Channel Partner Manager, EMEA

About Us
Dubber is the world’s leader in conversation capture and intelligence, revolutionising how businesses capture, analyse, and leverage their conversations. With cutting-edge AI technology, Dubber provides a comprehensive suite of tools and features that goes beyond traditional call recording and transcription solutions. Built to scale to meet any need, Dubber allows organisation’s to unlock the insights to be found in calls, videos and messages.
Already adopted as core network infrastructure by hundreds of global communications networks and services worldwide, Dubber is specifically designed to help service providers to differentiate, drive new revenues and improve customer retention.
Dubber is listed on the Australian Stock Market (ASX:DUB) with offices in Melbourne, Sydney, Oxford, London, and Dallas.

Role Overview

The Partner manager serves as a vital member of the EMEA sales team, initially focussing on driving the channel strategy in region and managing partners, acquiring new partners. This position plays a pivotal role in driving sales performance, partner management, fostering team collaboration, and maintaining high levels of customer satisfaction. The Partner Manager works closely with the SVP EMEA to develop and implement effective sales strategies.

At the core of Dubber’s growth strategy is our focus on enabling our existing partners (such as Service Providers) and their sales communities to constantly sell Dubber services while bringing on new Service Provider relationships. The Partner Manager will directly drive the growth in a group of priority partners and look to acquire new partners from their existing network, focusing on growth across the board within Service Providers, SMB and Mid-market customers. 

Key Responsibilities:

• Sales Strategy: Ongoing assessment of existing and new partner engagement and drive team activity that aligns the partner relationships to the strategic goals of Dubber. 
• Drive yield from current partners
• Grow the Dubber footprint: Win and onboard new Partners as they have a demand for Dubber services. 
• Achieve targets: Drive sales strategies and tactical growth initiatives to consistently achieve revenue, subscriber growth, ARPU, retention and profitability targets 
• Analyze sales data, KPIs, and performance metrics to evaluate the effectiveness of sales strategies and initiatives.
• Work with Sales support on regular reports and presentations for management, highlighting sales performance, trends, and areas for improvement. 
• Pipeline & forecast management: Develop & provide detailed pipeline data, sales forecasts, as well reports on the projected growth of your partners across the EMEA business
• The face of the business: As and when required, represent the Dubber brand at key industry & customer events, conferences and Dubber roadshows
• Capture industry feedback: provide feedback to the Dubber product, marketing & technology teams regarding the changing needs of the EMEA market

Experience & Education:

• Business, Marketing or related degree qualifications
• Deep understanding of channel-centric GTM models 
• Vodafone knowledge and background is essential 
• Background selling into SMB, Mid-market and Enterprise
• Previous experience in sales management preferred
• Thorough appreciation & demonstrated track record in operating through a combination of the Science of Sales Leadership and highly constructive, Humanistic Leadership
• Deep experience in the SaaS industry
• Reasonable understanding of the Telecommunications industry
• Deep understanding of solution selling methodologies coupled with hands-on understanding of Salesforce.com 
• Ideally, exposure to a start-up/scale-up, rapid growth style environments
• Although not a technical role, ability to understand technical requirements is very beneficial
• Track record of working across multiple functions, both collaboratively and independently
• Ability to travel up to 50% as needed

Skills, background & attributes:

• Strong team player 
• Excellent communication skills across a broad array of personality types
• Outstanding social skills
• Persistent, resilient, high energy & can-do approach
• Calm, reassuring character
• Curious, rapid learner with the ability to consume & contextualise large amounts of new information

Why should you join Dubber?
Dubber offers a competitive salary, and share options for everyone, which drives our ownership culture. We’re one of the fastest-growing SaaS companies in the world, which means there are always opportunities to learn, grow, and gain valuable experience.
With offices across the world, our people are part of a global team! Dubber has a hybrid working model so you will work from our office in Oxford and from home. Inclusion is important to us, and we’re committed to an environment in which everyone can thrive, and support each other to pursue our common goal: to unleash the potential in every conversation. We like to keep things fun, so we run regular team events and celebrations that you can be part of whether you're working remotely or in the office.

To understand more about how and why your personal data will be used, please review Dubber's Candidates Privacy Policy.

Next Steps
We will be reviewing applications as they come in so don't wait to apply! Reach out to [email protected] for a confidential chat or if you have any questions.
We are a 2024 Circle Back Initiative Employer – we commit to respond to every applicant.