Channel & Partner Manager

Channel and Partner Manager

Full-time, Hybrid (London)

Job Description

We are looking for an experienced Channel & Partner Manager to develop, manage, and expand Cenevo’s partner ecosystem. You will build productive relationships with resellers, distributors, integration partners, including instrument and hardware vendors, referral partners, strategic alliances, and other channel stakeholders to generate new business, increase revenue, and improve customer value.

This is a cross-functional role spanning relationship management, business development, and marketing. The ideal candidate is a strong relationship builder with sound commercial judgment, excellent communication skills, and a proven ability to turn partner relationships into measurable business results.

Key Responsibilities

• Support and execute Cenevo’s channel and partner strategy in alignment with company revenue and strategic goals.
• Manage existing partners and identify, recruit, and activate new partners across target geographies and customer segments.
• Bring commercial rigor to every partner relationship by setting targets, running QBRs, and tracking performance against agreed objectives.
• Own partner-sourced pipeline and revenue reporting in partnership with RevOps and Sales.
• Support the negotiation and renewal of commercial terms alongside Business Development leadership.
• Gather partner and market feedback to inform product positioning, sales strategy, and future business development opportunities.
• Maintain accurate partner records, forecasts, opportunities, and activity reports in the company’s CRM.
• Stay informed about market trends, competitive activity, and changes affecting Cenevo’s channel ecosystem.
• Design and run a structured onboarding process for each partner category.
• Own onboarding collateral, checklists, and kick-off calls covering commercial, technical, and marketing setup.
• Build and maintain training programmes covering product, positioning, and competitive differentiation.
• Ensure every active partner has current sales assets, battlecards, and demo access.
• Own the lead routing and handoff process between partners and Cenevo’s sales team.
• Track lead follow-up in HubSpot and Salesforce.
• Report on lead volume, quality, and conversion by partner.
• Act as the primary point of contact for named partner accounts.
• Run a regular cadence of partner check-ins and QBRs, and own escalation management.
• Coordinate cross-functionally with Product Marketing on integration partners, and with Sales on sales partners and resellers.
• Work with Marketing to plan co-marketing activity with key partners, including webinars, content, and joint events.
• Maintain partner-facing marketing materials and any partner portal or resource hub.

Experience and Qualifications

• 5+ years’ experience in partner/channel management or channel sales, ideally within B2B SaaS, life sciences, or scientific software — required
• Demonstrated experience recruiting, enabling, and managing external partners — required
• Proven track record of achieving revenue, pipeline, or business growth targets through partnerships — required
• Strong understanding of channel sales models, partner programmes, and go-to-market strategies.
• Excellent relationship-building, negotiation, presentation, and communication skills.
• Ability to manage multiple partners, priorities, and projects in a fast-paced environment.
• Strong analytical and problem-solving abilities.
• Experience using CRM and partner management tools, such as Salesforce, HubSpot, or similar platforms.
• Ability to work collaboratively across departments and influence stakeholders without direct authority.
• Strong project management skills and experience working across marketing and commercial functions.
• Bachelor’s degree in Business, Marketing, Science, or a related field.
• Existing relationships with relevant resellers, distributors, integration and hardware vendors, and referral partners — advantage
• Strong commercial judgment and the ability to translate partner relationships into measurable business outcomes.
• Excellent interpersonal and communication skills, with the confidence to engage stakeholders at different levels.
• Highly organised, proactive, and able to manage multiple partner relationships and projects simultaneously.
• Collaborative approach with the ability to work effectively across Sales, Marketing, Product, RevOps, and other teams.
• Comfortable working independently and taking ownership in a fast-moving, entrepreneurial environment.

Success Measures

• Growth in partner-sourced and partner-influenced revenue.
• New partner recruitment and activation.
• Partner pipeline creation and conversion.
• Partner engagement, productivity, and retention.
• Achievement of joint business-plan objectives.
• Increased market coverage and customer acquisition through the channel.
• Partner satisfaction and overall programme effectiveness.

What We Offer

• Competitive salary and performance-based incentives.
• The opportunity to shape and grow Cenevo’s partner ecosystem.
• A collaborative, supportive, and entrepreneurial work environment.
• Professional development and career-growth opportunities.
• Flexible working arrangements.
• Health plan, pension contributions, paid time off, and other benefits.
• An international working environment with collaboration across teams in the UK, US, Israel, and Poland.
• The opportunity to work with innovative software at the intersection of technology and life sciences.

Company Overview

Cenevo specializes in lab management systems, automation, orchestration, data management and AI technology for life sciences. We are trusted by scientists, companies, and research institutions worldwide, from small biotech to global pharma, with over 950 customers – including 8 out of the top 10 pharmas – and 45,000+ scientist users worldwide. Our team of more than 200 provides customers with global support from our offices in the UK, US, Israel, and Poland. Cenevo enables connected labs which are automated, data-centric and AI-enabled.

Our Mosaic software offers a comprehensive suite of tools to maximize the efficiency and accuracy of sample tracking, inventory management and workflow automation. With connections to over 150 device and system integrations, Mosaic maximizes efficiency, orchestration and accuracy.

Our Labguru software provides a cloud-based laboratory data management research-to-production platform, combining an ELN, LIMS, inventory management and AI-based informatics tools. Scientists rely on Labguru to accurately plan, document, track, streamline, automate and share their research and production.

word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word word"

#J-18808-Ljbffr