As a Strategic Channel Manager at Incorta, you are the focal point and business owner for our relationship with your designated ISV including their channel ecosystem. Your mandate is to scale Incorta’s revenue by building deep executive relationships, recruiting specialized channel partners, and aggressively driving co-selling alignment in the field. You are the strategic bridge that connects our regional sellers, your ISV's sales teams, and our channel partners to generate impactful demand and accelerate deal closures. As such your role spans from highly strategic thinking and working all the way to tactical engagements and supporting the pursuit of deals.
Core Responsibilities:
ISV Ecosystem Leadership: Serve as the internal and external champion for your designated ISV. Continuously map, build, and nurture executive-level relationships to ensure Incorta remains a top-of-mind partner. This includes crafting strategic messaging that is bridging the relationship between incorta and your ISV partner, managing executive relationships and understanding joint strategic alignment areas.
Targeted Partner Recruitment: Proactively identify, recruit, and onboard channel partners and Systems Integrators (SIs) who possess deep expertise in your specific ISV ecosystem to enhance our joint value proposition.
Field Alignment & Co-Selling: Act as the connective tissue in the field. Drive strategic account mapping, align joint value pitching, and facilitate active co-sell motions between Incorta AEs, ISV reps, and partner reps.
Impactful Demand Generation: Design, execute, and support high-ROI demand generation activities (e.g., executive dinners, targeted webinars) alongside your partners to build high-quality pipeline for the field. Key here is also to help Incorta and the corresponding channel ecosystem maximize ISV MDF usage.
Strategic Travel Rhythm: Maintain a field-first execution strategy. Ensure Tuesdays through Thursdays are dedicated to travel for direct alignment with field sellers, partner meetings, and customer-facing co-sell motions. Utilize Mondays and Fridays for home-office planning, system admin, and strategic follow-up.Key Performance Indicators (KPIs) & Success Metrics:
To ensure we are driving meaningful and impactful activities, your success in this role will be measured against the following targets:
Pipeline Generation: Generate net-new, partner-sourced opportunities that meet BANT qualification standards.
Partner Recruitment & Activation: Successfully recruit, fully onboard, and generate initial pipeline with 10 new, specialized ISV-aligned partners (SIs/Consultancies).
Field Alignment: Facilitate strategic joint account mapping sessions or co-sell meetings between Incorta AEs, ISV reps, and Channel Partners.
Demand Generation Execution: Lead and execute high-impact joint marketing or demand gen activities, maintaining a strict focus on activities that yield measurable pipeline ROI.
Revenue Contribution: Drive closed-won bookings directly sourced by your ISV and recruited partner ecosystem annually. This bookings number is part of your compensation plan
The Experience You Bring
Ecosystem Fluency: Deep understanding of the Incorta’s ecosystem, i.e. Workday, Google, AWS including its key players, regional Systems Integrators (SIs), and typical go-to-market motions.
Proven Channel Success: A strong track record in strategic alliances, channel sales, or business development—with specific experience recruiting, onboarding, and activating specialized partners.
Quota & Pipeline Ownership: Demonstrated history of owning and exceeding pipeline generation and revenue targets in a complex, multi-party co-sell environment.
Autonomous Execution: A self-starter mentality comfortable with a high-travel, field-first strategy. You know how to operate independently while keeping internal teams highly aligned.
Fun at what you do: This is a high stress, demanding job, that will require you to multi task and do a lot of ancillary work - it is important that you bring passion, fun and natural curiosity as your traits.
Sales Experience: It is good if you have some - but we are looking for Ecosystem Managers, not Sales experts here.
Skills Required
- Deep understanding of Incorta ecosystem and related platforms (Workday, Google, AWS)
- Proven track record in strategic alliances, channel sales, or business development recruiting and activating partners
- Experience owning and exceeding pipeline generation and revenue/quota targets in multi-party co-sell environments
- Ability to design and execute demand generation activities and maximize ISV MDF usage
- Experience driving field alignment, strategic account mapping, and co-selling motions between AEs, ISVs, and partners
- Autonomous, self-starter comfortable with high-travel, field-first execution (regular in-person travel)
- Experience recruiting, onboarding, and activating Systems Integrators and channel partners
- Some direct sales experience (helpful but not required)
- Strong interpersonal, executive relationship-building, and strategic communication skills
- Ability to multitask under high stress and bring passion and curiosity to the role
What We Do
Incorta is the data analytics company on a mission to help data-driven enterprises be more agile and competitive by resolving their most complex data analytics challenges. Incorta’s Direct Data Platform™ translates complex information from multiple sources into clear intelligence at unprecedented speed, while maintaining data integrity and fidelity.
