Channel Account Manager

Job Title: Senior Principal Channel Account Manager – Cybersecurity Channel Growth (Germany)

Why Join Us?

This is an exceptional opportunity to lead strategic channel growth in a forward-thinking cybersecurity-focused software organisation. Here’s why you’ll love working here:

1. Shape the Future of Cybersecurity Partnerships – Drive expansion in a dynamic, high-growth industry by enabling partner success across Germany’s reseller and MSSP ecosystem.
2. Global Reach, Local Impact – Be part of a diverse, globally connected team while owning a key regional market.
3. Strategic Autonomy – Operate with a high degree of ownership in a role that blends strategic planning with tactical execution.
4. Career Development & Recognition – Thrive in a performance-driven culture with clear paths for growth and meaningful reward structures.
5. Flexible Remote Work – Enjoy the freedom of working remotely while travelling regularly to engage with key partners across Germany.

Key Role Responsibilities

• Develop and execute a regional partner business plan with defined goals and success metrics.
• Drive partner-sourced revenue through strategic alliances with resellers, MSSPs, and VARs.
• Recruit and onboard new channel partners aligned to mid-market cybersecurity needs.
• Deliver technical and sales enablement programmes to ensure partner readiness.
• Lead joint go-to-market efforts including campaigns, events, and webinars.
• Serve as the bridge between internal sales teams and external channel partners.
• Build and maintain executive-level relationships to strengthen long-term alliances.
• Oversee contract negotiations, performance reviews, and partner growth planning.
• Maintain accurate sales forecasting and pipeline management.
• Monitor the competitive landscape and contribute to ongoing strategy refinement.

Key Attributes Required

• 5–7 years of experience in channel sales, ideally within cybersecurity, SaaS, or cloud infrastructure.
• Proven success in growing partner ecosystems within Germany or across EMEA.
• Deep knowledge of the German reseller, VAR, and MSSP landscape.
• Strong understanding of the mid-market cybersecurity customer profile.
• Excellent communication, presentation, and negotiation skills.
• Experience building strategic account plans and executing growth strategies.
• Ability to influence senior stakeholders, including C-level executives.
• Fluency in both German and English (spoken and written).
• Willingness to travel within Germany and occasionally internationally.
• Experience working in a fast-paced, scaling environment is highly desirable.
• Familiarity with partner incentive schemes, joint marketing efforts, and reseller training programmes.