Global Channel Director

About Thomas  

At Thomas, we envision a world of limitless human potential achieved through deep self-awareness and strong connections among individuals. With over 40 years of experience, we have been at the forefront of providing talent assessment platforms that assist businesses worldwide in recruiting, retaining, and developing exceptional talent. 

But now, it's time for a change... 

The future of work is undergoing a remarkable transformation, and Thomas is determined to break free from its origins as a "traditional" assessment provider. We are embarking on an exciting and bold journey to redefine how people interact in the workplace, setting new standards for the industry. 

Thomas has introduced a new platform called Connect which is designed to revolutionize the way teams collaborate by providing actionable insights that enhance communication, improve relationships, and drive performance. By leveraging behavioural and psychometric data, Thomas Connect empowers individuals and organizations to unlock their full potential by fostering a culture of understanding and collaboration. With features like team profiling, behaviour comparison tools, and personalized development tips, the platform offers a practical and engaging way to optimize every interaction, helping teams work smarter, not harder. 

Is this the right role for you?

We are seeking a dynamic and results-driven Global Channel Director to drive the growth and success of our partner network by developing and executing comprehensive partner sales strategies to achieve revenue targets. This role focuses on nurturing and accelerating performance within an established, £ multi-million global partner base, spanning 50 countries, while proactively identifying and building new distribution, VAR, OEM and consulting partnerships aligned with the strategic expansion of our Assess and Connect offerings. By optimizing existing relationships and pursuing new opportunities, the successful candidate will ensure the partner network contributes significantly to the company’s overall business growth.

Key responsibilities:

• Develop and execute sales strategies and practice building to meet revenue targets through partnerships.

• Collaborate with Marketing to create go-to-market plans and execute on them, and with Product to bring the voice of the partners to help shape ongoing product development.
• Analyse market trends, network within the HCM ecosystem, and monitor competitor activity to identify new break-out partnership opportunities
• Ensure alignment of partner strategies with the overall global business strategy, providing insights to leadership on how channel growth contributes to long-term objectives.
• Accelerate performance of our traditional distributor and VAR partner base (spread across 50 countries) in line with the roll-out of our Assess and Connect offerings, with a particular focus on our top 10 ‘Accelerator partners’.
• Personally identify and establish new regional partnerships as well as establish strong relationships with existing partners to increase sales opportunities and profitable practices for our partners. Address underperformance and identify alternative partners if partners underdeliver.
• Monitor partner performance and provide feedback to improve partner engagement and sales results.
• Negotiate and manage partner contracts, pricing, and terms to ensure mutually beneficial outcomes.
• Working alongside the CEO and/or CRO, secure new technology and consulting partnerships to access new customers and strengthen the Thomas value proposition.
• Manage a team of Channel Account Managers to find new and innovative ways to support growth in current partners while helping them to identify additional or supplementary partners in high potential markets.
• Set clear, measurable KPIs for team members to align their performance with channel objectives, regularly reviewing progress and providing coaching or support as needed
• Work closely with other Thomas teams to ensure the scalability and sustainability of channel programs.
• Provide support and product, sales and marketing training to partners to ensure they are equipped to effectively market and sell to their prospects and customers.
• Provide regular reporting on partner performance, sales metrics, and market trends to management.
• Anticipate and manage risks related to partner relationships, including conflicts of interest, market disruptions, competitor activity, and compliance issues.

• >8 years successful channel business development experience.
• Excellent verbal and written communications skills, including presenting to executive level audiences.
• Experienced leader with proven skills in identifying and building new partner relationships and expanding product sales through existing partnerships.
• Proven success in driving partner business growth through effective business planning and jointly developed demand-gen activities.
• Maintain and manage a robust sales funnel, which ensures meeting or exceeding revenue expectations
• Develop and execute a comprehensive sales and channel development plan focused on growing and expanding partner base.
• Highly skilled at attracting, training, coaching, motivating, and retaining a successful group of channel partners.
• Ability to identify and prioritize opportunities and accurately forecast commitments.
• Experience of successfully leading a team of partner managers.
• Additional languages beneficial.

Thomas Assess – Our Talent Assessment Tool

Thomas has revolutionised the way job success is identified.  We know, there are limitations in relying solely on CVs, applications, and interviews for predicting success, as they’re often influenced by biases. Here’s where Thomas Perform comes in: a Talent Assessment Tool designed to unveil the true potential of candidates. 

A Job Profile has been created by the Hiring Team in Thomas Assess. This identifies the Learning Environment the role will operate in, and the Behaviour and Personality traits required to a be success. Using our Job Profile, Thomas Assess refines your assessments, aligning key factors with job requirements to yield a tailored star rating and interview guide. This allows us to gain insights into candidates, reduces bias, enables us to be crystal clear about the role and the type of candidate we’re looking for and improves the effectiveness of our interviews. Rigorously tested and endorsed by the British Psychological Society, Thomas Assess empowers us to make informed decisions based on valid, reliable insights.  

More information on Job Profiling in Thomas Assess can be found here. You also will learn more about Thomas Assess as you progress through the recruitment process.  

• Holiday – 25 days per annum, plus the opportunity to purchase up to an extra 5 days per annum through the salary sacrifice holiday buy scheme (plus an extra day off for moving house!)
• Market related commission structure, aligned with the role.
• Early Finish Friday - Finish at 15:00 all year round.
• Hybrid Working (primarily working from home with some days as agreed with the People Manager from the office).
• An extra day off for your birthday!
• Employment Assistance Programme - Access to Workplace Options which provides a complete support network that offers expert advice and compassionate guidance and is accessible 24 hours a day, 7 days a week, 365 days a year.
• UK Healthcare – cash plan where members of Team Thomas can claim back for various healthcare appointments (including dental and optical).
• My Specialist GP – a private GP surgery located in Marlow, which is available for all members of Team Thomas to use for emergency on the day appointments, paid for by Thomas.
• Gym Membership – Thomas will either pay up to £28 per month towards gym membership at any nationwide gym, or £28 per month towards membership at The Marlow Club (a gym and swimming pool located close to the Marlow office).
• Perkbox – a communication, health & wellbeing, and discount portal, allowing members of Team Thomas to keep up to date with business news, access information on health & wellbeing offerings and access discounts on a wide range of retail products and leisure activities.
• Personalised Feedback Session - with an enablement specialist to gain insight into own Thomas insights.
• Dress down policy – other than for client facing meetings where appropriate.
• Enhanced Maternity and Paternity Scheme.
• A Salary Sacrifice Pension Scheme.

Location: This role is based in the UK and aligned with our Marlow office