Channel / commercial account manager

The Channel Manager is responsible for delivering measurable net new revenue growth through IFS’s regional channel ecosystem. The role focuses on maximising the commercial performance of partners, accelerating partner‑sourced opportunities, increasing qualified pipeline generation and ensuring effective execution of jointly agreed business plans. The Channel Manager acts as a strategic and commercial leader within the partner ecosystem, ensuring partners generate high‑quality new logo opportunities aligned to IFS industry priorities. Success will be measured through booked net new revenue sourced from channel partners.

Partner Strategy, Governance and Revenue Growth 

• Develop and execute structured partner business plans aligned to IFS growth priorities.

• Drive partner‑sourced pipeline creation and conversion, ensuring opportunities progress efficiently through the sales cycle.

• Facilitate clear performance governance by reviewing agreed revenue, pipeline and enablement expectations through regular QBRs and structured check‑ins.

• Ensure inbound marketing leads (for companies below €200m turnover) assigned to partners are followed up promptly and converted into qualified opportunities.

• Act as the escalation point for strategic partner‑led opportunities, ensuring internal alignment to support effective deal progression.

• Support partners in meeting IFS Partner Program standards, including capability, commercial and advocacy requirements.

• Maintain accurate forecasting and pipeline reporting to support informed decision‑making and operational discipline.

Partner Enablement and Capability Development 

• Strengthen partner knowledge of the IFS portfolio, value proposition and roadmap through structured enablement.

• Coach partners in qualification, value positioning, competitive differentiation and best‑practice sales techniques.

• Collaborate on marketing, demand‑generation and industry‑aligned campaigns that support partner‑led pipeline growth.

• Enable partners to execute effective joint go‑to‑market strategies that generate incremental revenue.

• Promote continuous improvement in partner sales effectiveness, commercial acumen and delivery quality.

Revenue Accountability 

• Achieve revenue targets focused on incremental net new licence revenue.

• Support predictable partner‑sourced pipeline growth and timely deal closure.

• Apply disciplined CRM and data‑quality standards across all partner‑driven opportunities.

• Support the delivery of relevant IFS marketing campaigns and partner‑related events within the region.

• Significant experience in partnerships, alliances or channel management

• Experience in direct or channel sales within enterprise SaaS, cloud or business software, with a demonstrated ability to deliver proven partner-sourced revenue and achieve sales targets. 

• Strong understanding of enterprise sales cycles and value-based selling methodologies. 

• Experience within AI, ERP, EAM and/or FSM markets preferred. 

• Ability to build and maintain senior-level partner relationships with credibility, integrity and responsiveness.

• Excellent communication, presentation and executive‑engagement skills

• Proven ability to build structured business plans, apply performance governance and drive measurable growth. 

• formation and lengthy sales campaigns in a fast-paced, consultative and competitive market.

• Must hold a valid driving licence and be fluent in commercial (business-level) Dutch

We embrace flexibility and hybrid work opportunities to support diverse needs and lifestyles, while also valuing inclusive workplace experiences. By fostering a sense of community, we drive innovation, strengthen connections, and nurture belonging. Our commitment ensures you can work in a way that suits you best, while also engaging with colleagues to share ideas and build meaningful relationships.