Channel Sales Manager

Role Overview

• The Channel Sales Manager – UK, Ireland & Nordics is responsible for developing and executing Cambium Networks’ channel strategy across the region.
• The role focuses on managing and growing the regional partner ecosystem and is accountable for driving sustainable, partner-led revenue growth through VARs, System Integrators, Distributors, ISPs and MSPs.
• This position plays a critical role in strengthening Cambium’s market presence by building long-term partner relationships, leading partner activity without direct line management responsibility, and ensuring effective deal and pipeline management to deliver profitable sales and market share growth.
• Take both a strategic and tactical approach to managing assigned channel partners across the territory, with a clear focus on delivering year-on-year growth.
• Identify, recruit, onboard and develop new channel partners by vertical segment to ensure appropriate market coverage.
• Work closely with the Regional Sales Manager and wider regional team to drive partner-specific business plans and execution.
• Lead partner engagement and activity plans, including sales and technical training, partner events, trade shows and channel marketing initiatives.
• Support lead generation activity and work with partners to progress opportunities through to successful closure.
• Encourage and grow participation in Cambium’s partner programmes.
• Use MDF appropriately to support joint partner activities and market development.
• Conduct regular forecast reviews and maintain visibility of partner-driven pipeline and revenue opportunities.
• Coordinate regular business review calls and meetings to ensure key relationships remain on track and that growth opportunities, risks and trends are identified early.
• Build strong relationships across partner organisations, influencing stakeholders at multiple levels without direct reporting lines.
• Collaborate internally to ensure partner and customer needs are clearly understood and represented within Cambium.

Requirements

• Proven experience in channel sales, partner account management or business development within the IT, networking, wireless or network security sector.
• Strong understanding of the networking channel and experience working with VARs, System Integrators, MSPs, ISPs and Distributors.
• Demonstrable success in developing partner-led revenue growth and executing joint business plans.
• Experience working cross-functionally with internal sales, marketing and technical teams.
• Ability to build credibility and influence stakeholders at all levels within partner organisations and within Cambium.
• Strong commercial, business and financial acumen, including an understanding of partner business drivers and profitability.
• Ability to analyse complex situations and turn them into practical, realistic and commercially sound actions.
• Highly organised, results-oriented and execution-focused approach.
• Able to work autonomously while staying aligned with regional leadership and business priorities.
• Willingness and ability to travel regularly across the territory, averaging three days per week in the field.

Benefits

• Private Medical Insurance
• Pension Scheme.
• Life Assurance.
• Participation in employee stock purchase plan (ESPP).
• Fitness and wellness perks.
• Cycle to Work Scheme.
• And much more!