Channel Partner Manager

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

📋 Description

• Establish robust working relationships with key regional partners, including resellers, distributors, MSPs, and SI partners, acting as the main point of contact for partner engagement within the geographic area.

• Facilitate partner enablement to ensure partners can efficiently present Chainalysis, qualify opportunities, navigate sales strategies, and adhere to our channel processes and requirements.

• Create and implement collaborative plans with priority partners in EMEA to enhance partner-sourced pipeline, boost partner engagement, and increase partner contributions to regional growth.

• Collaborate closely with regional sales leaders, AEs, RevOps, Marketing, and Partnerships to align partners with the appropriate accounts, opportunities, and go-to-market strategies in the region.

• Identify high-potential regional partners for prioritization, enhance existing partner performance, and assist in recruiting new partners where there is a clear market opportunity or coverage requirement.

• Support internal field enablement in EMEA to ensure sellers understand when and how to engage partners, the relevant program guidelines, and the effective operation with indirect routes to market.

• Maintain a consistent operating rhythm with top partners, including conducting business reviews, pipeline check-ins, account mapping, and managing escalations as necessary.

• Monitor partner activity and outcomes in collaboration with RevOps and sales, tracking partner-sourced pipeline, training progress, and overall partner performance within the region.

• Work closely with the broader Partnerships team to ensure that regional execution aligns with the overall program while maintaining a focus on market partner activation and revenue growth.

⛳️ Requirements

• Proven experience in managing channel, reseller, distributor, MSP, VAR, and SI relationships within a B2B technology organization.

• Demonstrated capability to effectively enable partners, including training on value propositions, sales strategies, qualification processes, and collaborating with internal sales teams on opportunities.

• Experience in driving measurable business results through partners, including partner-sourced pipeline.

• Strong cross-functional collaboration abilities, with experience working closely with sales, marketing, RevOps, and other internal stakeholders to implement partner plans.

• Excellent commercial judgment and execution skills, capable of prioritizing partners, managing competing opportunities, and navigating ambiguity in a dynamic environment.

• Experience in EMEA or in a multi-country region with varied market dynamics, sales approaches, and partner maturity levels.

• Strong communication and stakeholder management skills, with the ability to establish credibility both internally and externally.

• Knowledge of the cryptocurrency and blockchain ecosystem, and the ability to quickly familiarize oneself with Chainalysis products, use cases, and customer needs to enable partners effectively.

• Background in cryptocurrency, financial services, public sector, fintech, cybersecurity, or risk/compliance software.

🏝️ Benefits

• Competitive salary

• Professional development opportunities