Senior Manager, Global Channel Partnerships
Experian · Sofia
Company Description
Experian is a global data and technology company, powering opportunities for people and businesses around the world. We operate across a range of markets, from financial services to healthcare, automotive, agribusiness, insurance, and many more. Experian invests in people and new advanced technologies to unlock the power of data. We have an amazing team of 25,200 people in 32 countries.
Job Description
This is a high-impact opportunity to expand Experian's channel partnership's function. You will focus on the recruitment and activation of strategic partners - transforming Experian's route-to-market through embedded integrations, co-sell motions, and new distribution channels.
You'll build something in its early stages with a genuine mandate and executive sponsorship. You will work with world-class data assets and capabilities that partners seek to integrate.
You will also shape Experian's channel strategy at an important moment as AI-native distribution models and marketplace ecosystems are redefining how enterprise software sells itself.
You will report to SVP, Global Strategic Partnerships.
What you'll do:
Channel Strategy & Operating Model
- Execute on the channel partnership expansion strategy globally, aligned to Experian's growth priorities across data, decisioning, fraud, identity, and analytics solutions
- Expand the channel operating model end-to-end: engagement models (referral, reseller, embedded/OEM, co-sell, marketplace), onboarding playbooks, and success metrics
- Define and prioritize high-impact partner types — including SaaS platforms, Core AI providers and their emerging marketplaces, fintechs, system integrators, and data/technology ecosystem players
- Develop a clear channel value proposition that positions Experian as the preferred partner for organizations aiming to embed the best data and decisioning capabilities
New Partner Acquisition & Pipeline Development
- Identify, target, and recruit net-new channel partners that unlock new distribution, and incremental revenue streams. Ensure that the partner lead generation is done with alignment with Regional partner teams
- Lead Global end-to-end partnership origination: prospecting, outreach, commercial negotiation, legal structuring, and onboarding
- Develop joint business plans with each strategic partner, including clear pipeline targets, co-sell commitments, growth milestones, and mutual accountability frameworks
Go-to-Market Execution & Revenue Growth
- Guide partner-sourced and partner-influenced pipeline through structured co-sell motions, embedded distribution, and marketplace integrations
- Support joint account mapping, opportunity co-creation, and coordinated customer engagement strategies with partner sales teams
- Collaborate with Experian's Regional sales leadership and team to ensure seamless handoffs, co-sell rules of engagement, and revenue attribution processes
Qualifications
What you'll bring:
- 10+ years of experience in channel partnerships, business development, or GTM roles within B2B SaaS, data, or technology organizations
- Experience personally recruiting, structuring, and activating net-new channel or technology partnerships — not just managing inherited relationships
- Experience with channel models including reseller, referral, OEM/embedded, co-sell, and marketplace distribution
- Experience developing joint go-to-market plans with measurable pipeline and revenue outcomes
- Commercially astute: able to structure complex partnership agreements, negotiate commercially, and model revenue and margin impact
- Experience operating in complex, matrixed enterprise organizations
Additional Information
What you'll get:
- Personal Development - career pathway for professional growth supported by learning and development programs and unlimited access to online educational training courses, learning materials and book.
- Work environment - excellent work conditions with friendly environment, recognized team spirit, and fun and quality recreation time.
- Social benefit package including life insurance, food vouchers, additional health insurance, monthly flex allowance and internet coverage, corporate discounts, marriage and childbirth / adoption allowance, Multisport card, Sharesave plan, Employee assistance program, а birthday gift and many other benefits!
- Work-life balance - 25 days paid vacation, 1 additional day off for your birthday and extra 3 paid days for participation in Social responsibility event.
- Opportunity for Flexible working hours and Home Office.
Experian is an Equal opportunity employer. Everyone can succeed at Experian and bring their whole self to work, irrespective of their gender, ethnicity, religion, colour, sexuality, physical ability or age. If you have a disability or special need that requires accommodation, please let us know at the earliest opportunity.
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Our uniqueness is that we celebrate yours. Experian's people first, inclusive and purpose driven culture is multi award-winning; World's Best Workplaces™ 2025 (Fortune Global Top 25), Great Place To Work™ in 26 countries to name a few. Check out Experian Life on social or explore our Careers Site to understand why. Experian is also proud to be an Equal Opportunity and Affirmative Action employer. If you have a disability or special need that requires accommodation, please let us know at the earliest opportunity.
Recruitment Fraud Awareness - Experian's recruitment process is conducted only through authorised channels. Recruitment communications will only be sent from an @experian.com email address. Experian will never ask candidates to make any payment as part of an application, interview, assessment, onboarding, or recruitment process. To apply for roles or verify opportunities, please visit experian.com/careers.
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