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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.

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