Responsibilities

• Role Overview - The EMEA Channel Marketing Manager is responsible for driving partner-led demand and pipeline growth across the region by deeply understanding the local channel ecosystem and activating the right partners through targeted programmes, communications, content, and events.
• This role sits at the intersection of Marketing, Sales, and the Partner Organisation, working closely with regional sales leadership on shared goals and outcomes. The ideal candidate understands how different partner types go to market, knows how to enable partners to generate demand on our behalf, and brings strong regional execution discipline.
• This is a high-impact, hands-on individual contributor role for someone who takes commercial ownership of regional outcomes, thinks strategically, and knows how to turn strategy into action. The role requires frequent travel across EMEA to engage partners, attend industry events, and support field activity.
• Key Responsibilities - Channel & Ecosystem Expertise
• Develop and maintain deep expertise in the EMEA channel ecosystem, with particular focus on the UK market - one of the most competitive VAR and MSP markets in the region, as well as key markets across Western and Northern Europe.
• Understand the business models, customer segments, buying motions, and go-to-market approaches of partner types including: VARs, Systems Integrators, MSPs, Distributors (including key UK distributors such as Exertis, TD SYNNEX, and Ingram Micro), AV Integrators and AV Manufacturers.
• Act as the regional authority on how partners influence, generate, and close demand across EMEA.
• Partner Demand Enablement - Ensure partners are equipped with the right content, messaging, and tools to drive demand on our behalf.
• Localise and activate global partner campaigns for EMEA relevance and impact.
• Develop and deliver partner enablement assets including campaign-in-a-box toolkits, partner-type-specific value propositions, and content aligned to regional customer use cases.

Requirements

• 8 + years of B2B marketing experience, with substantial and demonstrable experience in channel or partner marketing across EMEA.
• Strong understanding of the EMEA partner ecosystem and routes to market, including VARs, MSPs, Systems Integrators, and Distributors.
• Proven track record of working closely with field sales teams on shared pipeline and revenue goals.
• Experience planning, executing, and measuring regional partner events and field marketing programmes.
• Hands-on experience managing or influencing MDF budgets and demonstrating return on investment.
• Proficiency with CRM and marketing automation platforms (e.g. Salesforce, HubSpot, Marketo, or equivalent).
• Strong analytical capability - comfortable working with campaign and pipeline data to draw insights and make recommendations.
• Excellent communication and influencing skills - able to engage credibly with partners, sales leadership, and senior stakeholders.
• Highly organised, execution-focused, and comfortable operating at pace in a matrixed environment.

Preferred

• Experience in the networking, hardware, AV, or broader technology sector.
• Additional European language skills.
• Professional marketing qualification.