Channel Sales Manager, Germany

Mitsogo Inc; München; On-site; EUR 90,000 - 130,000; Full time

Job summary

Mitsogo Inc. seeks an experienced Channel Sales Manager to drive fast-paced pipeline and revenue growth through a German partner ecosystem. You will own recruitment, enablement, and active co-selling with VARs, MSPs, SIs, and Distributors to win complex enterprise deals.

You will target IT, cybersecurity, and endpoint management decision-makers, shaping the channel strategy for scale in Germany and the DACH region. This role demands exceptional stakeholder management and travel readiness.

Qualifications

• 5–10 years of B2B channel sales or partner management experience in SaaS, cybersecurity, or IT infrastructure.
• Proven track record of carrying and exceeding partner-sourced quota via 2-tier distribution models (Distributor → VAR/MSP).
• Strong track record selling into the German Mittelstand and commercial enterprises (1,000–10,000+ employees).
• Deep network with German MSPs, VARs, SIs, and specialized Apple/Enterprise IT resellers.
• Fluent in German and English, both written and spoken.
• Willingness to travel within Germany and the broader DACH region for partner meetings and events.

Responsibilities

• Identify, recruit, and activate a strategic portfolio of German channel partners (VARs, MSPs, SIs, Distributors).
• Develop and execute quarterly "Top 10" business plans with priority partners and drive joint pipeline development and quarterly business reviews.
• Enable partner sales and technical teams through pitch coaching, live product demos, and competitive positioning.
• Actively support partners through long-cycle deals to close mid-market and enterprise deals (1,000–10,000+ seats).
• Collaborate on partner programs, MDF allocation, localized marketing events, and resale/referral frameworks.
• Maintain disciplined forecasting for partner-sourced pipeline and bookings to ensure quota attainment.
• Coordinate with internal teams (Solution Engineers, Product Management, Legal, Execs) for resources, collateral, and pricing approvals.

Skills

B2B channel sales

SaaS / IT security

German market knowledge

Partner ecosystem

English communication

Job description

Mitsogo is a global organization that highly values the contributions of each employee. Our ability to attract top talent is a testament to our commitment to fostering a sense of belonging for everyone. We recognize the rapid evolution of technology and society that impacts our industry, and we prioritize equipping our employees with diverse opportunities and empowering them with a wide range of skills.

Hexnode, the Enterprise software division of Mitsogo Inc., was founded with a mission to simplify the way people work. Operating in over 100 countries, Hexnode UEM empowers organizations in diverse sectors. Fueling the transformation to a seamless ecosystem of connected tools, Hexnode is revolutionizing the enterprise software and cybersecurity landscape.

Why Hexnode?

Hexnode combines global scale, product excellence, and startup-level velocity. We operate in a mission-critical category—supporting organizations that rely on secure, reliable device management every single day. Joining Hexnode means stepping into a hyper-growth environment where you will shape the next phase of a category-defining enterprise security platform.

Role Overview

We are seeking an experienced Channel Sales Manager to drive high-velocity pipeline and revenue growth through a strategic partner ecosystem across Germany (DACH region). You will own the full partnership lifecycle: recruiting, enabling, and actively co-selling with top-tier VARs, MSPs, Systems Integrators, and Distributors to win complex enterprise deals.

In this role, you will target key decision-makers in IT, Cybersecurity, and Endpoint Management, building the operational blueprint for how Hexnode wins at scale through the German channel.

Key Responsibilities

Strategic Partner Acquisition & Activation: Identify, recruit, and activate a strategic portfolio of German channel partners (VARs, MSPs, System Integrators, Distributors), prioritizing quality and long-term strategic alignment over sheer partner volume.

Joint Business Planning: Develop and execute quarterly \"Top 10\" business plans with priority partners, driving joint pipeline development, executive alignment, and structured Business Reviews (QBRs).

Enablement & Competitive Co-Selling: Empower partner sales and technical teams through pitch coaching, live product demos, and sharp competitive positioning against incumbents such as Microsoft Intune, Jamf, Ivanti, and VMware Workspace ONE.

Deal Execution & Enterprise Co-Selling: Actively support partners throughout complex, long-cycle sales engagements to close mid-market and enterprise deals (1,000 to 10,000+ seats).

Partner Programs & Co-Marketing: Collaborate on targeted partner initiatives, including joint campaigns, MDF allocation, localized marketing events, and tailored resale/referral frameworks.

Pipeline Management & Forecasting: Maintain a disciplined cadence for forecasting partner-sourced pipeline and bookings to ensure consistent quota over-performance.

Internal Collaboration: Serve as a dedicated internal advocate for German partners, coordinating with Solution Engineers, Product Management, Legal, and Executive teams to secure resources, localized collateral, and pricing approvals.

Required Experience & Qualifications

5 to 10 years of B2B channel sales / partner management experience within SaaS, Cybersecurity, or IT Infrastructure.

Proven Track Record: Consistent history of carrying and exceeding partner-sourced quota via 2-tier distribution models (Distributor → VAR/MSP).

Segment Focus: Strong track record of selling into the German mid-market (Mittelstand) and commercial enterprise segments (1,000–10,000+ employees).

Ecosystem Expertise: Deep network and experience working with German MSPs, VARs, Systems Integrators, and specialized Apple/Enterprise IT resellers.

Market & Regulatory Knowledge: Deep understanding of the German business landscape, IT security priorities, local compliance requirements (e.g., GDPR / DSGVO, BSI standards), and regional partner dynamics.

Communication Skills: Professional fluency in both German and English (written and spoken) is required.

Mobility: Willingness to travel as needed within Germany and the broader DACH region for partner meetings, trade shows, and customer engagements.

Hexnode is an Equal Opportunity Employer. We welcome and encourage candidates of all backgrounds, identities, and experiences to apply.