Channel Director

Posted 04 April 2024
Job type Permanent
Discipline Cyber Vendors
Contact NameSean Hendon

Job description

Trident Search has an awesome opportunity with one of the fastest growing cyber security start-ups in Europe who have recently raised series-A funding and are continuing to grow.
As an early addition to this rapidly growing go-to-market team, you will play a pivotal role as this vendor looks to grow their channel partnerships across the EMEA region. We are looking for someone with experience in helping a cyber security start-up build their channel before.
As Channel Lead, you will play a critical role in accelerating the Go-to-Market motion and transforming the company into being channel-first. Working in a fast-paced, high-growth environment you will be building a repeatable sales model with MSSPs, VARs and consultancies to help distribute our client's unique technology to the whole of EMEA. 
The Role:
  • Develop and implement a comprehensive channel strategy aligned with the company's overall sales and marketing objectives.
  • Identify, recruit, and onboard new high-calibre channel partners across diverse segments and regions.
  • Cultivate and manage deep relationships with existing partners, providing ongoing support, training, and enablement programs.
  • Collaborate with internal teams (marketing, product, technical support) to develop partner-specific initiatives and resources.
  • Drive partner-sourced pipeline generation and lead qualification, working closely with partners to close deals and achieve mutually beneficial goals.
  • Analyse partner performance and identify areas for improvement, implementing strategies to optimize program effectiveness.
  • Stay current on industry trends and competitor landscape, ensuring partners have the knowledge and tools to effectively differentiate and sell our solutions.
  • Lead and motivate a team of channel sales representatives (optional, depending on team structure).
The Person:
  • Proven success in building and managing successful channel partnerships, achieving or exceeding revenue targets through partner collaborations.
  • Strong understanding of the cybersecurity vendor landscape, partner types, and channel program best practices.
  • Excellent communication, presentation, and interpersonal skills, with the ability to build trust and rapport with diverse stakeholders.
  • Leadership abilities to motivate and guide a team, set clear goals, and hold partners accountable for performance.
  • Deep analytical and problem-solving skills, with the ability to identify and troubleshoot channel program challenges.
  • Proficiency in CRM systems and other relevant sales and marketing tools.