Channel Development Director

Locations: Luton, UK

Reports to: Sales Director

To Apply: Send resume to

About Us:

Thrive is an innovative technology solutions provider focused on cyber security, hybrid Cloud, global network management, disaster recovery and traditional managed services. Our corporate culture, engineering talent, customer-centric approach, and focus upon NextGen services help us stand out among our peers. Thrive is on the look-out for individuals who don’t view their weekdays spent at ‘a job’ but rather look to develop valuable skills that ignite their passion and lead to a CAREER.  If you’re attracted to a work hard, play hard environment and seek the guidance, training and experience necessary to build a lucrative career, then welcome to THRIVE!

Position Overview:

Thrive Channel Development Director will be responsible for UK relationship development on the Master Agent level. Building relationships with Channel Managers, Sales Engineers, and all other sales focused roles at Master Agents with which Thrive has a relationship. The Channel Director will also be responsible for closing business within the Channel and solely focused on selling to clients brought to Thrive by Partners and Master Agents. This role will work very closely with Thrive’s Channel Program Manager and VP of Channel Sales.  


  • To be part of the Thrive sales team and achieve monthly gross margin targets through sales of solutions and services via channel partners and master agents.
  • Achieve monthly activity targets and build / maintain an opportunity pipeline of 3 x cover.
  • To lead and develop our relationship with Master agents operating in the UK market
  • To assist the Master Agent in promoting the Thrive solutions catalogue, to ensure Thrive services are focused on by the Master Agent and their Agents.
  • To recruit and develop a small number of direct channel partners on a buy/sell or commission model.
  • To work closely with our US channel team and ensure Master Agent tools accurately reflect the offering in region and develop tactical promotions to increase opportunity.
  • To close any opportunity that is generated by Master Agents and their Agent, ensuring all parties are fully informed during the process.
  • Ensure all existing and prospective Agents are aware of Thrive capabilities/ offerings and position Thrive products and services to address and meet client needs.
  • To utilize the company prospect management system and ensure all opportunities are registered and updated daily with the latest position. This should include accurate sales stages, commercial values, close dates and progress comments / notes and assignment to the correct marketing campaigns where applicable.
  • General day to day management of new and existing clients.
  • To work with the Thrive virtual team (Sales support, Pre-Sales & Service delivery) to enable Thrive to secure business and align the correct resource within a client account.
  • To attend and fully prepare for monthly reviews, providing sales forecasts and presentations as required.
  • To encourage best working practices with internal support staff.
  • To always work to company best practice.
  • To attend trade shows, corporate events or partner events which may require overnight stays.
  • Always act professionally, positively, and appropriately when representing Thrive.
  • Any other reasonable ad hoc duties that are job related and requested by Management.

Required Qualifications:

  • Minimum of 3 years’ experience selling via Channel partners and or Master agents
  • Specific sales expertise in two or more of the following areas: Managed Security services, Managed services, desktop support, Hosting and hosted solutions, colocation, DRaaS, BaaS, IaaS or Support Services – Maintenance & Professional services
  • Proven Partner development track record
  • Direct sales experience into the SMB market
  • Have worked for a company of a similar structure & size to Thrive
  • High level of confidence and self-assured
  • Tenacity, persistent, determined, strength of will
  • Excellent interpersonal skills – must be easy to converse with, good empathy, listener, consultative, excellent communication skills.
  • Ability to build rapport and strong business relationships at all levels
  • Self motivated and driven
  • Ability to work well under pressure
  • Creative and able to think on their feet
  • Good time management and ability to multi task
  • Resilience
  • Good product and market knowledge/ understanding
  • Ability to handle and overcome objections
  • Commitment and hard working
  • Hunter mentality
  • Outgoing positive personality with a ‘Can Do’ attitude
  • Honest, ethical and without prejudice
  • A true team player
  • Be pro-active
  • Adopt continuous personal development
  • Professional personal presentation
  • Good understanding and knowledge of Microsoft Outlook, PowerPoint, Word and Excel
  • Genuine interest for working in the ICT environment and building a sales career