Channel Manager

Our mission

We are living in exciting times where technology and digital transformation improve and disrupt businesses and their supply chains on a daily basis. At Kbrw were disrupting the tech supply chain and we aim to facilitate this transformation through highperforming software driving our consistent growth. And guess what You can help us achieve our vision

Born in 2009 we are a leading European SaaS company on a mission to build robust highquality longlasting projects. Our high performance cloudnative flagship solutions such as Order Management System (OMS) and Warehouse Management System (WMS) helps complex businesses implement new omnichannel operations orchestrate critical business processes and improve customer promises across all business channels. We meet the highest IT requirements by achieving performance robustness configurability easy integration while also mitigating IT risks.

Kbrw is selffounded and has grown significantly over the last five years with a 30% increase in its headcount and its revenue every year. Our solutions are already used by height CAC40 companies and deployed in over 16000 sales outlets in more than 120 countries managing a total transaction value exceeding 30 billion euros

With offices in Paris Bordeaux Lille ClermontFerrand Barcelona and Shanghaiour reach is global and we aim to be 200 employees by 2025

Lets talk about ourPartnership Team

The Partnership Team is growing and were excited to welcome a new member Our focus spans three key types of partners: Systems Integrators (SIs) Independent Software Vendors (ISVs) and consulting firms specializing in supply chain solutions.

We work handinhand with Sales Marketing and Product teams to ensure alignment on revenue goals and processes. Our mission is to foster strong longlasting relationships with partners at every level maintain open and consistent communication and champion growth both within our team and across the organization

What will I be doing

As the Channel Manager at Kbrw you will play a pivotal role in driving the growth and success of our partnership ecosystem globally. Reporting to the Head of Partnerships you will manage strategic alliances and collaborate across teams to position Kbrw as the leader in Order Management Systems (OMS) and Warehouse Management Solutions (WMS). This role provides an opportunity to lead partner strategies develop a qualified pipeline and leverage cuttingedge technologies to enhance Kbrws offerings in the supply chain and digital commerce space.

Key Responsibilities:

Partnership Development and Management:

• Drive the outreach management and growth of partnerships with Systems Integrators (SIs) Independent Software Vendors (ISVs) agencies technology providers and supply chain consulting firms.

• Identify and onboard new strategic partners that align with Kbrws growth objectives.

• Build and maintain executivelevel relationships with partners to foster collaboration and alignment.

Strategic Integration and Collaboration:

• Ensure Kbrws solutions are deeply integrated into partners commerce and digital experience offerings.

• Identify synergies where partners technologies can complement and enhance Kbrws OMS and WMS capabilities.

• Collaborate with Kbrws Sales and Key Account Management (KAM) teams to refine gotomarket strategies and achieve revenue objectives.Key responsibilities include conducting partner account mapping to identify opportunities developing scorecards to track partner performance and creating a comprehensive partner directory aligned with target accounts to ensure focused and effective collaboration.

Revenue and Marketing Alignment:

• Manage revenue targets and establish clear goals for partnerdriven sales opportunities.

• Partner with Marketing to define and execute joint campaigns and vertical strategies that amplify Kbrws market presence.

• Drive partner enablement programs and marketing initiatives to support mutual growth.

Training and Certification Programs:

• Develop and oversee partner training and certification programs to ensure partners are fully equipped with the knowledge and skills to promote and implement Kbrws solutions effectively.

• Regularly update training materials and provide ongoing education to keep partners informed about product enhancements and industry trends.

• Monitor and measure the success of training programs to ensure they drive partner competency and engagement.

Business Planning and Strategy:

• Develop and execute shared business plans with key partners ensuring alignment with Kbrws strategic priorities.

• Work crossfunctionally with Global Sales Marketing and Product teams to deliver joint solutions that resonate in the market.

• Inspire and influence partners at all levels to deepen their engagement with Kbrw.

What do I need from you Education:

• Masters degree in Business Management Supply Chain or a related field.

Experience:

• Proven experience in Partnership Sales or Account Management within the supply chain or technology industry.
• Aproven track record of executing strategic partnerships leveraging a consultative approach to identify opportunities align objectives and drive mutual success.
• Strong organizational skills with the ability to manage multiple tactical priorities while maintaining focus on longterm goals.
• Exceptional collaboration and problemsolving skills with a teamfirst mentality.
• Outstanding interpersonal and leadership skills capable of managing internal stakeholders and external clients effectively.
• Willingness to travel up to 25% of the time for partner engagement and events.

Technical and Organizational Skills:

• Proven ability to navigate complex partner organizations and identify opportunities.
• Familiarity with OMS and WMS products their integration processes and their role within broader supply chain management systems.
• Proficiency in CRM tools and opportunity tracking methodologies.

Soft Skills:

• Strong interpersonal and communication skills
• Strategic thinker with a handson approach.
• Collaborative team player who thrives in crossfunctional settings.
• Selfstarter with a growth mindset eager to learn and contribute to organizational success.

Languages:

Fluent in English; French proficiency is an advantage.

The stuff you wanna know

• An attractive compensation package:
  • A transparent remuneration policy: from software developers to department heads everyone has a compensation based on a transparent formula: entry salary x experience x loyalty x grade
  • Participation in profits in France via the profitsharing system
  • Possibility of bonuses based on your results
• Familyfriendly worklife balance: 2 daysremote policy
• Meal allowance with Swile (9.5 daily)
• Private healthcare provided by AXA (100% covered by Kbrw for you and your family)
• Access to Leeto perks: theater opera sports clubs concerts festivals trade fairs etc.
• Work in an international dynamic and passionate environment with a company culture focused on learning and development:
  • Software engineers training: our developers undergo a onemonth training in Elixir and React with a complete internal and certified training (Qualiopi)
  • Personal development plan: each employee has an personal development plan established by their manager to integrate quickly and progress within the company
  • Manager training: our managers are trained by our HR team and management experts to help provide the best managerial experience for their teams
  • A structured and mature management process: our management approach is structured through welldefined processes via Lattice an HR management platform
• Opportunities to grow fast: responsibilities and promotions are discussed twice a year during two performance reviews
• Kbrw cares about our teams: we have been labeled a Great Place to Work for 2024/2025

Our Recruitement Process

• First meeting with Hari to get to know each other 45 min
• A Mock interview with Swaroop and Sebastien (Sales Director) to restituate the case Study 1 hour
• A last interview on site with Alexandre (Chief of Staff) and Philippe (CEO) 1 hour

Kbrw is an equal opportunity employer. We believe diversity is a strength and fosters innovation. We are dedicated to fostering an environment where everyone feels both included and appreciated. Our commitment extends to providing fair consideration to all qualified applicants irrespective of age color family background gender identity marital status national origin physical or mental ability pregnancy sexual orientation social background or any other characteristic protected by relevant laws.

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