Description
About the Role
As the UKI Reseller Lead, you will be the entrepreneurial owner of our Resell motion across the UK & Ireland. This is a highly strategic individual contributor role, where you will lead both the execution and evolution of a refreshed and reimagined Resell channel.
Reporting into the Regional Vice President for UKI Channels & Offerings, you will be responsible for driving the UKI Resell pilot from the front lines, working directly with selected Resell partners and internal sales teams to generate pipeline and close business.
In parallel, you will define the future of the Resell motion—translating pilot learnings into a scalable strategy and multi-year business plan. This role is ideal for someone who thrives in ambiguity, enjoys building from scratch, and can combine direct selling, partner engagement, and strategic thinking.
Your Impact
Build a Scalable Resell Motion: Prove and evolve a modern Resell model in UKI, turning a pilot into a repeatable and scalable revenue channel.
Unlock New Revenue Streams: Drive meaningful net-new growth through partner-led and partner-influenced deals.
Shape UKI Channel Strategy: Use frontline insights to directly influence how the Resell business is designed, invested in, and scaled in future years.
Accelerate Sales Through Partners: Increase the effectiveness and reach of UKI sales teams by embedding a high-performing Resell motion into core deal cycles.
Core Responsibilities
Pilot Execution: Own delivery of the Resell pilot, including partner activation, GTM segmentation, opportunity engagement, and revenue tracking.
Partner Engagement & Governance: Build strong working relationships with selected Resell partners, ensuring alignment on priorities and execution, supporting enablement and recruitment where required, and delivering required governance (QBRs, Business Plans etc)
Pipeline Generation: Create and develop a pipeline through partner collaboration, marketing plans and targeted opportunity engagement.
Forecasting & Pipeline Management: Maintain accurate forecasting, pipeline hygiene, and reporting across all Resell opportunities.
Co-Selling: Work directly with and coach Resell partners and internal sales teams on active deals to drive progression and close.
Business Planning Contribution: Support development of the forward-looking Resell business plan and strategy using real market data and pilot performance, aligning with the Global Resell Programme.
Minimum Qualifications
Resell Channel Experience (Required): Direct experience in the Resell channel, either as a seller working with partners or in a channel-focused role.
Quota-Carrying Sales Experience: Proven track record of meeting or exceeding targets in a complex, multi-stakeholder sales environment.
Execution Focus: Strong ability to operate hands-on in the field, driving deals forward while managing multiple stakeholders.
Strategic Thinking: Ability to connect day-to-day execution with broader business goals and long-term channel strategy.
Matrix Collaboration: Experience working effectively across sales, partners, and internal teams in a matrixed organization.
Entrepreneurial Mindset: Comfort with ambiguity and building new motions from the ground up.
Preferred Qualifications
UKI Salesforce Ecosystem Knowledge: Familiarity with the UKI Salesforce partner and reseller ecosystem.
Program Build Experience: Exposure to launching or participating in pilots, new GTM motions, or channel programs.
Analytical Skills: Ability to interpret performance data and translate it into actionable improvements.