About the Role
WSO2 is seeking a highly motivated and experienced Channel Account Manager to drive growth through our partner ecosystem. This role will focus on developing and managing relationships with channel partners, ensuring they are equipped to successfully promote, sell, and implement WSO2’s open source solutions. The ideal candidate will have a strong background in sales, business development, and channel management in the technology industry with API management, integration, CIAM and/or internal developer platforms (IDP).
This position requires fluency in English and Spanish (French is an advantage), as well as the ability to work autonomously while collaborating effectively with cross-functional teams. You will be responsible for driving revenue growth through strategic partnerships, enabling partners to deliver value to customers, and ensuring alignment with WSO2’s business objectives.
Your Key Responsibilities
- Establish and nurture strong relationships with existing and prospective channel partners across Europe.
- Act as the primary point of contact for partners, providing guidance, support, and access to key resources to ensure their success.
- Collaborate with partners to develop joint go-to-market strategies and execute co-marketing initiatives that drive mutual growth.
- Identify, recruit, and onboard new channel partners in the region aligned with WSO2’s product portfolio and strategic objectives.
- Develop and implement partner-led sales plans to expand WSO2’s presence in target markets.
- Monitor market trends and analyze competitive dynamics to uncover new business opportunities.
- Educate partners on WSO2’s products, features, and benefits to enhance their ability to sell and support our solutions.
- Provide ongoing training and enablement programs to ensure partners stay up-to-date with WSO2’s offerings.
- Track key performance indicators (KPIs), including pipeline generation, deal conversion rates, and revenue contributions from partners.
- Leverage data-driven insights to identify underperformance and implement improvement plans as needed.
- Collaborate closely with internal teams—including sales, marketing, product, and technical support—to ensure partner strategies align with company goals.
- Act as a liaison between partners and internal stakeholders to quickly resolve issues and remove roadblocks.
- Maintain comprehensive and up-to-date records of partner activities, opportunities, and outcomes in the CRM system.
- Produce regular reports on partner performance, pipeline status, and progress toward established targets.
- Support partners in customer engagements, including delivering presentations, product demonstrations, and solution design discussions.
- Help ensure a seamless customer journey by addressing any concerns or escalations in collaboration with relevant teams.
- Bachelor’s degree (BA) or equivalent academic qualifications in Finance, Business Management, Economics, Marketing, or a related field.
- 5+ years of experience in sales, business development, channel management, or partner programs within the technology sector.
- Proven track record of success in managing channel ecosystems for enterprise software or middleware solutions.
- Familiarity with open source technologies and middleware platforms (e.g., API management, integration, identity and access management).
- Ability to explain complex technical concepts to non-technical audiences.
- Fluency in English and Spanish is required.
- Additional language skills are a plus, especially those relevant to EU markets.
- Must reside in Europe (EU) due to regional focus and time zone alignment.
- Have the required right to work in Europe.
- Willingness to travel occasionally to meet with partners and attend industry events.
Partner Relationship Management
Business Development
Training and Enablement
Performance Monitoring
Cross-Functional Collaboration
CRM and Reporting
Customer-Facing Engagement
Qualifications and Skills
Education
Experience
Language Skills
Other Requirements
In Addition to a Competitive Compensation Package, WSO2 Offers:
- A work culture and environment where we value both hard work AND flexibility.
- A flexible vacation/leave plan that fits your needs.
- Health, dental, and life insurance for you and your family.
Diversity Drives Innovation:
We've built our business on a commitment to diversity and inclusion. We believe it's important to foster an environment that values and respects each individual's strengths, perspectives, and ideas. Doing so not only drives innovation; it also ensures that we can create superior experiences for our customers, partners, and employees worldwide. We value the diversity of our team regardless of race, ethnicity, religion, gender, age, national origin, disability, sexual orientation, or veteran or marital status, and we do not tolerate any form of discrimination.