Channel Account Manager, UKI

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

📋 Description

• Take ownership and expand strategic channel partnerships throughout the UKI region.

• Foster trusted connections with key partners by engaging in regular meetings and maintaining an active presence in partner offices across the UK.

• Convert regional revenue objectives into collaborative business plans and execution priorities.

• Conduct business reviews and joint business planning as a commercial advisor to partners.

• Generate partner-sourced pipeline through account planning, campaigns, local events, enablement, and co-selling initiatives.

• Identify, nurture, and expedite partner-led opportunities in collaboration with Account Executives from the initial pipeline creation to closure.

• Oversee the daily commercial relationship with the primary distributor.

• Manage deal registrations and oversee deal flow.

• Provide insights into partner performance and revenue projections while ensuring CRM governance is upheld.

• Shape and implement the UKI channel strategy in collaboration with Channel leadership, Sales, Partner Success, and Account Executives.

• Establish partner connections and pinpoint high-potential opportunities within the first three months.

• Execute joint business plans and establish repeatable pipeline-generation processes by the sixth month.

⛳️ Requirements

• Over 5 years of experience in UK channel sales on the vendor, reseller, or distribution side.

• Strong, established network within the UK channel ecosystem, especially in cybersecurity and NetSec communities (essential).

• Demonstrated success in a quota-carrying sales or channel role.

• Proven track record of generating partner-sourced pipeline and revenue.

• A highly commercial and proactive approach to developing new business.

• Excellent skills in relationship-building and influencing.

• Credibility with NetSec specialists, sales teams, and senior stakeholders.

• Ability to work independently and create structure in a rapidly scaling environment.

• Outstanding English communication skills.

• Based in the UK.

• Established relationships with Softcat and Computacenter NetSec specialists and sales teams (bonus).

• Experience in scale-up environments or in developing and scaling channel operations (bonus).

• Background in cybersecurity or awareness training solutions (bonus).

🏝️ Benefits

• Competitive base salary along with commission (approximately a 60% base/40% variable split).

• Comprehensive healthcare coverage.

• Regular travel to the Helsinki office.

• High-impact, supportive work environment that prioritizes psychological safety.

• Genuine trust and autonomy with no micromanagement.

• Opportunity to contribute to a multi-award-winning cybersecurity product.

• Chance to engage with the global team during visits to the Helsinki office.