Senior Channel & Alliances Manager – Europe

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

📋 Description

• Implement Strivacity's partner strategy for Europe and gather regional market insights.

• Identify, onboard, and activate key partners in the cybersecurity and identity ecosystem.

• Cultivate relationships with executives and field personnel through regular in-person engagements with partners.

• Create quarterly business plans that focus on account strategies, pipeline development, enablement, and revenue goals.

• Facilitate joint account mapping, co-selling initiatives, and the development of partner-driven opportunities.

• Participate in customer interactions, workshops, executive briefings, and sales efforts alongside partners.

• Enhance partner sales and presales enablement through onboarding programs, certification, and continuous support.

• Work closely with Sales leadership to devise strategies for partner-sourced pipelines and regional revenue targets.

• Negotiate and oversee partner agreements, joint business plans, and Marketing Development Fund (MDF) investments.

• Collaborate across departments including Sales, Marketing, Product, Customer Success, and Global Channel teams.

• Monitor partner performance, pipeline development, activation, and revenue contributions.

• Represent Strivacity at industry conferences, partner gatherings, executive roundtables, and regional networking events.

• Recruit and activate strategic partners that align with Strivacity's Ideal Partner Profile.

• Position Strivacity as a prominent partner within the European cybersecurity and identity landscape.

• Generate quantifiable partner-sourced pipeline through referrals, co-selling, joint account strategies, and field interactions.

• Act as Strivacity's principal partner representative in the European market.

⛳️ Requirements

• Over 4 years of experience in channel management, alliances, partner development, or business development in enterprise SaaS, cybersecurity, CIAM, or identity solutions.

• Proven track record of establishing and nurturing partner relationships that yield measurable pipeline and revenue.

• Existing connections with European cybersecurity consultancies, identity-centric systems integrators, regional SIs, distributors, advisory firms, or IAM/CIAM specialists are highly desirable.

• Experience in selling or forming partnerships around Identity & Access Management (IAM), Customer Identity (CIAM), cybersecurity, fraud prevention, or related security technologies is preferred.

• Strong grasp of the distinctions in enterprise technology purchasing and partner engagement between the UK and continental Europe.

• Exceptional relationship-building skills with executives, sales, and technical stakeholders.

• Demonstrated ability to implement partner business strategies that convert into measurable pipeline and revenue.

• Outstanding interpersonal and communication capabilities.

• Highly self-driven and adept at working independently across various countries and partner organizations.

• Strong organizational and program management capabilities, with the ability to manage multiple strategic partner relationships concurrently.

• Proficient in CRM and partner management tools (e.g., Salesforce, PRM platforms).

• Willingness and availability to travel 40–60% throughout Europe.

• Bonus: Knowledge of CIAM or IAM industry players and technology stacks.

• Bonus: Familiarity with two-tier channel strategies involving distributors.

• Bonus: Experience in a remote-first or distributed team environment for a US-based company.

• Bonus: Exposure to go-to-market strategies involving cloud marketplaces like AWS Marketplace.

🏝️ Benefits

• Competitive salary along with stock options.

• Remote work environment based in the UK with flexible working hours.

• Generous paid time off (PTO) and paid holidays.

• A collaborative, straightforward, and enjoyable team that thrives on collective success.