London, UK

Director of Channel

The Opportunity

Featurespace are now looking for a motivated, passionate, and innovative Director of Channel to join our London office, whose responsibilities will span across our Delivery and Commercial functions, and will involve the line management of a small team.

In your role as Director of Channel you will:

  • Be responsible for creating and executing a strategy that delivers a substantial amount of revenue through channel partners
  • Work closely with the Partner Delivery function that can support and train Partners in the delivery and support of ARIC
  • Lead a transformation project that:
    • Identifies operational gaps in the Partner Programme and plans how to fill them
    • Delivers the technical packaging of an ARIC solution for a particular use case – you will be working with the Delivery , Engineering, Product, and Training teams to create or modify the processes, collateral, and training required to enable partners to support on various tasks during the software delivery project, and will need to validate the processes put in place work for the different types of partners, SIs, and consultancies we bring onboard
    • Create the processes and documentation around the partner lifecycle: training, certification, process training, defining support mechanisms for partners, and ensuring that internal teams are ready

 

The role requires a strong balance of both commercial and technical acumen to support the change management and transformation of our internal delivery setup to work for partners outside of the business, as well as developing our onboarding and reseller strategy. It will include stakeholder management, coordination and management of resources cross-company, and the ability to ensure the processes are sustainable, output is high quality, and is repeatable across the different types of commercial engagement or project delivery.

Day to Day

  • Building a world-class partner and channel programme inside of Featurespace considering all elements across the organisation and building on our existing success
  • Develop, define, and execute a global Go To Market Strategy
  • Establish onboarding criteria, legal, and technical considerations for any delivery partners and then assess and evaluate partners as they are onboarded to ensure they meet our requirements and standards of quality
  • Work closely with the Partner Delivery function to ensure that the Go To Market strategy is in line with the maturity of the partner delivery programme
  • Drive performance in the Commercial Partnership function by providing structure, coaching, and the development of accountability – collaborate with Sales Leadership to achieve ARR and TCV targets
  • Plan and manage team resources ensuring that they are effectively deployed to support our partners
  • Define process for Featurespace check points during the delivery, and coordinate the Featurespace resources needed to this
  • Develop relationships with Tier 1 Global SIs
  • Develop strategy for different partners in the Channel Ecosystem
  • Lead team to deliver world-class partner enablement, training, and certification/accreditation for commercial and delivery topics
  • Responsible for putting together and delivering on internal strategy around partner delivery with a roadmap, and communicating this to stakeholders with progress reports
  • Define and report on key metrics and KPIs  for the Channel
  • Identify and manage (matrix) champions within the business who can help to drive forward the change and transformation required in different business units
  • Roll out a plan to initial partners and handhold them through the project delivery for first few times
  • Oversee and quality check any artefacts creation e.g. integration guides, training collateral and best practices to accelerate and deliver a partner experience
  • Work with legal to ensure partners contracts match governance and onboarding requirements required to maintain our reputation for high quality engagements and project deliveries in the market
  • Feed into the product roadmap so  we consider what we can do to make partner deliveries and partner support easier
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About you

  • A strong balance of both commercial and technical acumen, to be able to support the change management and transformation of our internal delivery set up to work for partners outside of the business
  • Experience ideally with a similar project delivery solution to Featurespace (ideally shadowing or delivering specific projects), including knowledge of challenges and pitfalls within the processes, technology, and general software delivery
  • Ability to think about the experience that the partner will go through (onboarding, running projects, training, accreditation, support etc.)
  • Experience delivering change management and transformation projects that span cross company
  • Ability to effectively manage high and changeable workloads while ensuring internal and external deadlines are met
  • Strong communication skills at both SMT level and between Delivery teams, Partners, and Engineering
  • Proven experience of building out a global Channel Programme in the software industry
  • Ability to effectively lead change initiatives, collaborate for mutual success, and thrive in ambiguity
  • Excellent stakeholder management, project management, and organisation skills
  • Superb relationship building skills
  • Experienced negotiator
  • Strong analytical competencies and a capacity to communicate, influence, persuade, and present at an executive level
  • A proven capability to work in a globally distributed team and collaborate across matrixed reporting line

Personal Qualities

The work is often challenging and fast paced. We are looking for someone who has the following qualities:

  • Enthusiastic
  • Leadership
  • Excellent Communicator
  • Strategic Thinker
  • Ambitious
  • Adaptive
  • Active listener
  • Outstanding team player
  • Proactive with the ability to take initiative

 

And most importantly, a small-company attitude: willingness to adapt to a variable role and a great can-do attitude.

As well as competitive salaries, we offer a range of benefits.

How to apply

If you think you’re a good fit for the role above, we would love to hear from you.

Fill out the short application form, upload your CV and one of the team will get back to you.

Please note: we are only able to accept applications from people who are already eligible to work in the UK.

If you have any questions or queries regarding this role, or life at Featurespace, please contact [email protected]

Featurespace Job Application Privacy Notice

Featurespace Ltd., is committed to comply with the General Data Protection Legislation and any implementing legislation (the “Data Protection Legislation”) and will process your Personal Data in accordance with the Data Protection Legislation and information security legislation. Any capitalised terms used in this Privacy Notice shall be given the same definition as in the Data Protection Legislation.

This Privacy Notice sets out the basis on which Featurespace Ltd will process Personal Data relating to job applicants.

The Data Controller is Featurespace Ltd., 140 Cambridge Science Park, Milton Road, Cambridge, CB4 0GF, United Kingdom.

Data refers to both Personal Data and Special Categories of Data. Your job application and the Personal Data held within it will be processed to assess your viability for the stated role. We may also process any information that you provide about your health, for the sole purpose of assessing whether any adjustments may need to be made to the recruitment process to accommodate you . If your application is unsuccessful, Featurespace will retain your Data for 24 months after the end of the recruitment process. Your Personal Data is processed in accordance with our legitimate interests of making sound recruitment decisions. You are under no obligation to provide us with your Personal Data. However without this, we cannot assess your job application. We will only process information about your health for the purpose of making reasonable adjustments to the recruitment process (if applicable), in accordance with our legal obligations. You have the following rights in relation to the processing of your Data: The right to be informed about how your Data is processed. You have the right to object to the processing of your Data based on our legitimate interests as outlined above. The right of access, to your Data and supplementary information relating to our use of your Data. In certain circumstances, we reserve the right to charge you for exercising this right. The right to rectification, if your Data is inaccurate or incomplete. In certain circumstances, the right to erasure, request the deletion of, or removal of, your Data. In certain circumstances, the right to restrict processing, block any further processing of your Data. We shall respond to any request made by you without delay and in any case within a month of your request. The right to complain to the Information Commissioner’s Office if you believe that your data protection/privacy rights have been breached. Your application will be submitted and stored on an application database (Greenhouse). Access to your Data on Greenhouse is limited to the relevant persons for your application- our internal recruiters, the hiring manager and interviewer(s). Your CV may be printed and shown to consulted decision makers, any physical copies will be securely and confidentially destroyed after a decision has been made on your application. Your CV is transferred to a third country, outside of the EEA, when it is processed by Greenhouse. Greenhouse meet the technical and organisational data security measures outlined in the GDPR Article 32, and are SOC2 Type II certified. We do not envisage that any decision will be taken about your application using automated means.