Channel Manager

Shape The Future. Own Your Impact. Evolve with Payara. 

At Payara, we aren’t just platform software, we shape the future of businesses. Whether you're driving operational excellence, leading strategic projects or creating code, your work ensures our customers continue to receive excellent products and services. 

We believe in ownership, accountability, and collaboration. We strive for excellence, pushing boundaries, and creating impact. Your curiosity will inspire others and drive success. 

Join a globally distributed team where challenge is a mindset, innovation is key, and excellence is non-negotiable. 

Create impact. Drive change. Grow with Payara. 

Role Overview 

As a Channel Manager at Payara, you will be responsible for managing and growing our Channel and Partner program globally, focusing on building strong relationships with regional partners to drive revenue growth. This role requires a strategic sales approach to enable partners, facilitate business planning, and support sales enablement activities that generate qualified pipeline opportunities. You will act as the key liaison between Payara and its partners, ensuring successful collaboration and deal registration while maintaining program integrity and partner engagement. 

Summary Details   

• Role: Channel Manager   
• Seniority: Mid - Level   
• Location: Europe/EMEA (100% Remote)   
• Compensation: Competitive base salary dependent on market location and experience plus performance-based commission  

What you will be doing 

• Owning and managing the Channel and Partner program to drive revenue growth through partner engagement 
• Identifying, recruiting, and onboarding new channel partners globally, with emphasis on Central and Western Europe 
• Building strong, productive relationships with partners to enable and support their sales efforts 
• Collaborating with partners on business planning and sales enablement activities to maximize deal pipeline generation 
• Facilitating marketing initiatives with partners, such as joint webinars and campaigns, to increase partner engagement and lead generation 
• Coordinating with internal sales teams to ensure smooth handoff and closure of partner-generated deals 
• Managing partner contracts and legal documentation, ensuring compliance and timely renewals 
• Maintaining and cleansing partner data within CRM systems to ensure accuracy and usability 
• Monitoring partner performance and providing regular reports on pipeline and closed business against targets 
• Acting as the primary point of contact for partners, addressing their needs and resolving issues promptly 
• Traveling occasionally to meet partners and strengthen relationships in key markets 
• Continuously refining and optimizing the partner program by removing inactive partners and enhancing program effectiveness 
• Collaborating cross-functionally with Marketing, Sales, and Legal teams to align partner activities with company goals 
• Promoting the Payara brand within the partner ecosystem and representing the company at relevant industry events 

What you will bring 

• At least 5 years proven experience and success in channel business development or partner management roles 
• Strong sales skills with a track record of driving partner-sourced pipeline and revenue growth 
• Experience managing and enabling partners through business planning, sales enablement, and marketing collaboration 
• Familiarity with contract negotiation and basic legal terms related to partner agreements 
• Fluency in English is required; proficiency in German or another European language is a strong advantage 
• Experience working within European markets, with an understanding of regional business practices and travel considerations 

Desirable Skills & Knowledge 

• Experience and knowledge of channel sales and partner management methodologies 
• Familiarity with business development and sales enablement practices 
• Proficiency with CRM software, ideally HubSpot, to manage partner data and deal registration 
•  

Personal Skills & Behaviours 

• Ability to build and maintain strong relationships with partners and internal teams 
• Proactive problem-solver with a strategic mindset, capable of business planning and sales enablement  
• Highly motivated and results-driven, with a commitment to generating qualified sales opportunities  
• Excellent communication and presentation skills, able to inspire and motivate partners to become productive contributors to the sales pipeline 
• Adaptable and organized, able to manage multiple tasks including program ownership, partner onboarding, and coordination with marketing and legal teams 

Essential Qualifications 

• Any relevant qualifications or certification in channel management, sales enablement or partner program development  

How We Work 

At Payara, how we work matters just as much as what we work on. You’ll thrive in this role if you naturally live our values: 

• Growth 
• Openness 
• Trust 
• Excellence 
• Passion 
• Initiative 
• Community 

What we offer 

• 100% Remote flexible working.  
• Annual allowances for L&D 
• Paid time off to celebrate your birthday, for volunteering or charity work, or to focus on your mental well-being.  
• Loyalty rewards.  
• Welcome gifts and limited-edition swag.  
• Annual company retreat. 
• Clear career progression plan 
• Plus, many more! 

Please visit www.payara.fish/joinus for more details.  

Check out our culture page on Instagram @payaraculture  
 
  

We are an equal opportunities employer. If you require reasonable adjustments due to a disability, please raise this when invited to an interview, stating the adjustments needed 

Please see our company (Recruitment) Privacy statement available at www.payara.fish