Global Head of Channel (M/F/D)

VMRay; Deutschland; Remote; EUR 120,000 - 180,000; Full time

Job summary

VMRay is seeking a strategic leader to design and drive a global partner strategy, focusing on distributors, resellers and MSSPs across Europe, North America and beyond. You will own the partner programme, commercial models and investment decisions, shaping how VMRay goes to market through partners.

You’ll partner with regional sales, marketing, product and finance to scale the channel, drive recurring revenue and build a high‑performing partner ecosystem from the ground up.

Qualifications

• Proven track record in building channel and MSSP partnerships from scratch.
• Strong experience in enterprise cybersecurity and related solutions.
• Experience coordinating with regional sales, marketing and product teams.

Responsibilities

• Build and lead VMRay’s global channel strategy across distributors, resellers and systems integrators.
• Design the partner programme, tiers, incentives and engagement rules.
• Recruit and develop high‑value partners and decide where to invest.
• Create MSSP commercial and licensing models aligned with product teams.
• Collaborate with regional sales, marketing and RevOps on joint plans and pipeline.

Skills

Channel partnerships

MSSP partnerships

Cybersecurity

Enterprise sales

International markets

Job description

Why VMRay

VMRay’s sandbox technology is trusted by security teams, governments and enterprises worldwide to detect and analyse the most advanced threats. Our technology is proven and our customers are loyal. What we don’t yet have is a global channel built to match, and that is where you come in.
This is a rare chance to build a global partner business from the ground up, with the backing of a fast-growing cybersecurity company and a leadership team that is fully committed to channel. You will design how VMRay goes to market through partners worldwide, shape our MSSP proposition, and turn partnerships into one of the biggest drivers of our growth. Reporting directly to our CRO, you will have real ownership, short decision paths and the freedom to build it your way.Why VMRay

• Build, don’t inherit. You define the strategy, the partner programme and the operating model. Nothing is set in stone, and your thinking will shape it.
• A product partners want to sell. Best-in-class threat analysis that SOC and threat intelligence teams rely on, and that MSSPs can build into their own services.
• Global scope from day one. Distributors, resellers, system integrators and MSSPs across Europe, North America and beyond.
• Impact you can see. Success is measured by the pipeline and revenue your partners create, not by how many logos you sign.
• A diverse, international team that values different perspectives, with flexibility in where and how you work.

Your Responsibilities

• Build and lead VMRay’s global channel strategy, starting with distributors, resellers and system integrators, then scaling MSSPs as a recurring route to market
• Design the partner programme and commercial model, including tiers, incentives, partner economics, deal registration and rules of engagement
• Recruit and develop high-value partners, and make tough calls on where to invest, grow or step back
• Build MSSP commercial and licensing models, working with Product and Technical teams so VMRay fits seamlessly into managed security services
• Partner with our regional sales leaders on co-selling, account mapping and joint business plans, making channel and direct sales a team, not competitors
• Work with Marketing, Enablement, RevOps, Legal and Finance to make the partner engine scalable and measurable
• Roll up your sleeves: one day shaping global strategy, the next sitting with a sales manager and a reseller to build a target account plan

Our Requirements

Essential:

• A proven track record of building channel and MSSP partnerships from the ground up, not only managing an established network
• Strong experience in enterprise cybersecurity, ideally threat detection, SOC technologies or adjacent security solutions
• Hands-on MSSP experience, including commercial models, licensing and recurring revenue
• A track record of turning partners into measurable partner-sourced and partner-influenced pipeline, ARR and new customers
• A strong grasp of partner economics, incentives and joint business planning
• Experience across multiple international markets, and of working alongside direct sales teams without creating channel conflict
• An active network across distributors, resellers, system integrators and MSSPs that you can put to work quickly

Advantageous:

• Experience in North America as well as EMEA
• Experience in a scale-up or fast-growing vendor
• Public sector and enterprise channel experience

You’ll thrive here if you are...

• Entrepreneurial and hands-on: you build structure where none exists and move easily between strategy and execution
• Commercially driven: you focus on outcomes, prioritising a few hiHgh-value partners over a long list of signed agreements
• Collaborative and influential: you bring Sales, Product, Marketing and technical teams with you, and build trust without relying on authority

This role is probably not for you if...

• Your experience is mainly in managing an existing, mature partner network rather than building one
• You prefer a large organisation with established programmes and a big channel team behind you
• You measure channel success by the number of partners signed

Location

Remote across Europe, ideally Germany, the UK, France or the Netherlands, with good access to a major international airport. We will also consider exceptional candidates on the US East Coast. Regular international travel to partners, regional teams and key markets.