Director, EMEA New Channel Business

Posted 10 days ago by Jobtailor

Permanent
Full Time
Other
Cork, Ireland
Job Description
  • Own new customer ARR as the defining metric and deliver new logo acquisition targets across EMEA
  • Lead the EMEA channel territory management team to meet or exceed new business quotas
  • Manage forecasting and pipeline development for real-time visibility into new customer ARR
  • Build and defend a partner-sourced new business pipeline
  • Set the overall EMEA channel strategy and regional go-to-market model
  • Recruit, onboard, and grow high-potential partners and distributors across EMEA
  • Hold dotted-line ownership of distribution relationships, coverage, and enablement
  • Drive retention and upsell of the installed base alongside new acquisition
  • Lead day-to-day sales execution through Channel Territory Managers
  • Align partners, distributors, field teams, and retention/account management teams
  • Enforce channel sales process discipline, including qualification, registration, and pipeline management
  • Use Salesforce and PRM systems to improve process efficiency and forecast accuracy
  • Track and optimize partner activation, opportunity conversion, time-to-close, retention, and upsell KPIs
  • Collaborate with marketing, enablement, product, and support teams on partner-led growth and customer feedback
Requirements
  • 8+ years of experience in channel or indirect sales roles focused on EMEA
  • Proven track record of owning and delivering new business revenue targets through a channel model
  • Demonstrated success leading quota-carrying channel sales teams to drive new customer acquisition
  • Experience owning regional channel strategy and managing distribution relationships across EMEA
  • Deep knowledge of the EMEA cybersecurity partner ecosystem, including VARs, MSSPs, MSPs, and distributors
  • Strong execution skills and ability to drive operational discipline
  • Experience across new business, retention, and upsell throughout the channel lifecycle
  • Command of pipeline management, forecasting, and CRM/PRM tools
  • Collaborative, field-oriented leadership style focused on measurable outcomes
Core Competencies

Demonstrates expertise in channel sales strategy and execution, with a strong focus on new customer acquisition and partner management across the EMEA region. Proven ability to drive revenue growth through effective pipeline management and collaboration with cross-functional teams.

Highest-signal resume keywords
  • Channel Sales Strategy
  • New Business Acquisition
  • Pipeline Management
  • EMEA Cybersecurity Partner Ecosystem
  • Salesforce and PRM Systems
Hard Skills
  • Channel Sales
  • Revenue Targets
  • Forecasting
  • Operational Discipline
  • KPI Tracking
  • Partner Management
  • Customer Retention
  • Upselling
  • Quota-Carrying Experience
  • Sales Process Discipline
Soft Skills
  • Collaborative Leadership
  • Field-Oriented Approach
  • Execution Skills
Industry Keywords
  • EMEA
  • VARs
  • MSSPs
  • MSPs
  • Distributors
  • Channel Lifecycle
  • Customer Feedback
Tools & Technologies
  • Salesforce
  • PRM Systems