Reseller Channel Manager

We are seeking a highly motivated and results-driven Reseller Channel Manager to identify, build, and scale new reseller partnerships. This pivotal role will help us expand our market reach and foster long-term relationships with strategic partners. 

As the Reseller Channel Manager, you will play a critical role in driving Aptitude Software’s growth by developing new reseller channels globally. Your primary focus will be identifying, onboarding, and enabling resellers who can deliver our solutions to their client base. This role requires strategic thinking, strong relationship-building skills, and a deep understanding of channel sales strategies. The role is a IC role with a sales quota.

Aptitude have 10 years of working with large multinational SI’s, predominately the “Big 4” however to hit their next stage of growth it is vital that a focused reseller community is established. This would be the first head in the business solei responsible for Resellers and would be expected to drive changes in Aptitudes internal behaviours, processes and mentality to ensure that the reseller approach was a success.

Objectives 

• 70% - Partner New Bookings 

• 30% - MBNO (Quarterly targets to drive behaviours that underpin the success of the Reseller programme)  

Key Responsibilities 

Channel Strategy Development: 

• Develop and implement channel sales strategies and plans for your territory that align with overall company objectives and revenue targets. 

• Identify new reseller opportunities in key regions and industries aligned with Aptitude’s growth objectives. 

• Design and implement a strategic plan to attract, onboard, and activate high-potential reseller partners. 

Be comfortable with and driving Change:   

• Aptitude do not have established partner on-boarding, product support or other frameworks in-place to act as a foundation for a reseller channel and as such we will need to develop these as resellers are engaged through trial and error based on your experience. 

Reseller Recruitment & Onboarding: 

• Prospect, qualify, and engage a small number of potential resellers, assessing their suitability to represent Aptitude Software’s solutions. 

• Develop and execute onboarding programs to quickly enable partners to understand, market, and sell Aptitude solutions. 

Quota Achievement:  

• This is a quota-carrying role, where you will be responsible for meeting and exceeding sales targets in your territory with your partners. 

Channel Sales Management: 

• Establish joint business plans with new reseller partners to define objectives, sales targets, and mutual KPIs. 

• Support resellers throughout the sales cycle, including providing pre-sales support, pipeline reviews, and deal management. 

Partner Relationship Building: 

• Act as the primary point of contact for new reseller partners, ensuring alignment with Aptitude’s brand and values. 

• Build long-term, high performance, trust-based relationships to foster loyalty drive sustainable revenue growth 

Performance Monitoring: 

• Track partner performance against sales targets and KPIs, implementing corrective actions when needed. 

• Provide regular reports to leadership on the progress of the reseller channel development. 

Enablement & Training: 

• Collaborate with internal teams to provide resellers with the necessary tools, training, and resources to succeed. 

• Create and deliver ongoing enablement programs to strengthen partners’ ability to meet sales targets. 

Cross-Functional Collaboration: 

• Work closely with marketing, sales, and product teams to ensure reseller success through co-marketing campaigns, lead generation initiatives, and product alignment. 

CRM Proficiency:  

• Utilize CRM systems (SFDC) to manage the sales pipeline, forecast accurately, and report on channel performance. Using your strong analytical skills to derive insights and make data-driven decisions 

We’ll provide you with the opportunity to grow your expertise in an environment that supports you, your life and your career.   

We’ll also offer you a competitive salary plus bonus, as well as the following benefits: 

• 401(k) retirement plan with matching 

• Competitive vacation and paid time off 

• Healthcare benefits – medical insurance, dental insurance and vision plans 

• Pre-tax saving accounts 

• Life and Disability Insurance 

• ShareSave scheme (ability to purchase company shares on preferential terms) 

• Flexible working conditions and hybrid work model 

Experience: 

• Minimum of 7 years of experience in channel sales, partner management, or business development, ideally within the enterprise software or technology industry. 

• Reseller Channel: You must have built a reseller channel rather than facilitated existing channels. 

• Proven track record: of building successful reseller networks and achieving revenue targets through indirect sales channels. 

• Global markets experience: Minimum of 2 markets experience e.g. UK and NA 

• Deal Maker: Proven to find and work around obstacles whilst keeping the business and your partner network on-side 

• Sales Acumen: Proven track record of meeting or exceeding sales quotas in a channel sales environment. A true hunter mentality. 

• Analytical Skills: Ability to analyse data, forecast sales, and derive actionable insights to drive business decisions. 

• Communication: Excellent communication and interpersonal skills, with the ability to influence and motivate partners and internal senior stakeholders (CPTO, CRO, CEO, Client Experiences etc) at all levels. 

• Any experience selling into the office of finance and/or with Microsoft is a bonus. 

Skills: 

• Strong knowledge of channel partner ecosystems and indirect sales models. 

• Exceptional interpersonal and communication skills, with the ability to influence and inspire partners. 

• Strategic thinker with a results-oriented approach to problem-solving. 

• Proficiency in CRM tools (e.g., Salesforce) and partner management platforms. 

Qualifications: 

• Bachelor's degree in Business, Marketing, or a related field (or equivalent experience). 

• Familiarity with either or financial software solutions or SaaS platforms is a must 

Whilst this role is based from our Boston office, we support hybrid working  

To us at Aptitude, hybrid working means that our employees come together for 2-days per week at their local office. It’s an opportunity for our teams to collaborate, solve problems together and to be engaged and involved in the wider community of our business. 

We ask employees to come into the office every Wednesday and give you the flexibility to choose your other day from either Tuesday or Thursday.