joint business plans.
* Collaborate with Sales and Marketing teams on joint campaigns and partner-led opportunities.
* Support sales teams with training on partner value propositions and offerings.
* Track and analyze KPIs to evaluate partnership impact and performance.
* Present regular updates to senior leadership on partnership outcomes.
* Coordinate cross-functionally with Marketing, Customer Success, and other teams to align campaigns and partner engagement.
* Monitor market activity, competitive trends, and customer needs to identify new partnership opportunities.
* Conduct market research to improve partner-driven solutions.
* Bachelor’s degree in Business, Marketing, or a related field (MBA preferred).
* 5+ years of experience in partner management, business development, or sales.
* Proven success managing regional strategic partnerships.
* Strong understanding of sales processes, partner ecosystems, and GTM strategies.
* Excellent negotiation, communication, and relationship-building skills.
* Experience in SaaS, software, technology, or IT-driven industries.
* Willingness to travel internationally.
* Ability to use AI tools and automation for productivity.
* Commitment to continuous learning in digital and AI skills.
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