Global Head of Channel (M/F/D)

Accountabilities:

• Develop and lead the global channel strategy, initially focusing on distributors, resellers, and system integrators, while expanding MSSPs as a recurring route to market.

• Design and implement the partner program and commercial framework, including partner tiers, incentives, deal registration, partner economics, and engagement guidelines.

• Identify, recruit, and develop high-value strategic partners, making investment decisions to prioritize the relationships with the greatest growth potential.

• Establish MSSP commercial and licensing models in collaboration with Product and Technical teams to integrate the solutions into managed security services.

• Work with regional Sales leaders on co-selling initiatives, account mapping, and joint business plans, ensuring effective collaboration between channel and direct sales.

• Coordinate with Marketing, Enablement, Revenue Operations, Legal, and Finance to build scalable partner processes and measurable performance frameworks.

• Balance strategic leadership with hands-on execution, supporting regional teams and partners in developing target account plans and driving business opportunities.

• Track channel performance through partner-generated and partner-influenced pipeline, annual recurring revenue (ARR), and customer acquisition.

Requirements:

• Proven experience building channel and MSSP partnerships from the ground up, rather than exclusively managing an established partner network.

• Strong background in enterprise cybersecurity, ideally in threat detection, Security Operations Center (SOC) technologies, or related security solutions.

• Hands-on experience with MSSP business models, licensing structures, and recurring revenue strategies.

• Demonstrated ability to generate measurable partner-sourced and partner-influenced pipeline, ARR, and new customer acquisition.

• Strong understanding of partner economics, incentive structures, and joint business planning.

• Experience working across multiple international markets and collaborating effectively with direct sales teams while avoiding channel conflict.

• Established professional network across distributors, resellers, system integrators, and MSSPs.

• Entrepreneurial, commercially focused, and comfortable creating structure in a fast-moving environment.

• Strong collaboration, communication, and influencing skills, with the ability to align Sales, Product, Marketing, and technical stakeholders.

• Advantageous: Experience in North America as well as EMEA, within a scale-up or high-growth technology vendor, and with public sector and enterprise channel markets.

• Willingness to travel internationally on a regular basis to meet partners, regional teams, and key stakeholders.

• Ideally based in Germany, the UK, France, or the Netherlands, with convenient access to a major international airport. Exceptional candidates based on the US East Coast may also be considered.

Benefits:

• Fully remote working arrangement across eligible European locations, with consideration for exceptional candidates on the US East Coast.

• Significant ownership and autonomy to build the global channel strategy, partner program, and operating model from the ground up.

• Direct reporting line to the Chief Revenue Officer, with short decision-making paths and strong executive-level support for channel development.

• Opportunity to shape the global go-to-market strategy and make a measurable contribution to business growth.

• Collaborative, diverse, and international team environment that values different perspectives.

• Flexibility in where and how you work.

• Regular international travel to engage with partners and regional teams.

• Salary, healthcare coverage, and additional benefits are not specified in the job description.