Channel Account Manager

pbThis position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Channel Account Manager based in Italy. /b /ppWe are seeking a strategic and hands-on Channel Account Manager to build and develop a strong partner ecosystem across the EMEA region. This is an exciting opportunity to shape a channel strategy from the ground up, identifying the right partners and establishing the programs and processes needed for long-term success. You will work closely with regional go-to-market and sales teams to turn partnerships into sustainable sources of pipeline and revenue. The role combines partner recruitment, relationship management, business development, and joint selling. You will collaborate with resellers, distributors, managed service providers, and system integrators operating in the DevOps, cloud, and cybersecurity markets. Ideal for a commercially driven professional who enjoys building relationships and creating impact in a fast-paced technology environment. /ph3Accountabilities /h3ullipIdentify, recruit, onboard, and develop strategic channel partners across EMEA, including resellers, distributors, MSPs, MSSPs, and regional system integrators with strong DevOps, cloud, and security expertise. /p /lilipDevelop joint business plans with key partners and drive partner-sourced and partner-influenced pipeline and revenue. /p /lilipTrain partner sales and technical teams, working alongside Sales Engineers to enable them to independently position, demonstrate, and sell the solutions. /p /lilipCollaborate with account executives throughout the sales cycle, supporting partner-led opportunities from initial meetings through negotiation and deal closure. /p /lilipEstablish and improve the foundations of the partner program, including partner tiers, deal registration, engagement rules, discounts, and margin structures. /p /lilipCoordinate joint marketing initiatives with partners, including events, workshops, and campaigns, in collaboration with the marketing team. /p /lilipWork with the Alliances team to support partner opportunities through AWS, Azure, and Google Cloud marketplaces. /p /lilipMaintain accurate partner activity and pipeline information in Salesforce and provide regular performance updates. /p /lilipShare partner and customer insights with Product, Pricing, and leadership teams to help inform business and product decisions. /p /li /ulh3Requirements: /h3ullipAt least 5 years of experience in channel sales, partner management, or partner development within B2B software, ideally in DevOps, cloud, or cybersecurity. /p /lilipPractical experience working with resellers, distributors, MSPs, MSSPs, and regional system integrators, with a track record of generating partner-sourced or partner-influenced revenue. /p /lilipAn established network of partner relationships across EMEA and the ability to build trusted, productive partnerships throughout the region. /p /lilipStrong interpersonal, communication, negotiation, and influencing skills, with the ability to engage stakeholders at different levels. /p /lilipProven ability to collaborate closely with direct sales teams and support co-selling activities. /p /lilipFamiliarity with enterprise sales methodologies such as MEDDPICC or similar frameworks. /p /lilipUnderstanding of software supply chain security or container security is an advantage. /p /lilipKnowledge of relevant European regulations, including NIS2, DORA, and the Cyber Resilience Act, is a strong plus. /p /lilipExcellent organizational skills, a proactive mindset, and the ability to work independently while building new processes in a fast-growing startup environment. /p /li /ulh3Benefits: /h3ullipOpportunity to establish and shape an EMEA partner ecosystem from the ground up. /p /lilipExposure to a broad network of technology partners across the DevOps, cloud, and cybersecurity sectors. /p /lilipClose collaboration with regional sales, go-to-market, alliances, marketing, product, and leadership teams. /p /lilipOpportunity to influence channel strategy, partner programs, and business growth across EMEA. /p /li /ul #J-18808-Ljbffr