Totara is an innovative, fast-growing technology leader in the learning and development space and provider of learning development and HR solutions for 1500 customers across a variety of sectors in over 150 countries. At Totara, you will find an army of talented, motivated, and ambitious people. Our team of 120 people across 3 offices in the UK, US and NZ has been growing steadily over several years and we are now looking to expand the business further. As a community that looks after each other, we value diversity, collaboration, and personal development. The Role As a Channel Partner Manager at Totara, you will be responsible for recruiting, developing, and managing Totara partners focused on the EMEA market. A primary objective will be building our market share within the DACH region, diversifying and broadening our partner base, while also increasing revenues per partner across our existing network. Responsibilities Collaborate with cross functional teams (e.g. Customer Success, Marketing, Product) to accelerate partner enablement, drive pipeline and shape product roadmap. Create a robust business plan to proactively manage and grow your partner portfolio Nurture and grow existing partner relationships to deliver lasting business value for Totara and partners Develop and execute new go-to-market strategies Support partners through the sales cycle as required, to secure renewals, upsells and new business Accurately forecast revenue across your partner portfolio Achieve quarterly and full year revenue goals for your assigned partners Provide sales support to ensure partners are competitive and capable to win business Hold regular business reviews with partners, proactively address any issues and identify opportunities, and distribute key findings Conduct quarterly business reviews, measuring partner performance against agreed business metrics Evangelise the partnership, including joint value proposition with partner sales teams to ensure awareness and collaboration Build and maintain a strong knowledge of Totara's solutions, industry trends, and the wider competitive landscape Act as a thought leader for the EMEA market by developing and communicating insights so that Totara is better positioned to serve the region Demonstrate strong sales and communication skills alongside comprehensive product knowledge, with an emphasis on consultative solution selling Think and act independently and pragmatically within a fast-paced, growth driven environment Effectively communicate and execute key processes and policies Ability to travel as required to cover requirements of territory to support clients and build strong relationships Your Profile You will have an entrepreneurial mind-set and thrive in early-stage high growth environments, having the confidence, skill-sets and can-do attitude to make a difference. You will also be able to demonstrate an understanding and passion for Totara Learning's mission. Prior experience within a partner management role Excellent written and spoken English and German Bachelor's degree in business or related field A self-starter who can work independently and as part of a cross functional team High levels of motivation and resilience with the ability to work proactively in a fast-paced and scaling tech company An interest in technology, Totara's marketplace and how we can support organisations to grow Proficiency with Hubspot or an equivalent CRM is highly advantageous Demonstrated competence to assess priorities, and concurrently manage a variety of activities effectively to meet deadlines with attention to detail and quality Ability to establish strong team relationships at all levels and across time-zones, when working at a distance. Experience working as part of a global team is an advantage Willingness to travel internationally. Travel to our Brighton, UK office will be required periodically What we offer Competitive Base salary and commission structure Flexible working (hybrid) An international and progressive culture The opportunity to join a well-funded, technology scale-up with significant growth ambitions