Channel Manager

Shape The Future.
Own Your Impact.
Evolve with Payara.
At Payara, we aren't just platform software, we shape the future of businesses.
Whether you're driving operational excellence, leading strategic projects or creating code, your work ensures our customers continue to receive excellent products and services.
We believe in
ownership
,
accountability
, and
collaboration
.
We strive for excellence, pushing boundaries, and creating impact.
Your curiosity will inspire others and drive success.
Join a globally distributed team where challenge is a mindset, innovation is key, andexcellenceis non-negotiable.
Create impact.
Drive change.
Grow with Payara.
Role Overview
As a
Channel Manager
at Payara, you will be responsible for managing and growing our Channel and Partner program globally, focusing on building strong relationships with regional partners to drive revenue growth.
This role requires a strategic sales approach to enable partners, facilitate business planning, and support sales enablement activities that generate qualified pipeline opportunities.
You will act as the key liaison between Payara and its partners, ensuring successful collaboration and deal registration while maintaining program integrity and partner engagement.
Summary Details
Role:
Channel Manager
Seniority: Mid - Level
Location: Europe/EMEA (100% Remote)
Compensation: Competitive base salary dependent on market location and experienceplus performance-based commission
What you will be doing
Owning and managing the Channel and Partner program to drive revenue growth through partner engagement
Identifying, recruiting, and onboarding new channel partners globally, with emphasis on Central and Western Europe
Building strong, productive relationships with partners to enable and support their sales efforts
Collaborating with partners on business planning and sales enablement activities to maximize deal pipeline generation
Facilitating marketing initiatives with partners, such as joint webinars and campaigns, to increase partner engagement and lead generation
Coordinating with internal sales teams to ensure smooth handoff and closure of partner-generated deals
Managing partner contracts and legal documentation, ensuring compliance and timely renewals
Maintaining and cleansing partner data within CRM systems to ensure accuracy and usability
Monitoring partner performance and providing regular reports on pipeline and closed business against targets
Acting as the primary point of contact for partners, addressing their needs and resolving issues promptly
Traveling occasionally to meet partners and strengthen relationships in key markets
Continuously refining and optimizing the partner program by removing inactive partners and enhancing program effectiveness
Collaborating cross-functionally with Marketing, Sales, and Legal teams to align partner activities with company goals
Promoting the Payara brand within the partner ecosystem and representing the company at relevant industry events
What you will bring
At least 5 years proven experience and success in channel business development or partner management roles
Strong sales skills with a track record of driving partner-sourced pipeline and revenue growth
Experience managing and enabling partners through business planning, sales enablement, and marketing collaboration
Familiarity with contract negotiation and basic legal terms related to partner agreements
Fluency in English is required; proficiency in German or another European language is a strong advantage
Experience working within European markets, with an understanding of regional business practices and travel considerations
Desirable Skills & Knowledge
Experience and knowledge of channel sales and partner management methodologies
Familiarity with business development and sales enablement practices
Proficiency with CRM software, ideally HubSpot, to manage partner data and deal registration
Personal Skills & Behaviours
Ability to build and maintain strong relationships with partners and internal teams
Proactive problem-solver with a strategic mindset, capable of business planning and sales enablement
Highly motivated and results-driven, with a commitment to generating qualified sales opportunities
Excellent communication and presentation skills, able to inspire and motivate partners to become productive contributors to the sales pipeline
Adaptable and organized, able to manage multiple tasks including program ownership, partner onboarding, and coordination with marketing and legal teams
Essential Qualifications
Any relevant qualifications or certification in channel management, sales enablement or partner program development
How We Work
At Payara,howwe work matters just as much aswhatwe work on.
You'll thrive in this role if you naturally live our values:
Growth
Openness
Trust
Excellence
Passion
Initiative
Community
What we offer
100% Remote flexible working.
Annual allowances for L&D
Paid time off to celebrate your birthday, for volunteering or charity work, or to focus on your mental well-being.
Loyalty rewards.
Welcome gifts and limited-edition swag.
Annual company retreat.
Clear career progression plan
Plus, many more
Please visit

for more details.
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We are an equal opportunities employer.
If you require reasonable adjustments due to a disability, please raise this when invited to an interview, stating the adjustments needed
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