Channel Account Manager – EMEA

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

📋 Description

• Establish and maintain long-term relationships with channel partners to ensure collaborative success in promoting Zafran’s CTEM platform.

• Act as the main point of contact for designated EMEA partners.

• Create and implement joint business strategies to meet revenue goals and broaden market presence.

• Propel sales through channel partners by recognizing opportunities, overseeing pipelines, and working together on deal closures.

• Track and communicate partner performance metrics, including indirect revenues, pipeline creation, and deal registrations, utilizing Zafran’s CRM tools.

• Collaborate with resellers and distributors to generate demand and finalize impactful deals.

• Offer partner training, certifications, product insights, sales resources, and marketing materials.

• Ensure access to technical support, pre-sales engineering, and customer success teams.

• Execute and oversee channel programs, incentives, deal registrations, and market development funds.

• Partner with marketing to create co-branded campaigns and materials.

• Guarantee partner adherence to channel program guidelines and agreements.

• Collaborate with sales, marketing, engineering, product, and customer success teams to synchronize channel strategies.

• Relay partner feedback to product teams to shape the platform roadmap.

• Coordinate with field sales teams to resolve channel conflicts and provide seamless customer interactions.

• Stay updated on cybersecurity trends, competitor actions, and market possibilities.

• Identify and onboard new partners in high-growth markets and sectors.

• Evaluate partner performance data to refine channel strategies and enhance ROI.

⛳️ Requirements

• 3-5+ years of experience in channel sales, partner management, or business development, preferably in cybersecurity, SaaS, or IT solutions.

• Demonstrated success in driving revenue growth through channel partners in the Western U.S. market.

• Experience collaborating with resellers, distributors, VARs, or MSPs in a B2B technology setting.

• Strong skills in relationship-building and interpersonal communication.

• Exceptional communication and presentation abilities.

• Proficient in CRM tools such as Salesforce and partner management platforms.

• Capable of excelling in a dynamic, remote work environment.

• Strong organizational and time-management capabilities.

• Understanding of cybersecurity, vulnerability management, or CTEM markets is a plus.

• Established network of contacts within the cybersecurity or IT channel ecosystem in EMEA is preferred.

• Experience with channel programs akin to those at leading cybersecurity companies is preferred.

• Familiarity with AI-driven security solutions or vulnerability management platforms is preferred.

🏝️ Benefits

• Flexible PTO.

• Health insurance plans (medical, dental, vision).

• Monthly stipend for phone and internet.

• 401k.

• Flexible spending account.

• Home office stipend upon joining.

• Access to cutting-edge AI models, including Claude.