Channel Manager

<h3>Accountabilities:</h3><li>
<strong>Develop the European channel strategy:</strong>Build and execute a regional channel plan aligned with sales priorities, identifying growth opportunities, target markets, and the most effective routes to market.</li><li>
<strong>Recruit and activate strategic partners:</strong>Identify, onboard, and develop cybersecurity resellers, distributors, managed security service providers (MSSPs), and managed detection and response (MDR) providers.</li><li>
<strong>Grow existing partnerships:</strong>Strengthen partner relationships, identify coverage gaps across priority European markets, and implement initiatives that increase partner engagement and commercial contribution.</li><li>
<strong>Create joint business plans:</strong>Collaborate with strategic partners to establish clear revenue objectives, account priorities, sales activities, and actionable growth plans.</li><li>
<strong>Generate partner-sourced pipeline:</strong>Drive qualified opportunities through joint prospecting, demand-generation campaigns, industry events, customer engagement, and coordinated sales initiatives.</li><li>
<strong>Enable partner sales teams:</strong>Equip partner sellers with the knowledge and resources needed to identify customer needs, communicate value propositions, position cybersecurity solutions, and develop qualified opportunities.</li><li>
<strong>Coordinate technical enablement:</strong>Work with Sales Engineering teams to deliver partner training, technical workshops, product evaluations, and other activities that strengthen partner capabilities.</li><li>
<strong>Drive collaborative selling:</strong>Partner with regional sales teams and channel partners to progress complex enterprise and government opportunities, supporting customer engagement throughout the sales cycle.</li><li>
<strong>Manage commercial relationships:</strong>Help partners navigate sales processes, negotiate commercial terms, resolve channel conflicts, and coordinate effectively with internal stakeholders.</li><li>
<strong>Monitor performance and forecasting:</strong>Conduct regular partner business reviews, track pipeline and revenue against targets, maintain accurate forecasts, and ensure clear opportunity attribution.</li><li>
<strong>Represent the business externally:</strong>Attend partner meetings, cybersecurity conferences, and industry events across Europe to strengthen relationships, increase market visibility, and identify new opportunities.</li><li>
<strong>Optimize channel investments:</strong>Evaluate partner performance and focus resources on activities and relationships that deliver the strongest commercial value.</li><h2>Requirements:</h2><li>
<strong>Channel management experience:</strong>Demonstrated experience building and growing cybersecurity channel businesses, with a track record of generating qualified pipeline and revenue through partners.</li><li>
<strong>European market expertise:</strong>Experience managing partner relationships across multiple European markets, with the ability to adapt channel strategies to different regional requirements and commercial environments.</li><li>
<strong>Partner recruitment and development:</strong>Proven ability to identify, recruit, onboard, and activate relevant resellers, distributors, MSSPs, or MDR providers.</li><li>
<strong>Revenue and pipeline ownership:</strong>Experience delivering against channel sales targets, developing joint business plans, creating partner-sourced opportunities, and converting pipeline into revenue.</li><li>
<strong>Enterprise sales collaboration:</strong>Experience working alongside direct sales teams and Sales Engineers to support complex enterprise sales cycles and strategic customer opportunities.</li><li>
<strong>Partner enablement:</strong>Ability to engage partner executives, sales professionals, and technical specialists, delivering effective training and joint demand-generation initiatives.</li><li>
<strong>Commercial negotiation skills:</strong>Strong relationship management and negotiation capabilities, including experience managing channel conflicts and aligning commercial interests.</li><li>
<strong>Forecasting and reporting:</strong>Ability to maintain accurate forecasts, track partner performance, measure pipeline contribution, and ensure transparent opportunity attribution.</li><li>
<strong>Cybersecurity knowledge:</strong>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.</li><li>
<strong>Enterprise and government relationships:</strong>Existing relationships with channel partners serving enterprise and government customers across Europe are an advantage.</li><li>
<strong>Language skills:</strong>Confident professional communication in English is required. Additional European or regional languages are beneficial.</li><li>
<strong>Strategic and analytical thinking:</strong>Ability to identify market opportunities, translate business objectives into practical execution plans, and assess performance to prioritize high-impact activities.</li><li>
<strong>Communication and collaboration:</strong>Strong interpersonal skills, a customer-focused mindset, and the ability to build trusted relationships with internal and external stakeholders.</li><li>
<strong>Personal qualities:</strong>A proactive, hands-on, and results-oriented approach, with a willingness to take ownership, solve complex problems, challenge assumptions constructively, and continuously improve.</li><li>
<strong>Remote work and travel:</strong>Ability to collaborate effectively with a geographically distributed team and travel across Europe as required.</li><h2>Benefits:</h2><li>
<strong>Equity participation:</strong>Opportunity to share in the organization's growth and success through employee equity.</li><li>
<strong>Remote-first flexibility:</strong>Work remotely in an internationally distributed environment, with a culture built around trust, autonomy, and meaningful collaboration.</li><li>
<strong>Health and wellness benefits:</strong>Access to health-related benefits according to the country of employment and applicable local requirements. Specific coverage varies by location.</li><li>
<strong>Retirement benefits:</strong>Access to applicable pension or retirement benefits based on local regulations and employment arrangements.</li><li>
<strong>Flexible paid time off:</strong>Paid leave designed to support work-life balance, including scheduled company-wide shutdowns and any additional leave required by local law.</li><li>
<strong>Equipment allowance:</strong>Receive an Apple Mac laptop and a $500 equipment stipend, or local currency equivalent, to create a productive home workspace.</li><li>
<strong>Paid parental leave:</strong>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.</li><li>
<strong>Learning and development:</strong>Receive an annual budget of $1,500, or local currency equivalent, for professional development, including courses, certifications, books, and conferences.</li><li>
<strong>Team connection and company events:</strong>Participate in company and team offsites, virtual events, and local meetups that strengthen relationships across the distributed workforce.</li><li>
<strong>Meaningful professional impact:</strong>Help organizations strengthen their cybersecurity defenses by expanding access to actionable threat intelligence and security solutions.</li><li>
<strong>Growth and innovation:</strong>Join a mission-driven cybersecurity environment that encourages ownership, practical problem-solving, continuous learning, and innovative thinking.</li>