Channel Manager

We are looking for a Channel Manager – Iberia to lead the evolution and growth of InterSystems’ partner strategy in Spain and Portugal.
With a long-standing presence in the Iberian market, InterSystems has a consolidated channel that we aim to strengthen and adapt to new market opportunities.
The Channel Manager will be responsible for strengthening, expanding and energising the partner ecosystem, working cross-functionally with the Sales, Marketing and Presales teams to drive indirect business and ensure its long-term sustainability.

Purpose of the Role

To review, update and execute the channel strategy in Iberia, strengthening existing alliances, incorporating new strategic partners, and ensuring that the channel acts as a key engine for sustainable growth for InterSystems.

Main Responsibilities

• Define and execute the channel strategy for Spain and Portugal, in line with global objectives and local market needs.
  • Strengthen relationships with existing partners, boosting their commercial activity, certification and specialisation.
  • Identify and recruit new partners (integrators, ISVs and distributors) that expand coverage and business generation capacity.
  • Work closely with the Account Managers, Growth Manager and the Marketing team on joint actions, campaigns and co-marketing programmes that generate pipeline through the channel.
  • Prioritise and oversee channel plans, ensuring the efficient use of funds and resources (MDF, training, incentives, etc.).
  • Lead channel sales reporting and forecasting, providing visibility into pipeline, results and partner performance.
  • Coordinate with the technical and presales teams on partner training, certification and support.
  • Represent InterSystems at events, forums and gatherings within the channel ecosystem.
  • Negotiate agreements and collaboration frameworks with autonomy to establish long-term strategic relationships.
  • Measure and report on the evolution of the certification level and maturity of key partners, consolidating a solid and competitive network.

Candidate Profile

• 5-10 years of experience in channel management, alliances or business development in technology companies, preferably in the software or data platform sector.
  • Proven experience in optimising or expanding consolidated channel ecosystems.
  • Knowledge of partnership models (ISVs, integrators, distributors) and of the related incentive, training and certification mechanisms.
  • Ability to influence, lead across teams and negotiate with executive-level stakeholders, both internal and external.
  • Experience working with Sales, Marketing and Presales teams in complex environments.
  • Fluent or higher level of English.
  • Strategic and results-oriented mindset, with a balance between long-term vision and tactical execution.
  • Interest in database, interoperability and artificial intelligence markets, with curiosity for new technological trends.

What We Offer

• Join a leading technology company with over 45 years of experience in the United States and more than 25 years of presence in Spain, recognised for its culture of innovation and technical excellence.
  • The opportunity to drive and modernise the channel strategy for InterSystems Iberia, strengthening relationships with existing partners and developing new value-driven alliances.
  • Collaborate with international teams and learn from experts in Data Platforms, Interoperability and Artificial Intelligence applied to data.
  • A working environment that combines autonomy, strategic vision and genuine collaboration, where your contribution will have a direct impact on the growth of the partner ecosystem.
  • A competitive and transparent compensation structure:
• 60% fixed salary
• 20% company bonus
• 20% variable linked to sales through the channel.
• Access to continuous training, development programmes and participation in innovation projects within a solid and growing organisation.