Indirect Partner Sales Manager

IDeaS; City of London; On-site; GBP 70,000 - 90,000; Full time

Job summary

A leading hospitality technology company is seeking an Indirect Partner Sales Manager to drive sales growth through partner engagement in the EMEA region. This individual contributor role involves strategy development and execution for partner sales while fostering relationships with consultants and technology partners. The ideal candidate has over 8 years of experience in B2B SaaS and a strong grasp of the hotel technology ecosystem. Occasional travel within EMEA is required.

Qualifications

• 8-10+ years of experience in direct sales or channel/alliances in B2B SaaS.
• Proven track record in generating revenue growth through partner ecosystems.
• Strong understanding of hotel technology and commercial technology stacks.

Responsibilities

• Develop partner sales strategies by type of partner and target sales growth.
• Provide enablement and feedback to partner sales teams.
• Deliver measurable partner-sourced and partner-influenced pipeline.

Skills

Experience in B2B SaaS

Revenue growth through partner ecosystems

Understanding of partner/channel sales models

Communication skills

Proficient in MS Excel, Word, Outlook and Salesforce

Job description

Join to apply for the Indirect Partner Sales Manager role at IDeaS Revenue Solutions.

As an Indirect Partner Sales Manager, you are responsible for developing and executing activities that generate measurable sales and revenue impact from the consulting community, IDeaS ambassadors, technology partners and select channel partners, strengthening IDeaS’ position in the hospitality technology and revenue management industry. The role focuses on the EMEA region and reports to the AVP, EMEA Sales.

This role is an individual contributor focused on driving sales growth through engagement and enablement, with coordination and collaboration with IDeaS’ Global Alliances team. It involves up to 25% travel across EMEA, attending trade shows, conferences, and meetings.

What You'll Be Doing

• Partner Sales Strategy & Revenue Growth – Identify and prioritize partner strategies by type of partner (consultant, ambassador, technology partner), targeting sales and pipeline growth by region, integration type, and impact scale. Work with the Global Alliance team, use existing partner tiering and investment models, set clear rules of engagement, targeting property penetration and success criteria. Create and own partner sales/revenue growth plans with annual targets, joint value propositions, ICP alignment, and measurable outcomes, communicated quarterly.
• Go-to-Market Execution – Build and launch repeatable GTM frameworks, joint offers, messaging, pricing/packaging and co-sell motions. Participate in co‑marketing campaigns, webinars, regional roadshows, and events with Global Alliances, Marketing and Partner Marketing. Package and deliver industry plays (e.g., brand conversion, new build, upsell bundles) with tailored talk tracks and customer references.
• Go-to-Market Enablement – Provide enablement, mentoring and feedback to partner sales teams. Contribute to role‑based education with Global Alliance, Partner Marketing, Client Success. Enhance partner playbooks with discovery questions, value narratives, competitive differentiators and objection handling.
• Partner Marketing & Advocacy – Develop joint value propositions and supporting content (one‑pager, solution briefs, demo scripts, case studies) to accelerate partner sales. Expand relationships, focusing on regional sales teams and commercial leadership, conduct reviews and enhance relationship maps in Salesforce. Position IDeaS solutions as the first recommendation choice for consultants and integration partners.
• Revenue & Operations – Deliver measurable partner‑sourced and partner‑influenced pipeline aligned to revenue targets. Improve attach rates and shorten cycle times. Establish pipeline attribution rules, forecast accuracy standards and dashboards in CRM/PRM tools. Partner with Customer Success to align post‑sale motions for adoption, cross‑sell and renewal.
• Represent IDeaS at industry conferences, webinars and partner events as a thought leader.
• Contribute to the Global Alliances team, shaping global partner strategy.
• Anticipate future business needs; the scope may expand to include direct people leadership responsibilities.
• Perform other duties as assigned.

What You'll Bring To Us

• 8‑10+ years of experience in direct sales or channel/alliances in B2B SaaS; Hotel Technology / Hospitality Technology Ecosystem experience required.
• Proven track record in generating revenue growth through partner ecosystems.
• Strong understanding of partner/channel sales models and hotel commercial technology stack.
• Demonstrated success in building co‑sell ecosystems with multi‑million‑dollar ARR.
• Ability to collaborate and influence across functions without direct authority.
• Executive presence and credibility to engage partner C‑suite and enterprise ownership groups.
• Excellent communication and presentation skills; ability to represent IDeaS externally.
• Proficient in MS Excel, Word, Outlook and Salesforce.
• Travel as business requirements dictate.

We Support Who You Are

As a global company, we strive to create an inclusive environment where diverse perspectives spark innovation and meet the evolving world’s challenges. We value accountability, curiosity, passion and authenticity and continue our quest to build a more inclusive environment.

Additional Information

To qualify, applicants must be legally authorized to work in the United Kingdom or Spain, and should not require sponsorship for employment visa status now or in the future.

All qualified applicants are considered for employment without regard to race, color, religion, gender, sexual orientation, gender identity, age, national origin, disability status, protected veteran status or any other characteristic protected by law.

Equivalent combination of education, training and relevant experience may be considered in place of the education requirement stated above.

Resumes may be considered in the order they are received.

IdeaS/SAS employees performing certain job functions may require access to technology or software subject to export or import regulations. To comply with these regulations, IDeaS/SAS may obtain nationality or citizenship information from applicants for employment. IDeaS/SAS collects this information solely for trade law compliance purposes and does not use it to discriminate unfairly in the hiring process.