Channel Manager

This position is listed on behalf of a partner company, which manages all applications and next steps. Our partner is looking for a Channel Manager based in Spain. As a Channel Manager, you will drive partner‑led growth across Europe by building and expanding a network of cybersecurity resellers, distributors, and managed security service providers. You will develop strategic partnerships, activate new routes to market, and turn joint business plans into qualified sales opportunities and measurable revenue. Working closely with regional sales teams and technical specialists, you will help partners position innovative security solutions and win complex enterprise and government contracts. You will take ownership of channel strategy, partner enablement, pipeline development, and commercial performance across multiple European markets. This hands‑on role combines relationship management, strategic planning, and collaborative selling within a fast‑growing cybersecurity environment. You will join a remote‑first international team that values transparency, customer impact, continuous learning, and practical execution. 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: Fam