Job TitleEMEA Channel Marketing Manager (preferred Barcelona, Spain)ReportingReports to EMEA Field Marketing Manager.Location & TravelPreferred location: Barcelona, Spain. Role scope: EMEA. Hybrid: at least 2 days per week in office. Travel: 10%-25% across EMEA, depending on partner coverage and event calendar.Scope of Responsibilities & Position ExpectationsChannel strategy and planning- Build EMEA channel marketing strategy aligned to regional sales priorities and global marketing plans.- Create quarterly and annual channel marketing plans for distributors, VARs, MSPs, and integrators, including goals, program mix, budget allocation, and expected outcomes by partner and country.- Own channel marketing strategy and execution across EMEA, prioritizing markets, partners, and investments based on regional business goals, opportunity, and performance.Channel demand generation- Lead planning and execution of channel‑led demand programs: webinars, field events, digital campaigns, paid media, email nurtures, and co‑marketing initiatives.- Localize and adapt campaigns for priority markets;
coordinate translationsand ensure regional compliance and brand standards.- Build repeatable campaigns-in-a-box for distributors and partners, including targeting guidance, recommended offers, and follow‑up sequences.Channel marketing enablement- Develop and maintain channel‑ready assets: partner toolkits, landing pages, email templates, solution briefs, pitch decks, battlecards, and case studies.- Run partner marketing enablement sessions (virtual‑first) and provide playbooks for campaign execution, lead handling, and reporting.- Collaborate with product marketing to keep positioning and messaging current and partner‑friendly.Channel marketing fund management- Own the EMEA distributor Cooperative Marketing Fund (co‑op) and partner Marketing Development Fund (MDF) budget execution from end‑to‑end.- Drive recurring co‑op engagement with distributors through a consistent operating rhythm, including annual and quarterly co‑op planning, quarterly business reviews, and coordination to ensure timely reporting on lead flow and conversion.- Optimise spend and performance by tracking utilization, ROI by activity, cost per lead (where applicable), pipeline influence, and win contribution.- Co‑ordinate closely with the EMEA sales team and identify opportunities to allocate MDF funds to partners for key activities.Events and channel communities- Drive EMEA channel marketing moments (virtual‑first), including webinars, distributor partner days, regional events, and targeted industry and trade shows.- Lead channel communications, newsletters, and community engagement to increase participation in campaigns and programmes.Cross‑functional leadership- Work closely with EMEA sales and channel leadership, partner account managers, marketing ops, finance, and legal/compliance.- Coordinate with global marketing to reuse core campaigns and share best practices from EMEA.Measurement and optimization- Define KPIs and a reporting cadence for channel programmes, including co‑op and MDF.- Track sourced and influenced pipeline, lead quality, conversion rates, activity ROI, and partner engagement;
run retrospectives and improve programmes each quarter.Success metrics- Channel‑sourced and channel‑influenced pipeline and revenue versus targets.- Co‑op and MDF utilisation and ROI: percentage of funds utilised, ROI by programme type, compliance rate, cycle time for approvals and claims.- Demand metrics: MQL and SQL volume, conversion rates, cost per lead, and opportunity velocity.- Distributor performance: number of active reselling partners engaged in programmes, lead follow‑up performance, partner recruitment into programmes.- Partner performance: programme adoption, campaign outcomes, and revenue contribution.Knowledge/ Skill RequirementEssential- 5+ years in B2B marketing with 3+ years in channel and partner marketing (technology, telecom, networking, SaaS, or hardware industries preferred).- Demonstrated success driving measurable pipeline through partner and distributor programmes.- Hands‑on experience managing MDF and co‑op budgets, approvals, and claims processes with finance and compliance alignment.- Strong digital demand and campaign operations capability;
comfortable running virtual‑first programmes.- Proficiency with CRM and marketing automation and reporting (e.G., Salesforce plus Marketo, HubSpot, or Pardot).- Strong partner‑facing communication, negotiation, and stakeholder management.Desirable- AI fluency, including practical experience using AI tools to improve campaign planning, content production, analytics, and operational efficiency.- Experience across diverse EMEA markets (UKI, DACH, Nordics, Benelux, France, Iberia, MEA).- Familiarity with PRM, partner portals, and campaign syndication tools.- Understanding of distributor‑led and two‑tier channel models.- Multilingual skills a plus;
Spanish advantageous but not required, along with languages such as French, German, Italian, or Arabic.Skills and Competencies- Strong communication and stakeholder management skills;
able to drive alignmentacross sales, distributors, and internal teams.- Analytical and outcome‑driven;
comfortable setting targets and analysing performance.- Solid project management with the ability to run multiple workstreams and deadlines.- Budget stewardship and vendor management.Working Relationships- Reports to EMEA Field Marketing Manager.- Partners with EMEA Sales and Channel Leadership, Partner Account Managers, Sales Operations, Global Channel Marketing, Product Marketing, Product Management, Marketing Operations, Finance, Legal and Compliance.- External distributors, key partners, agencies, event and media vendors.#J-18808-Ljbffr