Channel Director

Accountabilities

• Develop, own, and execute the end-to-end channel strategy across EMEA, aligning partner initiatives with broader business objectives and regional growth targets.

• Recruit, onboard, and develop high-performing channel partners, building a strong ecosystem of resellers, managed security service providers (MSSPs), distributors, and system integrators.

• Drive pipeline generation and revenue growth through channel-led and channel-influenced sales opportunities, establishing partnerships as a key route to market.

• Work directly with partners to deliver enablement initiatives, develop joint business plans, coordinate field activities, and improve sales effectiveness.

• Collaborate closely with Sales, Marketing, and Product teams to align channel priorities, strengthen go-to-market execution, and maximize partner contribution.

• Monitor partner performance using relevant metrics, assess program effectiveness, and implement improvements to accelerate growth and increase channel productivity.

• Identify gaps and opportunities within the partner ecosystem, developing initiatives to expand market coverage, strengthen relationships, and unlock new revenue streams.

• Build and maintain strong relationships with key stakeholders across the cybersecurity channel community throughout EMEA.

• Represent the business at relevant industry events, partner meetings, and cybersecurity community engagements to strengthen market visibility and develop strategic relationships.

• Balance strategic channel development with hands-on execution, remaining actively involved in partner engagement, opportunity development, and commercial results.

Requirements

• At least 6 years of experience in channel management within the cybersecurity industry, with a strong understanding of partner ecosystems and indirect sales models.

• Mandatory experience in application security (AppSec), DevSecOps, or software supply chain security, with the ability to communicate the value of complex cybersecurity solutions.

• A proven track record of building, managing, and scaling channel programs across EMEA, delivering measurable pipeline growth and revenue results.

• Established relationships within the cybersecurity partner ecosystem, particularly with value-added resellers (VARs), managed security service providers (MSSPs), distributors, and system integrators.

• A hands-on, execution-focused approach, combining strategic thinking with the ability to recruit partners, drive joint initiatives, and deliver tangible commercial outcomes.

• Strong communication, negotiation, and relationship management skills, with the confidence to engage senior executives and influence key business decisions.

• Excellent collaboration skills and the ability to work effectively across sales, marketing, product, and other cross-functional teams.

• Strong commercial judgment, organizational skills, and the ability to prioritize initiatives in a dynamic, fast-growing technology environment.

• The ability to identify market opportunities, evaluate partner performance, and continuously optimize channel programs based on business results.

Nice to have:

• Experience working in a high-growth technology company or startup environment.

• Previous experience building channel programs from the early stages, including establishing partner frameworks, processes, and go-to-market strategies.

• An extensive network of enterprise cybersecurity partners across EMEA.

• Familiarity with modern go-to-market strategies, indirect sales models, and partner-led growth initiatives.

Benefits

• Strategic leadership opportunity: Take ownership of channel strategy and shape the growth of a cybersecurity partner ecosystem across EMEA.

• High-impact role: Directly influence pipeline generation, revenue growth, market expansion, and partner performance.

• Innovative technology environment: Contribute to advancing cybersecurity solutions designed to address emerging risks across AI-driven software development and cloud environments.

• Cross-functional collaboration: Work closely with sales, marketing, and product teams to develop and execute effective go-to-market strategies.

• Partner ecosystem development: Build relationships with leading resellers, distributors, managed security service providers, and enterprise cybersecurity stakeholders.

• Professional growth: Expand your leadership experience in channel development, cybersecurity, and partner-led commercial strategy within a fast-growing technology business.