About The Role

We have a strategic objective to grow our SMB business in the UK. A key initiative that underpins this is to reimagine the role that distribution plays in achieving this objective, specifically how we create new revenue streams, improve margins, and deliver differentiated services to our partners and their end customers.

In this pivotal role, you will help to shape our SMB distribution strategy and be accountable for the development and execution of a go to market plan to scale our distribution channel, focused on the SMB market segment, through the development and recruitment of existing and target partners respectively.

You will report directly to Claranet’s SMB Director to develop this important route to market and bring focus to the enablement and engagement of different profiles of partners, from small stockists through to value added resellers. You will establish productive commercial relationships with true decisions makers and advance the credibility of Claranet’s partner program in the UK.

You will also leverage the relationships we have with global partners such as Fortinet, Microsoft and Sentinel1, along with Claranet’s own subject matter experts in Network Security, Cloud and Secure Comms and Collaboration to differentiate and add value that enables mutual and sustainable growth.

Essential duties & responsibilities

  • Design and Implementation of SMB Distribution go to market plan
  • Recruit and develop high potential partners from within a defined target profile.
  • Development, review and enhancement of our commercial agreements with selected partners.
  • Plan and execute events (workshops, seminars and webinars) to maximise exposure across target markets.
  • Work alongside SMB Sales and Marketing Teams to increase our reach and presence in the distribution channel.
  • Work with Claranet business units to ensure effective technical enablement within our partners.
  • Prioritise training and enablement activities for partners aligned to defined service propositions.
  • Consistently build on partner development to create, convert and forecast an accurate pipeline.
  • Exceed expected revenue/volume quotas ‘to’ and ‘through’ partners
  • Develop and manage key relationships with decision makers and influencers up to MD level within our partner accounts.
  • Focus on driving our partners to standardisation of Claranet services technology in order to for them to deliver profitable OPEX based managed security services following a defined engagement methodology.
  • Identify and engage high potential partner’s product management & operations teams to define and agree a roadmap based on the partners strategic service priorities and build a technical capability to scale efficiently.
  • Lead the marketing engagement plans between with these prioritised partners and Claranet, to adopting an 'integrated branding' strategy using Claranet where applicable.

About You

Position specifications

  • Strong and demonstrable commercial acumen
  • Proven ability to sell solutions to (or from) a range of managed service providers (MSSP, MSP, ISP, DC & Hosting)
  • Demonstrable career stability 
  • Good understanding of technology trends, customer trends, security challenges and indirect business models.
  • Strong analytical, strategic thinking ability in order to effectively adapt communication across different teams, seniority levels and mediums.
  • Creative mindset with a thirst for problem solving
  • Excellent written and verbal communication skills
  • Knowledge of SFDC, specifically pipeline & forecast management
  • Candidate must thrive in a fast-paced, high-growth environment
  • Strong individual contributor and team player
  • Hunter mentality 
  • 3+ years partner management experience,

In addition, the following are highly desirable:

  • Experience of hosted communications.
  • Experience of designing tactical partner sales incentives
  • Ability to work in a matrix organisation.
  • Ability to present financial data confidently and accurately.

About Us

Claranet combine pioneering technologies, practices, and expertise to propel our customers ambitions. Through a vibrant customer centric culture of collaboration, learning, and opportunity, we nurture a dynamic community of the best technology and service expertise spanning cloud, cybersecurity, networks, and unified communications. 

Founded in 1996, Claranet has evolved into a multi-disciplinary technology services provider with global reach. The company has annualised revenues of circa £350 million, over 6,500 customers, and more than 2,000 employees in nine countries. In the UK we have over 500 staff working in London, Gloucester, Warrington, Bristol, and Leeds, or as homeworkers.  

Claranet consistently appears in The Sunday Times Top Track 250 as one of the fastest growing privately-owned businesses in the UK. Our international success is driven by local service, out of local offices, using a mixture of local and international infrastructure, including hyperscaler clouds.

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