Channel Manager

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

📋 Description

• Propel strategic growth and achieve operational excellence throughout Eastern Europe

• Establish new MSSP partnerships and oversee the existing partner ecosystem

• Nurture and expand the current partner network in the Adriatic region

• Develop and penetrate markets in Northern Eastern Europe

• Identify, recruit, develop, scale, and manage strategic security-focused managed service partners

• Collaborate across the organization for localized execution and sales alignment

• Forge and sustain executive relationships with key partners

• Oversee partner engagement from negotiation to integration, forecasting, and continuous sales support

• Broaden partner offering catalogs and create new revenue streams utilizing Group-IB offerings

• Generate pipeline and revenue through partner-sourced opportunities and market growth

• Organize marketing events, programs, and campaigns in collaboration with field marketing

• Provide partners with messaging, training, resources, and support

• Establish goals and confirm partner training, certification, and support needs

• Evaluate partner engagement and performance, adjusting strategies as necessary

• Collaborate with sales, marketing, programs, operations, and systems engineering teams

• Manage partner pipeline and forecasts alongside Eastern Europe sales leaders

• Implement campaigns, follow up, and conduct outbound cold calls/emails

• Advance the commercial business within the territory while maintaining accurate forecasts

• Target, educate, and persuade new customers to utilize Group-IB products

• Maintain client database information in CRM

⛳️ Requirements

• Demonstrated experience in South Eastern Europe, particularly in Poland, the Czech Republic, and Hungary

• Proven track record in developing and executing joint business plans with measurable success

• Strong organizational, collaboration, and communication abilities

• Minimum of 5 years of indirect experience selling with or working for Managed Service partners (MSPs, MSSPs, outsourcers, SIs, etc.)

• Extensive knowledge of indirect, managed sales approaches (fully managed, co-managed)

• Experience collaborating with legal and finance teams to create and negotiate master agreements

• Proven ability to develop models that support joint go-to-market strategies with MSSP and MDR partners

• Exceptional communication skills, including listening, writing, and public speaking

• Capacity to thrive in a fast-paced, start-up environment

• Familiarity with Enterprise software in the Security Operations field

• Fluency in English and Croatian or Slovenian; proficiency in Czech is a plus

• CV must be submitted in English

🏝️ Benefits

• Ongoing professional development and various career advancement opportunities

• Option to progress as an expert or move into management roles

• Chance to explore other departments, relocate internationally, or initiate a new business area

• Flexible work schedule with no set working hours

• Incentive program supporting professional certifications at the company's expense

• Access to training courses and professional certifications

• GIB programs designed to enhance soft skills and acquire new competencies

• Monetary rewards for challenges and competencies

• Encouragement and support for employee initiatives and creative projects

• Employee culture focused on happiness and well-being

• International team with extensive expertise

• Opportunity to work with globally recognized cybersecurity technologies

• Economic stability and opportunities for career development