Channel Manager

IFS is a billion-dollar revenue company with 7000+ employees on all continents. Our leading AI technology is the backbone of our award-winning enterprise software solutions, enabling our customers to be their best when it really matters–at the Moment of Service™. Our commitment to internal AI adoption has allowed us to stay at the forefront of technological advancements, ensuring our colleagues can unlock their creativity and productivity, and our solutions are always cutting-edge.

At IFS, we’re flexible, we’re innovative, and we’re focused not only on how we can engage with our customers but on how we can make a real change and have a worldwide impact. We help solve some of society’s greatest challenges, fostering a better future through our agility, collaboration, and trust.

We celebrate diversity and understand our responsibility to reflect the diverse world we work in. We are committed to promoting an inclusive workforce that fully represents the many different cultures, backgrounds, and viewpoints of our customers, our partners, and our communities. As a truly international company serving people from around the globe, we realize that our success is tantamount to the respect we have for those different points of view.

By joining our team, you will have the opportunity to be part of a global, diverse environment; you will be joining a winning team with a commitment to sustainability; and a company where we get things done so that you can make a positive impact on the world.

We’re looking for innovative and original thinkers to work in an environment where you can #MakeYourMoment so that we can help others make theirs. With the power of our AI-driven solutions, we empower our team to change the status quo and make a real difference.

If you want to change the status quo, we’ll help you make your moment. Join Team Purple. Join IFS.

Role Summary

The Channel Manager is accountable for building, governing, and scaling a high-performing partner ecosystem aligned to regional and global channel strategy.

This role owns the end-to-end partner lifecycle — from recruitment and GTM alignment through to capability development and pipeline creation — ensuring partners become self-sufficient, growth-oriented contributors to the business.

Unlike execution-focused roles, the Channel Manager is responsible for creating the conditions for scale, not closing individual deals.

Core Role Positioning

“Own the partner, build the ecosystem, and create sustainable pipeline.”

Full ownership and accountability for assigned partners

Focus on mid- to long-term partner growth and capability

Creates scalable pipeline and partner-driven revenue engines

Key Responsibilities

1. Partner Ownership & Accountability

Act as the single point of ownership for assigned partners

Build deep, trusted relationships with partner leadership and operating teams

Define, agree, and govern joint business plans with clear growth objectives

Hold partners accountable to performance across pipeline, capability, and revenue

2. Partner GTM, Recruitment & Onboarding

Define and execute partner GTM strategies aligned to regional priorities

Identify whitespace and recruit net-new partners aligned to industry and coverage gaps

Lead onboarding of new partners, ensuring rapid integration into the ecosystem

Align partner positioning with target industries, accounts, and value propositions

3. Capability Growth & Partner Development

Drive partner capability across Sales, Presales, Marketing, and Delivery

Ensure partners achieve required certifications and skills aligned to strategy

Assess partner maturity and define structured development plans

Enable partners to become increasingly self-sufficient in sourcing and delivering work

4. Marketing Alignment & Joint GTM Planning

Align partners to joint go-to-market plans and campaign execution

Work closely with marketing teams to build structured demand generation programs

Ensure partners are actively engaged in campaigns that drive pipeline

Translate strategy into actionable programs with measurable outcomes

5. Pipeline Creation & Demand Generation

Own the creation of partner-sourced pipeline within assigned ecosystem

Ensure partners are proactively identifying and generating new opportunities

Track pipeline health, coverage, and quality across the partner portfolio

Drive consistency in pipeline generation activities across partners

At 10% maturity, handover opportunities to Channel Sales Manager to progress, grow and close

6. Practice Development & Tier Progression

Support partners in building industry practices and solutions aligned to target markets

Drive progression through partner program tiers based on capability and performance

Ensure partners are investing appropriately in priority areas

Align partner capability with future growth opportunities

7. Governance & Ecosystem Management

Establish governance across partners, including regular reviews, KPIs, and performance tracking

Ensure adherence to partner program requirements, commercials, and engagement models

Manage cross-region and cross-industry alignment for strategic partners where required

Provide structured insight into ecosystem performance to regional leadership

Key Outcomes / Success Measures

Growth in partner-sourced pipeline

Increase in partner capability and self-sufficiency

Expansion of ecosystem coverage (by industry, geography, and capability)

Progression of partners through program tiers and maturity levels

Strength and sustainability of the overall partner ecosystem

Role Boundaries (Critical Clarity)

The Channel Manager:

Builds and enables partners

Creates pipeline and ecosystem capability

The Channel Manager is not responsible for:

Owning deal execution or closing opportunities

Managing in-quarter revenue delivery on individual deals

Acting as the primary commercial owner within sales cycles

👉 These responsibilities sit with Channel Sales Manager

Skills & Experience

Strong experience in channel, partner management, or ecosystem development

Proven ability to build and scale partner relationships

Experience developing partner GTM strategies and business plans

Strong understanding of sales, marketing, and delivery capability models

Ability to operate strategically while driving structured execution

We believe that coming together as a community, in person, is important for innovation, connection and fostering a sense of belonging. Our roles have the right balance of remote and in-office working to enable flexibility for managing your life along with ensuring a real connection with your colleagues and the broader IFS community.