Global Head of Channel

This is a fully remote position, open to applicants in Germany, +4 more countries.

📋 Description

• Develop and oversee VMRay’s worldwide channel strategy.

• Initiate partnerships with distributors, resellers, and system integrators, subsequently expanding to MSSPs as a consistent market entry point.

• Create the partner program and commercial model, encompassing tiers, incentives, partner economics, deal registration, and engagement rules.

• Attract and nurture high-value partners.

• Determine the areas for investment, expansion, or withdrawal.

• Collaborate with Product and Technical teams to establish MSSP commercial and licensing models.

• Partner with regional sales leaders for co-selling, account mapping, and collaborative business plans.

• Work alongside Marketing, Enablement, RevOps, Legal, and Finance to ensure the partner ecosystem is scalable and measurable.

• Develop target account strategies with sales managers and resellers.

• Engage in international travel to meet with partners, regional teams, and key markets.

⛳️ Requirements

• Demonstrated success in establishing channel and MSSP partnerships from inception, rather than merely managing an existing network.

• Extensive experience in enterprise cybersecurity, preferably in threat detection, SOC technologies, or related security solutions.

• Practical experience with MSSPs, including knowledge of commercial models, licensing, and recurring revenue.

• Proven ability to convert partners into measurable sources of partner-sourced and partner-influenced pipeline, ARR, and new clients.

• Strong understanding of partner economics, incentives, and collaborative business planning.

• Experience in multiple international markets and the capability to work with direct sales teams without generating channel conflicts.

• Established network with distributors, resellers, system integrators, and MSSPs.

• Experience in North America and EMEA is advantageous.

• Background in a scale-up or rapidly growing vendor is a plus.

• Experience in the public sector and enterprise channel is beneficial.

• Entrepreneurial mindset with a hands-on approach.

• Strong focus on achieving commercial outcomes.

• Collaborative and influential working style.

• Willingness to travel internationally on a regular basis.

• Access to a major international airport.

• Remote work opportunity available across Europe, preferably in Germany, the UK, France, or the Netherlands; exceptional candidates from the US East Coast will also be considered.

🏝️ Benefits

• Flexibility in work location and methodology.

• Regular international travel to engage with partners, regional teams, and key markets.

• Opportunity to develop a global partner business from the ground up, enjoying genuine ownership, short decision-making paths, and the freedom to shape it according to your vision.

• Diverse, international team that appreciates varying perspectives.