Channel Account Manager

This is a fully remote position, open to applicants in United Kingdom.

📋 Description

• Take ownership and expand Flare’s indirect sales operations across the UKI and DACH regions.

• Recruit and nurture Value-Added Resellers (VARs) in the UKI region.

• Recruit and develop VARs and Managed Security Service Providers (MSSPs) within the DACH area.

• Lead and implement the distributor strategy for DACH, encompassing commercial frameworks, partner enablement, and collaborative go-to-market planning.

• Assist Softprom in partner recruitment, enablement, and pipeline generation throughout Central and Eastern Europe.

• Formulate and execute a strategy for indirect revenue that meets or surpasses designated quotas.

• Utilize existing relationships with UKI VARs and DACH MSSPs/VARs to expedite recruitment, activation, and revenue enhancement.

• Define partner segment priorities and manage revenue growth strategies for specific partners.

• Collaborate with regional Account Executives on territory strategies, co-selling initiatives, and joint pipeline development.

• Partner with Customer Success to facilitate partner onboarding and enablement processes.

• Work in conjunction with Partner Marketing on lead generation, brand visibility, product adoption, pipeline goals, and scalable marketing campaigns.

• Act as a subject matter expert for Flare’s partner program and value proposition.

• Present business cases and proposals to potential and current partners and distributors.

• Expect to travel around 50% of the time to DACH markets for partner engagements and industry events.

• Adapt to changing products, competitive landscapes, and internal priorities.

⛳️ Requirements

• 8+ years of experience in channel management and/or alliance roles.

• 5+ years of experience in the cybersecurity sector.

• Strong pre-existing relationships within the UKI VAR community and the DACH MSSP and VAR landscapes.

• Demonstrated experience in creating and executing sales strategies with MSSPs, GSIs, VARs, CSPs, and Technology Alliances.

• Proficiency in VAR-led strategies in the UKI and MSSP/VAR-led strategies in the DACH region.

• Proven track record in managing and developing distributor relationships.

• Experience in overseeing distributor strategy from partner identification and commercial negotiations through to enablement, joint planning, and pipeline accountability.

• Proven ability to collaborate with existing distribution partners without disrupting established relationships.

• Previous experience in a start-up or early-stage company environment.

• Capability to build structure, act swiftly, and make informed decisions with incomplete information.

• Demonstrated resilience, adaptability, and a positive outlook towards change.

• Bachelor’s degree in Business, Technology, or a related discipline.

• Fluent in German, both written and spoken, capable of conducting business entirely in German.

• Native or near-native proficiency in English, both written and spoken.

• Willingness to operate in a UK-based position with approximately 50% travel to DACH.

• Bonus: experience in threat intelligence, dark web monitoring, or cybersecurity SaaS platforms.

• Bonus: familiarity with MSSP commercial models such as white-labeling, resale, and referral structures.

• Bonus: established relationships within the Distology partner community.

• Bonus: network connections within DACH cybersecurity events and communities.

• Bonus: experience with distributors in Central and Eastern Europe.

• Bonus: experience scaling a channel function through various stages of company growth.

🏝️ Benefits

• Competitive salary.

• Uncapped sales commissions.

• Stock options.

• Health insurance coverage and pension plan.

• Generous holiday allowance.

• Travel budget to facilitate approximately 50% travel across the DACH region.

• Enjoyable company events such as “Flamping,” curling, rock climbing, and more.

• Emphasis on work-life balance.

• Opportunities for personal and professional development.

• Autonomy to design and cultivate a premier channel function.

• Be a part of an inspiring and award-winning team.