Senior Channel Manager
Onfido
Join us at Entrust
At Entrust, we’re shaping the future of identity centric security solutions. From our comprehensive portfolio of solutions to our flexible, global workplace, we empower careers, foster collaboration, and build solutions that help keep the world moving safely.
Get to Know Us
Headquartered in Minnesota, Entrust is an industry leader in identity-centric security solutions, serving over 150 countries with cutting-edge, scalable technologies. But our secret weapon? Our people. It’s the curiosity, dedication, and innovation that drive our success and help us anticipate the future.
Senior Channel & Alliances Manager – UK & Ireland
Location: United Kingdom
Department: Channel & Alliances
Reports to: EMEA GSI & Channel Director
About the Role
We’re seeking a highly driven Senior Channel & Alliances Manager to lead, optimise, and expand our strategic partner ecosystem across the UK & Ireland. In this influential role, you will plan, direct, and coordinate all sales activities with our strategic partners, ensuring continued growth, increased collaboration, and execution of high‑impact joint business plans.
You will also strengthen relationships with our global technology alliance partners, driving increased local engagement and developing joint go‑to‑market initiatives that elevate our regional presence.
What You’ll Be Doing
Establish, build, and maintain strong, trust‑based relationships with key partners, ensuring effective communication and collaboration with Entrust.
Develop and execute regional and partner‑specific business plans that drive sales growth through distributors, strategic partners, and managed service providers.
Collaborate closely with Entrust sales teams and GSI/strategic partner teams to identify new business opportunities, deliver sales collateral, and support joint customer engagements.
Create demand through value‑based, customer‑centric conversations using the Command of the Message methodology.
Build and manage a healthy pipeline of qualified prospects in collaboration with global and regional SIs.
Work in partnership with Sales, Marketing, Business Development, Professional Services, and other internal stakeholders to execute effective account and coverage strategies.
Champion a strong teamwork ethic and collaborate across functions including Territory Sales, Marketing, Sales Engineering, Inside Sales, Professional Services, Finance, and Operations.
Skills & Experience You’ll Bring
Deep understanding of channel partner business models across various partner types and sizes.
Proven experience managing global and regional SIs within single‑tier and two‑tier distribution frameworks.
Strong background in enterprise IT infrastructure or applications, ideally within IT security (hardware and/or software).
Experience with data protection, encryption, or cryptography is highly advantageous.
Comfortable selling through channel partners and global systems integrators.
Strong knowledge of applicable regional markets and industries.
Skilled in structuring and negotiating partnership agreements—including pricing, support, and services.
Ability to develop and maintain senior‑level stakeholder relationships.
Confident presenter to audiences of various sizes.
Highly motivated, results‑oriented, and a proactive self‑starter.
Familiarity with Command of the Message methodology is desirable.
Key Performance Indicators
Achieving quarterly and annual sales revenue targets.
Pipeline development and achieving deal‑registration goals.
Execution and delivery against partner and regional business plans.
Successful development and execution of joint plans with focus partners.
Completion of personal development plan activities.
Strong SFDC accuracy and forecasting discipline.
Education & Experience
Degree‑qualified with a minimum of 10 years’ industry experience working with strategic regional VARs/SIs and global systems integrators.
About Us
Learn more about our organisation at www.entrust.com, and follow us on LinkedIn, Facebook, Instagram, and YouTube for company updates.
Entrust is proud to be an EOE/AA/Veteran/People with Disabilities employer.
#LI-JB2
At Entrust, we don’t just offer jobs – we offer career journeys. Here is what you can expect when you join our team:
Career Growth: Whether you’re a budding developer or a seasoned expert, we’re invested in your professional journey. With learning-forward initiatives and exciting challenges, your growth is our priority.
Flexibility: Life is all about balance. Whether you’re remote, hybrid, or on-site, we offer flexible options that fit your lifestyle.
Collaboration: Here, your voice matters. Our teams thrive on sharing ideas, brainstorming solutions, and working together to build a better tomorrow.
We believe in securing identities—but it doesn’t stop there. At Entrust, we’re passionate about valuing all identities. Our culture is built on diversity, inclusion, and respect. From unconscious bias training for our leaders to global affinity groups that connect colleagues across the globe, we’re creating a community where everyone is encouraged to be themselves.
Ready to Make an Impact?
If you’re excited by the prospect of innovating, growing your career, and collaborating in a dynamic environment, Entrust is the place for you. Join us in making a difference. Let’s build a more secure world—together.
Apply today!
For more information, visit www.entrust.com. Follow us on, LinkedIn, Facebook, Instagram, and YouTube
For US roles, or where applicable:
Entrust is an EEO/AA/Disabled/Veterans Employer
For Canadian roles, or where applicable:
Entrust values diversity and inclusion and we are committed to building a diverse workforce with wide perspectives and innovative ideas. We welcome applications from qualified individuals of all backgrounds, and we strive to provide an accessible experience for candidates of all abilities.
If you require an accommodation, contact accessibility@entrust.com.
Recruiter:
James BeckJames.Beck@entrust.com