Channel Manager

Accountabilities:

Develop the European channel strategy: Build and execute a regional channel plan aligned with sales priorities, identifying growth opportunities, target markets, and the most effective routes to market.
Recruit and activate strategic partners: Identify, onboard, and develop cybersecurity resellers, distributors, managed security service providers (MSSPs), and managed detection and response (MDR) providers.
Grow existing partnerships: Strengthen partner relationships, identify coverage gaps across priority European markets, and implement initiatives that increase partner engagement and commercial contribution.
Create joint business plans: Collaborate with strategic partners to establish clear revenue objectives, account priorities, sales activities, and actionable growth plans.
Generate partner-sourced pipeline: Drive qualified opportunities through joint prospecting, demand-generation campaigns, industry events, customer engagement, and coordinated sales initiatives.
Enable partner sales teams: Equip partner sellers with the knowledge and resources needed to identify customer needs, communicate value propositions, position cybersecurity solutions, and develop qualified opportunities.
Coordinate technical enablement: Work with Sales Engineering teams to deliver partner training, technical workshops, product evaluations, and other activities that strengthen partner capabilities.
Drive collaborative selling: Partner with regional sales teams and channel partners to progress complex enterprise and government opportunities, supporting customer engagement throughout the sales cycle.
Manage commercial relationships: Help partners navigate sales processes, negotiate commercial terms, resolve channel conflicts, and coordinate effectively with internal stakeholders.
Monitor performance and forecasting: Conduct regular partner business reviews, track pipeline and revenue against targets, maintain accurate forecasts, and ensure clear opportunity attribution.
Represent the business externally: Attend partner meetings, cybersecurity conferences, and industry events across Europe to strengthen relationships, increase market visibility, and identify new opportunities.
Optimize channel investments: Evaluate partner performance and focus resources on activities and relationships that deliver the strongest commercial value.
Requirements:
Channel management experience: Demonstrated experience building and growing cybersecurity channel businesses, with a track record of generating qualified pipeline and revenue through partners.
European market expertise: Experience managing partner relationships across multiple European markets, with the ability to adapt channel strategies to different regional requirements and commercial environments.
Partner recruitment and development: Proven ability to identify, recruit, onboard, and activate relevant resellers, distributors, MSSPs, or MDR providers.
Revenue and pipeline ownership: Experience delivering against channel sales targets, developing joint business plans, creating partner-sourced opportunities, and converting pipeline into revenue.
Enterprise sales collaboration: Experience working alongside direct sales teams and Sales Engineers to support complex enterprise sales cycles and strategic customer opportunities.
Partner enablement: Ability to engage partner executives, sales professionals, and technical specialists, delivering effective training and joint demand-generation initiatives.
Commercial negotiation skills: Strong relationship management and negotiation capabilities, including experience managing channel conflicts and aligning commercial interests.
Forecasting and reporting: Ability to maintain accurate forecasts, track partner performance, measure pipeline contribution, and ensure transparent opportunity attribution.
Cybersecurity knowledge: Familiarity with cybersecurity solutions and markets is essential. Experience in threat intelligence, security operations, vulnerability management, attack surface management, endpoint detection and response (EDR/XDR), MDR/MSSP services, or cybersecurity data platforms is particularly valuable.
Enterprise and government relationships: Existing relationships with channel partners serving enterprise and government customers across Europe are an advantage.
Language skills: Confident professional communication in English is required. Additional European or regional languages are beneficial.
Strategic and analytical thinking: Ability to identify market opportunities, translate business objectives into practical execution plans, and assess performance to prioritize high-impact activities.
Communication and collaboration: Strong interpersonal skills, a customer-focused mindset, and the ability to build trusted relationships with internal and external stakeholders.
Personal qualities: A proactive, hands-on, and results-oriented approach, with a willingness to take ownership, solve complex problems, challenge assumptions constructively, and continuously improve.
Remote work and travel: Ability to collaborate effectively with a geographically distributed team and travel across Europe as required.
Benefits:
Equity participation: Opportunity to share in the organization's growth and success through employee equity.
Remote-first flexibility: Work remotely in an internationally distributed environment, with a culture built around trust, autonomy, and meaningful collaboration.
Health and wellness benefits: Access to health-related benefits according to the country of employment and applicable local requirements. Specific coverage varies by location.
Retirement benefits: Access to applicable pension or retirement benefits based on local regulations and employment arrangements.
Flexible paid time off: Paid leave designed to support work-life balance, including scheduled company-wide shutdowns and any additional leave required by local law.
Equipment allowance: Receive an Apple Mac laptop and a $500 equipment stipend, or local currency equivalent, to create a productive home workspace.
Paid parental leave: Four months of paid parental leave for birth or adoption, with up to two additional months of optional unpaid leave, subject to applicable statutory entitlements and local requirements.
Learning and development: Receive an annual budget of $1,500, or local currency equivalent, for professional development, including courses, certifications, books, and conferences.
Team connection and company events: Participate in company and team offsites, virtual events, and local meetups that strengthen relationships across the distributed workforce.
Meaningful professional impact: Help organizations strengthen their cybersecurity defenses by expanding access to actionable threat intelligence and security solutions.
Growth and innovation: Join a mission-driven cybersecurity environment that encourages ownership, practical problem-solving, continuous learning, and innovative thinking.