Totara is an innovative, fast-growing technology leader in the learning and development space and provider of learning development and HR solutions for 1500 customers across a variety of sectors in over 150 countries.
At Totara, you will find an army of talented, motivated, and ambitious people. Our team of 120 people across 3 offices in the UK, US and NZ has been growing steadily over several years and we are now looking to expand the business further. As a community that looks after each other, we value diversity, collaboration, and personal development.
The Role
As a Channel Partner Manager at Totara, you will be responsible for recruiting, developing, and managing Totara partners focused on the EMEA market. A primary objective will be building our market share within the DACH region, diversifying and broadening our partner base, while also increasing revenues per partner across our existing network.
Responsibilities
- Collaborate with cross functional teams (e.g. Customer Success, Marketing, Product) to accelerate partner enablement, drive pipeline and shape product roadmap.
- Create a robust business plan to proactively manage and grow your partner portfolio
- Nurture and grow existing partner relationships to deliver lasting business value for Totara and partners
- Develop and execute new go-to-market strategies
- Support partners through the sales cycle as required, to secure renewals, upsells and new business
- Accurately forecast revenue across your partner portfolio
- Achieve quarterly and full year revenue goals for your assigned partners
- Provide sales support to ensure partners are competitive and capable to win business
- Hold regular business reviews with partners, proactively address any issues and identify opportunities, and distribute key findings
- Conduct quarterly business reviews, measuring partner performance against agreed business metrics
- Evangelise the partnership, including joint value proposition with partner sales teams to ensure awareness and collaboration
- Build and maintain a strong knowledge of Totara’s solutions, industry trends, and the wider competitive landscape
- Act as a thought leader for the EMEA market by developing and communicating insights so that Totara is better positioned to serve the region
- Demonstrate strong sales and communication skills alongside comprehensive product knowledge, with an emphasis on consultative solution selling
- Think and act independently and pragmatically within a fast-paced, growth driven environment
- Effectively communicate and execute key processes and policies
- Ability to travel as required to cover requirements of territory to support clients and build strong relationships
Your Profile
You will have an entrepreneurial mind-set and thrive in early-stage high growth environments, having the confidence, skill-sets and can-do attitude to make a difference. You will also be able to demonstrate an understanding and passion for Totara Learning’s mission.
- Prior experience within a partner management role
- Excellent written and spoken English and German
- Bachelor’s degree in business or related field
- A self-starter who can work independently and as part of a cross functional team
- High levels of motivation and resilience with the ability to work proactively in a fast-paced and scaling tech company
- An interest in technology, Totara’s marketplace and how we can support organisations to grow
- Proficiency with Hubspot or an equivalent CRM is highly advantageous
- Demonstrated competence to assess priorities, and concurrently manage a variety of activities effectively to meet deadlines with attention to detail and quality
- Ability to establish strong team relationships at all levels and across time-zones, when working at a distance. Experience working as part of a global team is an advantage
- Willingness to travel internationally. Travel to our Brighton, UK office will be required periodically
What we offer
- Competitive Base salary and commission structure
- Flexible working (hybrid)
- An international and progressive culture
- The opportunity to join a well-funded, technology scale-up with significant growth ambitions
