Channel Business Manager

Newcastle Upon Tyne
18 Dec 2020
14 Jan 2021
Contract Type
Full Time
We are looking to hire Channel Business Manager who manages our Value Add Resellers in their portfolio to ensure that they are working in line with Turnitin's processes and practices, supporting them to develop their Book of Business, and meeting or exceeding annual targets.


* Build and execute the Annual Territory Business and Marketing plan, based on the Business plans of the individual channel partners in the portfolio to realise or exceed territory targets

* Develop country strategies that enable progressive market penetration in partnership with reseller agents in their areas of exclusivity, providing short, medium, and long term plans for success.

* Utilise the tools available to support Channel Partner success

* Ensure compliance of partners with Turnitin's go to market principles

* Manage pipeline, monthly reporting and forecasting

* Contribute to the territory updates in the company QBRs

* Identify the white space/business opportunities in the set territory to manage

* Using the global Turnitin sales proposition, adapt and localize for maximum effectiveness with local customers and sales teams. Build and maintain local relationships to establish a deep knowledge of local customers, systems, and processes and use this insight to adapt or create new local strategies.

* Propose and agree on both forecasting of multi-annual revenue targets and the setting of annual revenue targets with reseller partners, communicating these internally and externally, ensuring targets are documented, signed off, and approved at the appropriate level.

* Manage and review the reseller partners' sales operations, forecasts, and results regularly. Work with them to establish a working knowledge of their operations, motivating and supporting them accordingly.

* Support reseller partners with regular communications, insight, training, and development in close alignment to that given to Turnitin's direct sales force to help improve their ways of working, processes, and procedures.

* Working closely with partners to input where performance is not where it is needed to be, suggesting action plans and strategies address any areas of concern.

* Present regular partner updates to the Sr. Channel Business Manager - required for the quarterly updates to the Turnitin Executive Team