Channels and Partnerships Sales Manager, Global Sales Region

Department

Global Sales

Location

Global Sales Region (non-USA and Canada).

Reporting To

VP Global Sales

Direct Reports

None

Job Description

OneArc is seeking a Channels and Partnerships Sales Manager to lead and develop our relationships with prime system integrators and specialised value-added resellers across the Global Sales Region. Focused on defence simulation and training, you will build an international partnership framework to embed OneArc capabilities into large-scale bids. Unlike broad commercial channel sales, this role focuses on the defence simulation, training, and adjacent markets, where programmes and customers are highly strategic.

Candidate Profile

A delivery-focused Sales and Business Development professional with strong operational discipline and intellectual curiosity. You are an adaptive strategist who builds long-term trust and aligns defence capabilities with partner economics to drive sales.

• Proactive: You are a self-starter who excels in remote environments, focused on identifying and creating new opportunities. As a Sales professional, you are a “Hunter”.
• Strategically Minded: You translate complex market data into clear, actionable partner strategies.
• Credible and Influential: You build genuine trust and lasting relationships with senior stakeholders at prime contractors and partner firms.
• A Collaborative Leader: You know how to rally and lead cross-functional teams—both internal and external—to win bids, even without direct authority.
• Internationally Minded: Navigates Asian and European defence cultures with ease and skill.

Key Responsibilities & Impact

• Execute partner strategies to grow existing channels and open high-growth market opportunities in the defence and aerospace sectors.
• Engage early with prime contractors and resellers to ensure OneArc solutions are integrated into major bid requirements and complex defence systems.
• Drive measurable revenue growth through targeted lead generation, account mapping, and expert RFI/RFP response coordination.
• Manage complex deal structuring and multi-stakeholder negotiations while optimising success metrics and partner ROI.

Demonstrable Track Record

Proven impact in demanding business environments with the following competencies:

• Strategic Sales: Experience managing joint pipelines and converting high-value deals with partners.
• Domain Expertise: Deep knowledge of defence acquisition, advanced simulation and training domains, and government budget processes.
• Bid Leadership: Success in leading joint proposals and solution selling to complex stakeholder groups.

A Modern Mindset

• Technologically Proficient: Comfortable using modern tools (including AI) to enhance data analysis, increase productivity, and support decision-making.
• Adaptive Strategist: You thrive in evolving international acquisition landscapes and adapt seamlessly to different regional partner models.
• Intellectual Curiosity: Strong attention to detail, matched with an inquisitive mind that looks beyond the obvious. A continuous learner mindset.
• Systems-Oriented: Competent in using digital workspaces (e.g., Google Workspace) and CRM platforms to track pipeline health and manage workflow effectively.

Required Education, Experience & Skills

Education

A relevant bachelor’s degree or an equivalent strong record of simulation/software industry experience.

Experience Level

5 to 10+ years of proven success in B2B sales, partner strategy, or business development.

Industry Knowledge

Strong familiarity with defence, aerospace, or simulation and training markets, mission planning/rehearsal, is strongly preferred.

Operational Expertise

Solid understanding of defence system integrators, prime contractors, and government MoD/Intel budgets.

Cross-Cultural Fluency

Experience managing cross-functional bid teams globally with an understanding of diverse defence business cultures.

Working Conditions

• Environment: Remote working role, European based.
• Travel: Extensive and frequent travel across the Global Sales Region (including Europe and Asia) to support partner engagements, sales conferences, and key industry events.