MidFull TimeEN
Cambium Networks is seeking an EMEA Channel Marketing Manager, preferably based in our Barcelona office, to support channel marketing strategy and execution across the EMEA region. Reporting to the EMEA Field Marketing Manager, this role will partner with regional sales, distributors, and channel partners to deliver pipeline growth, partner engagement, and measurable ROI through scalable programs and disciplined fund management.
The EMEA Channel Marketing Manager owns channel marketing strategy and execution across EMEA, prioritizing markets, partners, and investments based on regional business goals, opportunity, and performance.
Department Description
At Cambium Networks, we simplify complex networking with powerful solutions that are easy to manage and deploy. Our ONE Network platform brings together fixed wireless broadband, fiber optics, Wi-Fi, switching, security, and SD-WAN for organizations around the world-from telecoms and service providers to enterprises, industrial campuses, and public sector institutions.
At Cambium Networks, we work relentlessly to deliver reliable connectivity, simplified for everyone. We are now seeking an EMEA Channel Marketing Manager, preferably based in our Barcelona office, to support channel marketing strategy and execution across the EMEA region. Reporting to the EMEA Field Marketing Manager, this role will partner with regional sales, distributors, and channel partners to deliver pipeline growth, partner engagement, and measurable ROI through scalable programs and disciplined fund management.
Scope of Responsibilities & Position Expectations
Channel strategy and planning
• Build EMEA channel marketing strategy aligned to regional sales priorities and global marketing plans.
• Create quarterly and annual channel marketing plans for distributors, VARs, MSPs, and integrators, including goals, program mix, budget allocation, and expected outcomes by partner and country.
• Own channel marketing strategy and execution across EMEA, prioritizing markets, partners, and investments based on regional business goals, opportunity, and performance.
Channel demand generation
• Lead the planning and execution of channel-led demand programs: webinars, field events, digital campaigns, paid media, email nurtures, and co-marketing initiatives.
• Localize and adapt campaigns for priority markets; coordinate translations and ensure regional compliance and brand standards.
• Build repeatable campaigns-in-a-box for distributors and partners, including targeting guidance, recommended offers, and follow-up sequences.
Channel marketing enablement
• Develop and maintain channel-ready assets: partner toolkits, landing pages, email templates, solution briefs, pitch decks, battlecards, and case studies.
• Run partner marketing enablement sessions (virtual-first) and provide playbooks for campaign execution, lead handling, and reporting.
• Collaborate with product marketing to keep positioning and messaging current and partner-friendly.
Channel marketing fund management
• Own the EMEA distributor Cooperative Marketing Fund (co-op) and partner Marketing Development Fund (MDF) budget execution from end-to-end, including planning, governance, prior approvals, usage oversight, claims processing, and ROI reporting.
• Drive recurring co-op engagement with distributors through a consistent operating rhythm:
• Annual and quarterly co-op planning by distributor, including funding forecasts, program themes, target segments, and expected pipeline contribution.
• Quarterly business reviews with distributors focused on co-op utilization, program results, lead quality, and pipeline impact.
• Ongoing coordination to ensure distributors deliver timely reporting on lead flow, follow-up, and conversion, and that partner-sourced leads are properly routed.
• Co-op usage per eligibility rules and required proof-of-performance, aligned with finance and legal/compliance.
• Optimize spend and performance:
• Track utilization, ROI by activity, cost per lead (where applicable), pipeline influence, and win contribution.
• Coach distributors on improving program effectiveness (targeting, creative, offers, partner recruitment, follow-up).
• Coordinate closely with the EMEA sales team and identify opportunities to allocate MDF funds to partners for key activities.
• Track MDF budget and utilization, ROI by activity, cost per lead (where applicable), pipeline influence, and win contribution.
• Guide partners as needed to improve program effectiveness (targeting, creative, offers, partner recruitment, follow-up, etc.).
Events and channel communities
• Drive EMEA channel marketing moments (virtual-first), including webinars, distributor partner days, regional events, and targeted industry and trade shows.
• Lead channel communications, newsletters, and community engagement to increase participation in campaigns and programs.
Cross-functional leadership
• Work closely with EMEA sales and channel leadership, partner account managers, marketing ops, finance, and legal/compliance.
• Coordinate with global marketing to reuse core campaigns and share best practices from EMEA.
Measurement and optimization
• Define KPIs and a reporting cadence for channel programs, including co-op and MDF.
• Track sourced and influenced pipeline, lead quality, conversion rates, activity ROI, and partner engagement; run retrospectives and improve programs each quarter.
Success metrics
• Channel-sourced and channel-influenced pipeline and revenue versus targets.
• Co-op and MDF utilization and ROI: percentage of funds utilized, ROI by program type, compliance rate, cycle time for approvals and claims.
• Demand metrics: MQL and SQL volume, conversion rates, cost per lead, and opportunity velocity.
• Distributor performance: number of active reselling partners engaged in campaigns, lead follow-up performance, partner recruitment into programs.
• Partner performance: program adoption, campaign outcomes, and revenue contribution.
Knowledge/ Skill Requirement
Essential
5+ years in B2B marketing with 3+ years in channel and partner marketing (technology, telecom, networking, SaaS, or hardware industries preferred).
Demonstrated success driving measurable pipeline through partner and distributor programs.
Hands-on experience managing MDF and co-op budgets, approvals, and claims processes with finance and compliance alignment.
Strong digital demand and campaign operations capability; comfortable running virtual-first programs.
Proficiency with CRM and marketing automation and reporting (e.g., Salesforce plus Marketo, HubSpot, or Pardot).
Strong partner-facing communication, negotiation, and stakeholder management.
Desirable
o AI fluency, including practical experience using AI tools to improve campaign planning, content production, analytics, and operational efficiency.
o Experience across diverse EMEA markets (UKI, DACH, Nordics, Benelux, France, Iberia, MEA).
o Familiarity with PRM, partner portals, and campaign syndication tools.
o Understanding of distributor-led and two-tier channel models.
o Multilingual skills a plus; Spanish advantageous but not required, along with languages such as French, German, Italian, or Arabic.
Skills and Competencies
• Strong communication and stakeholder management skills; able to drive alignment across sales, distributors, and internal teams.
• Analytical and outcome-driven; comfortable setting targets and analyzing performance.
• Solid project management with the ability to run multiple workstreams and deadlines.
• Budget stewardship and vendor management.
Working Relationships
Reports to EMEA Field Marketing Manager
Partners with EMEA Sales and Channel Leadership, Partner Account Managers, Sales Operations, Global Channel Marketing, Product Marketing, Product Management, Marketing Operations, Finance, Legal and Compliance
External distributors, key partners, agencies, event and media vendors
Location and Travel
Preferred location: Barcelona, Spain, as this is a Cambium office location.
Role scope: Regional, covering EMEA.
Hybrid: expected in the office at least 2 days per week.
Other locations may be considered depending on candidate profile and company footprint.
Travel: 10%-25% across EMEA, depending on partner coverage and event calendar (virtual-first execution model).
