As software and services companies mature, partner and channel routes can unlock scale. Hiring the first alliances or channel manager requires different criteria to direct sales. Here is how to design the role and evaluate candidates for a partner led motion.
What good looks like
- Ecosystem thinking – maps complementary vendors, integrators and distributors.
- Partner enablement – builds playbooks, training and co selling processes.
- Commercial acumen – negotiates margins, MDF and deal registration rules.
- Internal influence – aligns sales, marketing and product to support partners.
Role design
Define partner types – resellers, referral, SI or technology alliances – and the split between recruitment, enablement and co selling. Set KPIs like sourced pipeline, influenced revenue, partner activation and time to first deal.
Interview signals
Look for examples of building programs from zero, resolving channel conflict and forecasting partner sourced revenue. Add a task where candidates design a 90 day partner activation plan for a Thames Valley territory.
Oxfordshire context
Leverage local ecosystems – universities, health networks and science parks – to find specialised partners. Hybrid patterns make in person enablement days in Oxford feasible while covering wider UK territories.
TY Recruitment hires partner managers and builds repeatable channel hiring playbooks that fit your stage and Oxfordshire market.