Global Head of Channel (M/F/D)

Jobgether; Deutschland; Remote; EUR 180,000 - 260,000; Full time

Benefits offered by this job

Fully remote

Ownership & autonomy

Executive-level exposure

Global go-to-market shaping

Collaborative international team

International travel

Job summary

Jobgether is seeking a Global Head of Channel (M/F/D) based in Germany to define and scale a worldwide channel ecosystem, including distributors, resellers, SI, and MSSPs.

You will own the partner program, commercial framework, and go-to-market model, collaborating with Sales, Product, Marketing, and Tech teams to generate measurable pipeline, ARR, and new customer acquisition. This senior role offers broad regional exposure and remote flexibility.

Qualifications

• Proven experience building channel and MSSP partnerships from the ground up.
• Strong background in enterprise cybersecurity (SOC tech or threat detection).
• Hands-on MSSP business models, licensing, recurring revenue strategies.
• Ability to generate measurable partner-sourced and partner-influenced pipeline and ARR.
• Experience across multiple international markets with cross-team collaboration.
• Professional network across distributors, resellers, system integrators, and MSSPs.
• Entrepreneurial, commercially focused, and capable of building structure in a fast-moving environment.

Responsibilities

• Develop and lead the global channel strategy focusing on distributors, resellers, and system integrators, while expanding MSSPs as a recurring route to market.
• Design and implement the partner program and commercial framework, including partner tiers, incentives, deal registration, partner economics, and engagement guidelines.
• Identify, recruit, and develop high-value strategic partners, making investment decisions to prioritize the relationships with the greatest growth potential.
• Establish MSSP commercial and licensing models in collaboration with Product and Technical teams to integrate the solutions into managed security services.
• Work with regional Sales leaders on co-selling initiatives, account mapping, and joint business plans, ensuring effective collaboration between channel and direct sales.
• Coordinate with Marketing, Enablement, Revenue Operations, Legal, and Finance to build scalable partner processes and measurable performance frameworks.
• Balance strategic leadership with hands-on execution, supporting regional teams and partners in developing target account plans and driving business opportunities.
• Track channel performance through partner-generated and partner-influenced pipeline, annual recurring revenue (ARR), and customer acquisition.
• Travel internationally to meet partners and regional teams.

Skills

Channel strategy

MSSP partnerships

Enterprise cybersecurity

Partner economics

Joint business planning

International markets

Cross-functional collaboration

Influencing skills

Job description

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Global Head of Channel (M/F/D) based in Germany.

This is a senior leadership opportunity to build and scale a global channel business within a fast-growing cybersecurity environment. You will define the partner strategy, establish the commercial framework, and develop a high-performing ecosystem of distributors, resellers, system integrators, and Managed Security Service Providers (MSSPs). With global responsibility and direct exposure to executive leadership, you will have the autonomy to shape the go-to-market model and influence the organization's growth strategy. Working closely with Sales, Product, Marketing, and technical teams, you will turn strategic partnerships into measurable pipeline, recurring revenue, and new customer acquisition. The role combines entrepreneurial ownership with hands-on execution across international markets, supported by a collaborative and flexible remote working environment.

Accountabilities:

• Develop and lead the global channel strategy, initially focusing on distributors, resellers, and system integrators, while expanding MSSPs as a recurring route to market.

• Design and implement the partner program and commercial framework, including partner tiers, incentives, deal registration, partner economics, and engagement guidelines.

• Identify, recruit, and develop high-value strategic partners, making investment decisions to prioritize the relationships with the greatest growth potential.

• Establish MSSP commercial and licensing models in collaboration with Product and Technical teams to integrate the solutions into managed security services.

• Work with regional Sales leaders on co-selling initiatives, account mapping, and joint business plans, ensuring effective collaboration between channel and direct sales.

• Coordinate with Marketing, Enablement, Revenue Operations, Legal, and Finance to build scalable partner processes and measurable performance frameworks.

• Balance strategic leadership with hands-on execution, supporting regional teams and partners in developing target account plans and driving business opportunities.

• Track channel performance through partner-generated and partner-influenced pipeline, annual recurring revenue (ARR), and customer acquisition.

Requirements:

• Proven experience building channel and MSSP partnerships from the ground up, rather than exclusively managing an established partner network.

• Strong background in enterprise cybersecurity, ideally in threat detection, Security Operations Center (SOC) technologies, or related security solutions.

• Hands-on experience with MSSP business models, licensing structures, and recurring revenue strategies.

• Demonstrated ability to generate measurable partner-sourced and partner-influenced pipeline, ARR, and new customer acquisition.

• Strong understanding of partner economics, incentive structures, and joint business planning.

• Experience working across multiple international markets and collaborating effectively with direct sales teams while avoiding channel conflict.

• Established professional network across distributors, resellers, system integrators, and MSSPs.

• Entrepreneurial, commercially focused, and comfortable creating structure in a fast-moving environment.

• Strong collaboration, communication, and influencing skills, with the ability to align Sales, Product, Marketing, and technical stakeholders.

• Advantageous: Experience in North America as well as EMEA, within a scale-up or high-growth technology vendor, and with public sector and enterprise channel markets.

• Willingness to travel internationally on a regular basis to meet partners, regional teams, and key stakeholders.

• Ideally based in Germany, the UK, France or the Netherlands, with convenient access to a major international airport. Exceptional candidates based on the US East Coast may also be considered.

Benefits:

• Fully remote working arrangement across eligible European locations, with consideration for exceptional candidates on the US East Coast.

• Significant ownership and autonomy to build the global channel strategy, partner program, and operating model from the ground up.

• Direct reporting line to the Chief Revenue Officer, with short decision-making paths and strong executive-level support for channel development.

• Opportunity to shape the global go-to-market strategy and make a measurable contribution to business growth.

• Collaborative, diverse, and international team environment that values different perspectives.

• Flexibility in where and how you work.

• Regular international travel to engage with partners and regional teams.

• Salary, healthcare coverage, and additional benefits are not specified in the job description.

Data Privacy Notice: By submitting your application, you acknowledge that Jobgether will process your personal data to evaluate your candidacy and share relevant information with the hiring employer. This processing is based on legitimate interest and pre-contractual measures under applicable data protection laws (including GDPR). You may exercise your rights (access, rectification, erasure, objection) at any time.