Channel Sales Manager

Role Purpose
The Channel Sales Manager – UK, Ireland & Nordics is responsible for developing and executing Cambium Networks’ channel strategy across the region.

The role focuses on managing and growing the regional partner ecosystem and is accountable for driving sustainable, partner-led revenue growth through VARs, System Integrators, Distributors, ISPs and MSPs.

This position plays a critical role in strengthening Cambium’s market presence by building long-term partner relationships, leading partner activity without direct line management responsibility, and ensuring effective deal and pipeline management to deliver profitable sales and market share growth. 

Key Responsibilities
•Take both a strategic and tactical approach to managing assigned channel partners across the territory, with a clear focus on delivering year-on-year growth. 
•Identify, recruit, onboard and develop new channel partners by vertical segment to ensure appropriate market coverage. 
•Work closely with the Regional Sales Manager and wider regional team to drive partner-specific business plans and execution. 
•Lead partner engagement and activity plans, including sales and technical training, partner events, trade shows and channel marketing initiatives. 
•Support lead generation activity and work with partners to progress opportunities through to successful closure. 
•Encourage and grow participation in Cambium’s partner programmes. 
•Use MDF appropriately to support joint partner activities and market development. 
•Conduct regular forecast reviews and maintain visibility of partner-driven pipeline and revenue opportunities. 
•Coordinate regular business review calls and meetings to ensure key relationships remain on track and that growth opportunities, risks and trends are identified early. 
•Build strong relationships across partner organisations, influencing stakeholders at multiple levels without direct reporting lines. 
•Collaborate internally to ensure partner and customer needs are clearly understood and represented within Cambium. 

Essential Experience and Skills
•Proven experience in channel sales, partner account management or business development within the IT, networking, wireless or network security sector. 
•Strong understanding of the networking channel and experience working with VARs, System Integrators, MSPs, ISPs and Distributors. 
•Demonstrable success in developing partner-led revenue growth and executing joint business plans. 
•Experience working cross-functionally with internal sales, marketing and technical teams. 
•Ability to build credibility and influence stakeholders at all levels within partner organisations and within Cambium. 
•Strong commercial, business and financial acumen, including an understanding of partner business drivers and profitability. 
•Ability to analyse complex situations and turn them into practical, realistic and commercially sound actions. 
•Highly organised, results-oriented and execution-focused approach. 
•Able to work autonomously while staying aligned with regional leadership and business priorities. 
•Willingness and ability to travel regularly across the territory, averaging three days per week in the field. 

Desirable Experience and Skills
•Experience in wireless networking, Wi-Fi, switching, security or cloud-managed networking solutions. 
•Experience working in a partner-centric, international business environment. 
•Experience engaging with public sector organisations, service providers or enterprise customers through channel partners. 
•Previous experience leading partner ecosystems, programmes or initiatives without direct line management responsibility. 
•Bachelor’s degree or an equivalent combination of education and relevant professional experience. 
Personal Attributes
•Collaborative and inclusive in approach. 
•Commercially minded and customer-focused. 
•Professional, credible and relationship-driven. 
•Comfortable operating in a fast-paced, growth-oriented environment. 
•High level of integrity, accountability and professionalism. 
•Adaptable and confident working with a broad range of stakeholders across different partner types and markets. 

Diversity, Equity and Inclusion
Cambium Networks is committed to building an inclusive workplace where everyone can thrive. We welcome applications from all qualified candidates regardless of age, disability, gender identity, gender expression, marriage or civil partnership status, pregnancy or maternity, race, religion or belief, sex, sexual orientation or socioeconomic background.

We believe that diverse perspectives make us stronger and we are committed to creating a respectful and supportive environment for all employees. If you require any reasonable adjustments during the recruitment process, please let us know. 

Right to Work
Any offer of employment will be subject to the successful candidate having and maintaining the legal right to work in the UK, as well as completion of any relevant pre-employment checks. 

What We Offer
•Competitive base salary 
•Sales Incentive Bonus (variable pay), paid quarterly based on targets 
•Stakeholder pension 
•Private medical insurance, including a contribution towards family cover 
•Life assurance 
•Critical illness cover 
•Annual leave 
•Travel reimbursement 
•A challenging and rewarding environment as part of a dynamic and collaborative team