Channel Development Manager (EMEA)

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(Location: United Kingdom & Netherlands)

About Intermedia

Are you looking for a company where YOUR VOICE is heard? Where you can MAKE A DIFFERENCE? Do you THRIVE in a FAST-PACED work environment? Do you wake every morning EXCITED to work with GREAT PEOPLE and create SUCCESS TOGETHER? Then Intermedia is the place for you.

Intermedia has established itself as a leading provider of cloud communications and collaboration tech that allows companies to connect better. We have a strong track record of growth, profitability, and creating an environment where everyone matters. Everyone. While we are fast-paced and admittedly a bit intense, we promise that you won’t be bored. You will find Intermedia is a place where you can indulge your passion for creating and supporting great cloud technology. What’s more, we always look to promote from within and have many employees who have been with us 10, 15, and 20+ years!

Intermedia is a leading Unified Communications as a Service (UCaaS), Contact Center as a Service (CCaaS), business cloud email and productivity applications provider hyper-focused on delivering easy-to-use and secure communication and collaboration solutions to businesses and the partners that serve them. More than 125,000 business customers and 6,600 active partners rely on Intermedia’s tightly integrated suite of cloud applications that are managed through one intuitive point of control and are backed by 99.999% uptime SLAs and J.D. Power-certified 24/7 technical support. Solutions include the all-in-one cloud communications and collaboration platform Intermedia UniteTM, Intermedia Contact Center, web and video conferencing, file sharing & backup, business email, security, archiving, and more. We recently agreed to resell under OEM our class-leading cloud solutions to NEC Enterprise Solutions under the name of “Univerge Blue” (

Culture at Intermedia is built on teamwork and transparency.  We hold each other accountable and always have each other’s back!

Are you ready to make your mark?

About The Role:

We are looking for an EMEA Business Development Manager in the UK or Netherlands area to initially help recruit partners for our Global Strategic Partner, NEC EMEA and help them deliver the partner pitch for our cloud solutions. In a second phase, you will also be responsible to recruit and develop net new channels for Intermedia across EMEA.

Are you looking for a place where you can utilize your superior sales and strategic account management skills? And a place where you can allow your experience to shine? If so, our sales team work with Intermedia Channel Partners to resell Intermedia’s entire suite of cloud services through our full-service partner programs, leveraging the Intermedia brand, or their own brand! We are looking for top sales producers, who are ready to work for the best in the business.

Cloud and SaaS solutions are transforming the way businesses communicate and collaborate. Intermedia is a on a fast growth trajectory, and we are focused on accelerating the pace in 2020.  We are looking for a proven solution sales leader to join our dynamic sales team to take the team to the next level.  This current opportunity is to assist NEC, our strategic global partner’s business as we continue to expand and scale across EMEA.  Come experience a unique and partner embraced way of doing business with a differentiated partner platform, an in-demand product, and a fun & winning culture. This person will play a key role as he/she leads this highly visible and motivated team that generates revenues and achieves individual, team and organizational quotas.

What you will be doing:

  • You will be responsible to help recruit NEC partners to sell Univerge Blue and also develop new channels (VARs, System Integrators & Service Providers) for Intermedia in the agreed territories across EMEA
  • Responsible for building out a territory plan working with specific partners in the areas of business development, business planning, marketing execution, and overall sales enablement activities.
  • You will pro-actively pursue revenue objectives generated from selling services through strategic partners and their channel partners to their user base of small and midmarket businesses.     
  • You are expected to drive and represent Intermedia during all phases from pre-sales activity to post-sales account management.     
  • Conduct sales presentations demonstrating Intermedia’s voice and data solutions to both partners and end-users 
  • Participate in sales and technology training.     
  • Provide partner and customers with the highest standard of customer service through the sales cycle.
  • Partner with internal departments within Intermedia to ensure successful pre and post-sale experience for both the Partner and the customer, including, but not limited to Partner Concierge Desk, Carrier Relations, Tech Support, Customer Service and Onboarding.  
  • Report on sales activity and forecast to Intermedia’s leadership team
  • Align and leverage internal resources to build, develop, and close strategic account and wins
  • Achieve quarterly and annual revenue growth targets by establishing sales strategies and monitoring of achievements of your key partners
  • Provide focused leadership to the sales team that will foster success based on a culture of customer success
  • Evangelize and embed a sales pipeline management process by developing and maintaining executive and senior-level client relationships key accounts
  • Maintain a personal presence and be visible to the sales team through customer engagements
  • Directly participate in closing deals with target accounts and driving business initiatives for future success

What you will bring to the role:

  • 5+ years of leadership in UC Channel Sales, Outside Sales and or Account Management
  • Previous experience in acquiring new channels (VARs, System Integrators and Service Providers)
  • You will have a demonstrated track record of success in one or more of the following areas: sales, partner-led sales and executive relationship building.     
  • Have a strong grasp of solution and value-based selling, preferably from experience they garnered working in the enterprise business applications space.      
  • Deep knowledge of Unified Communications & Contact Center space
  • Demonstrated sales record of obtaining / exceeding team quotas.
  • Experience scaling field hiring, territory planning and creating.
  • Exhibiting executive presence both customers facing and internal stakeholders.
  • Superior oral/written communication and listening skills are also a must, given the diverse role types this individual must engage with on a daily basis.      

Bonus Skills:

  • Willing to travel up to 50% of job



Diversity, Inclusion, and Equal Opportunity

We hire, promote, and compensate employees based on their ability to perform their job responsibilities, without regard to race, color, creed, religion, sex, gender, marital status, national origin, ancestry, age, citizenship, physical or mental disability, sexual orientation, or any other basis protected by applicable law (collectively referred to in our Code of Conduct as “Protected Classes”). We do not tolerate employment discrimination in the workplace, and we are committed to making reasonable accommodations for identified disabilities or other limitations as required by all applicable laws. We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

Current Intermedians Future Intermedians