Channel Sales Manager

About This Opportunity

We are representing a confidential cybersecurity client in their search for a Channel Sales Manager based in London. Our client is a well-funded organization building innovative AI-driven security solutions, and they're expanding their EMEA presence through indirect channels. This is a unique opportunity to build a channel program from the ground up and own the partner ecosystem across the UK and Europe.

As the first hire focused on channel sales in the region, you'll have the autonomy to shape strategy, recruit high-value partners, and drive significant revenue through indirect motion. You'll work closely with sales, product, and customer success teams while establishing relationships with distributors, value-added resellers, MSSPs, and global system integrators.

Responsibilities

• Identify and recruit strategic channel partners including distributors, VARs, MSSPs, and GSIs across the UK and European markets
• Develop partnership agreements, pricing structures, and incentive programs that align with business objectives
• Onboard new partners with comprehensive enablement including product training, positioning guidance, sales tools, and technical certification
• Create partner success playbooks documenting effective messaging, deal strategies, and closing techniques
• Conduct regular business reviews with partners to track pipeline health, revenue performance, and program effectiveness
• Provide hands-on support to partner sales teams on complex opportunities including technical consultation, customer introductions, and deal strategy
• Execute co-marketing initiatives with partners such as joint webinars, events, case studies, and demand generation campaigns
• Manage partner portal, training materials, and go-to-market resources to ensure partners have tools for success
• Build revenue forecasting models for partner-sourced pipeline and closed business
• Identify coverage gaps in partner network and recruit strategically to fill them
• Collaborate cross-functionally to ensure smooth handoffs and exceptional partner experience
• Achieve revenue targets tied to partner-generated deals and pipeline contribution

What We're Looking For

Required qualifications:

• 5+ years of experience in channel sales, partner sales, or indirect go-to-market roles within B2B technology or cybersecurity sectors
• Demonstrated success building channel programs from scratch or scaling existing partner ecosystems
• Strong understanding of partner types (distributors, VARs, MSSPs, GSIs) and proven ability to recruit, enable, and manage them effectively
• Track record managing multiple partner relationships simultaneously while hitting revenue targets
• Deep network within the UK/European cybersecurity or enterprise technology community, or ability to build relationships rapidly
• Experience negotiating partnership terms, pricing models, and incentive structures
• Excellent presentation and communication skills with ability to train partners and present to executive leadership
• Strong project management capabilities to handle multiple concurrent workstreams and timelines
• Proficiency with CRM and sales operations platforms such as Salesforce or Pipedrive
• Ability to balance structure with flexibility, supporting partners without micromanagement
• Comfortable working in ambiguous environments and building processes from the ground up

Preferred qualifications:

• Prior channel or partner management experience with understanding of partner buying behaviors and requirements
• Cybersecurity domain expertise or experience selling security products
• Experience developing MDF (Marketing Development Funds) or partner incentive programs
• Established regional presence and existing relationships across UK and European markets
• Background at early-stage SaaS companies during rapid scaling phases

How We Work With You

Get A Job.ai is managing this search on behalf of our client. When you apply through our platform, one of our specialized recruiters will review your background and conduct an initial screening conversation. If there's a strong match, we'll prepare and submit your profile to the client for consideration. Please apply exclusively through Get A Job.ai—direct contact with the client is not part of this process and may disqualify your application.

Our talent team is here to support you throughout the interview process, provide feedback, and help negotiate your offer when the time comes.

Pay

Compensation details will be discussed during the screening process and are competitive for this role and location.

Equal Opportunity

Get A Job.ai is committed to inclusive recruiting practices. We welcome applications from candidates of all backgrounds and work to ensure fair consideration throughout our process.