Channel Development Manager

About the Role

The Regional Channel Development Manager (CDM) will play a pivotal role in expanding and strengthening WSO2’s partner ecosystem across key European markets : UK, Spain, France, DACH, and Sweden.

The primary objective is to develop and execute go-to-market strategies with regional system integrators (RSIs) and align closely with Enterprise and Commercial Account Managers (AMs) to drive field execution, pipeline growth, and revenue generation through partners.

This role requires a deep understanding of the regional partner landscape, especially RSIs, and the ability to drive partner enablement, business development, and joint customer success initiatives.

You will work closely with our partners throughout their sales cycles and across their sales, solution, and delivery organizations to facilitate WSO2 solutions and opportunities being offered, sold, and delivered.

Your key responsibilities

You will be responsible for building trusted relationships within our partners, increasing WSO2 market share among a competitive environment, evangelizing about the partnership, and leading all business interactions within the sales, pre-sales, project / delivery management, and business leadership teams.

You will own the strategy and the sell-to, sell-through, and sell-with motions with partners and will facilitate this through customer workshops, sales events, and executive engagements as required.

• Partner Development and Enablement
• Identify, recruit, and develop strategic regional system integrators (RSIs) that align with WSO2’s solution portfolio and customer base.
• Onboard and enable partners with the necessary training, certifications, and resources to independently drive sales and delivery.
• Build structured partner business plans, including pipeline targets, marketing activities, and technical capability development.
• Field Execution with Partners
• Work closely with Enterprise and Commercial AMs to integrate partners into account strategies and opportunity execution.
• Co-develop and execute joint field plans with partners to target key accounts and industry verticals across assigned markets.
• Support partners during customer engagements, including sales calls, demos, proof-of-concepts, and solution positioning.
• Market Expansion
• Drive partner-led expansion in Spain, France, DACH, and Sweden, ensuring WSO2 has strong local execution capability in each market.
• Stay informed on regional market dynamics, partner strengths, competitive positioning, and customer needs to adapt strategies accordingly.
• Collaborate with marketing to plan and execute joint campaigns, events, and partner-led demand generation.
• Performance Management and Reporting
• Track partner KPIs including pipeline development, sales performance, certifications, and customer satisfaction.
• Maintain accurate records of partner activities, opportunities, and forecasts within WSO2’s CRM systems.
• Regularly report on regional partner performance, field execution progress, and contribution to regional targets.
• Cross-Functional Collaboration
• Act as the bridge between partners and WSO2’s internal teams (Sales, Marketing, Presales, Customer Success) to ensure smooth coordination and alignment.
• Provide regional feedback to global partner programs and support continuous improvement of partner experience and engagement.

Qualifications and Skills

In Addition to a Competitive Compensation Package, WSO2 Offers :

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.