SaaS Channel Manager - Strategic VAR EMEA

Join Lansweeper as a SaaS Channel Manager - Strategic VAR
About the Role
As the Strategic Channel Manager VAR (Value-Added Reseller), you will play a critical role in defining and executing Lansweeper's VAR strategy.
Your mission is to strengthen partnerships, align ambitions, and generate mutual business success for a select group of our most strategic VARs. By leveraging strategic planning, stakeholder management, and co-marketing initiatives, you will drive growth and retention within the VAR ecosystem while enabling our partners to maximize revenue opportunities.
Key Responsibilities

1. Business Development and Partner Enablement

• Clearly articulate Lansweeper's value proposition and co-create strategies to drive mutual growth with VARs.
• Develop existing VAR relationships by understanding their ambitions, installed base, and growth potential.
• Identify and implement upsell opportunities by addressing new legislation or market trends.
• Enable VARs through structured partner programs, internal resources, and training to enhance their capabilities.

2. Strategic Planning and Execution

• Conduct account planning, including mapping each VAR to understand their structure and how Lansweeper fits.
• Collaborate with VARs to draft business plans with clear pipeline expectations, mutual commitments, and KPIs.
• Monitor and adjust business plans to ensure alignment with objectives and pipeline growth.

3. Pipeline Generation and Management

• Measure VAR readiness and willingness to contribute to pipeline creation.
• Drive pipeline generation as a multiplier (e.g., 10x pipeline target) through co-marketing initiatives and collaborative efforts with field marketing teams.
• Ensure consistent pipeline coverage and conversion tracking through tools like Discern.

4. Stakeholder and Relationship Management

• Build and maintain strong relationships with VAR stakeholders across various levels and roles.
• Collaborate closely with sales executives and internal teams to ensure VAR alignment and avoid siloed efforts.
• Act as a trusted advisor to VARs, supporting their efforts to close deals and smaller premium opportunities.

5. Performance and Results Tracking

• Achieve KPIs, including new revenue generation, upsell opportunities, and retention of the existing installed base.
• Monitor and improve win rates by VAR, targeting ratios of 2.5-3x or higher.
• Drive incremental revenue per partner while ensuring VAR satisfaction and long-term engagement.

Qualifications

• Strategic and Tactical Expertise: Ability to balance long-term planning with hands-on execution.

• Stakeholder Management: Skilled in engaging with diverse decision-makers and fostering strong relationships.

• Collaborative Mindset: Adept at working cross-functionally with internal teams such as sales, marketing, and product.

• Entrepreneurial Spirit: Self-starter with a proactive and innovative approach to uncovering opportunities.

• Strong Communication: Ability to have impactful conversations with multiple stakeholders across different levels.

• Business Acumen: Deep understanding of VAR business models and market dynamics.

• Networking Skills: Capable of developing and leveraging professional networks to drive success.

What We Bring to the Table:

• Opportunity to help build and shape the role in Channel Management, Partner SaaS sales, and the strategic VAR program

• Autonomy and freedom both practically and strategically

• A supportive and innovative team environment

• A product with a passionate fanbase, proven value, and future potential

• Transparency and inclusion with monthly all-hands meetings and channels to keep you up to date

• Work-from-home options and flexible hours

• Fast-growing, dynamic environment with vertical and horizontal growth opportunities

• Competitive salary according to global and local benchmarks
• Company car and fuel card

• Best-in-class secondary benefits

• After-work events and a yearly get-together with the entire company

Company info:
(In a nutshell, definitely check our website):
Lansweeper is a Technology Asset Intelligence platform with at it's core IT asset
management (ITAM) on a SaaS software model, but with increasingly more data intelligence potential.
Our solution provides unparalleled visibility into IT, OT, and IoT environments, enabling organizations to centralize operations and optimize asset utilization.
By delivering precise, real-time insights, Lansweeper eliminates blind spots, empowering B2B clients to make informed decisions.
This increased visibility results in cost reductions, increased cyber security, increased efficiency, and data clarity.