Channel Director - Northern Europe

darktrace; München; On-site; EUR 120,000 - 180,000; Full time

Job summary

Darktrace is seeking an experienced Channel Director to lead the Northern Europe partner strategy and execution. You will recruit and manage VARs/SIs/MSSPs, drive revenue growth through partner-led sales, and collaborate across sales, marketing, services, and product teams.

You will build and scale a robust partner ecosystem, develop training programs, and provide accurate forecasts to the VP of the Global Partner Organisation. Strong leadership and regional experience are essential.

Qualifications

• 5+ years in partner leadership roles within cyber security or enterprise software, focused on Northern Europe.
• 5+ years directly managing CAMs and/or PBMs.
• Proven track record building and scaling partner programs and exceeding revenue targets.
• Deep understanding of VARs, SIs, MSSPs, and technology alliances.

Responsibilities

• Develop and implement the strategic vision for Darktrace's Northern Europe partner ecosystem.
• Identify, recruit, and onboard new strategic partners (VARs, SIs, MSSPs) to expand footprint.
• Drive revenue growth through partner-led sales initiatives and joint business plans.
• Develop comprehensive training programs, sales tools, and technical resources for partners and internal teams.
• Recruit, mentor, and lead a high-performing team of partner managers.
• Collaborate with sales, marketing, services, and product teams to ensure seamless partner engagement.
• Monitor market trends and partner landscape to identify opportunities and challenges.
• Provide forecasts and regular reports on partner performance and initiatives.

Skills

Partner leadership

Team leadership

Strategic planning

Sales enablement

Stakeholder management

Negotiation

Communication

Education

Bachelor's degree in Business, Marketing, Cybersecurity, or related field

Job description

Darktrace is a global leader in AI-driven cybersecurity, helping organizations stay ahead of evolving threats every day.

Darktrace was built on a genuinely differentiated idea: that Adaptive AI could detect and respond to novel, real-time cyber threats. That approach matters more than ever in the era of AI. Today, our customers depend on us to stay ahead.

At Darktrace, we are energized by that responsibility. We work across teams and rally around a shared goal. We own outcomes end to end - step in, step up and see things through without waiting to be asked. We make decisions with urgency, say the hard thing, and hold each other to high standards with care and directness. We move first and learn fast anticipating where our customers are going next, continuously challenging ourselves.

We invest in the skills, learning and opportunities that help people deliver at the level their roles demand, and reward the aptitude and curiosity to grow beyond them.

Our Values: Own It | Win as One | Raise Our Bar | Move First. Learn Fast

Job Description:

We have an exciting new position, growing our team once again across Northern Europe. We are looking for an experienced Channel Director to lead our Northern Europe partner strategy and execution. Reporting directly to the Vice President of the EMEA Partner Organisation, you'll be instrumental in expanding our market reach and driving revenue growth through a robust network of strategic partners.

What will I be doing:

• Strategic Leadership: Develop and implement the strategic vision for Darktrace's Northern Europe partner ecosystem, aligning with global and EMEA partner organisation objectives.
• Partner Recruitment & Management: Identify, recruit, and onboard new strategic partners (VARs, SIs, MSSPs) to expand Darktrace's footprint across Northern Europe (Benelux/Nordics/EE/DACH). Cultivate and maintain strong, productive relationships with existing partners, ensuring their success and loyalty.
• Revenue Growth: Drive significant revenue growth through partner-led sales initiatives, achieving and exceeding regional sales targets. Develop and execute joint business plans with key partners to maximise opportunities.
• Enablement & Training: Ensure partners are fully enabled to effectively position, sell, and support Darktrace solutions. This includes developing and delivering comprehensive training programs, sales tools, and technical resources both internally to our field facing teams as well as externally to partners.
• Team Leadership: Recruit, mentor, and lead a high-performing team of partner managers, fostering a culture of collaboration, accountability, and continuous improvement.
• Cross-functional Collaboration: Work closely with Darktrace's sales, marketing, professional services, and product teams to ensure seamless partner engagement and customer success. Continuously enabling the internal teams to ensure collaboration with partners is best in class.
• Market Analysis: Monitor market trends, competitor activities, and partner landscape to identify new opportunities and challenges.
• Reporting & Forecasting: Provide accurate forecasts and regular reports on partner performance, pipeline, and strategic initiatives to the EMEA VP of the Global Partner Organisation.

What experience do I need:

• 5+ years of progressive experience in partner leadership roles within the cyber security or enterprise software industry, with a strong focus on the Northern Europe market.
• 5 + years of experience directly managing a team of CAMs and/or PBMs
• Proven track record of building and scaling successful partner programs and exceeding revenue targets.
• Deep understanding of various partner models, including VARs, SIs, MSSPs, and technology alliances.
• Existing network & relationships within the key partners in the region
• Demonstrated ability to develop and execute comprehensive partner strategies.
• Exceptional leadership skills with experience building, managing, and motivating high-performing teams.
• Strong business acumen, with the ability to identify and articulate value propositions to partners and customers.
• Excellent communication, presentation, and interpersonal skills, with the ability to build rapport and influence at all levels.
• Strategic thinker with a strong analytical mindset and problem-solving abilities.
• Ability to travel frequently across the Northern European region
• Bachelor's degree in Business, Marketing, Cybersecurity, or a related field

As a growing business strengthening its governance a