Head of Technical Partner Management

Tech Sales Jobs; Barcelona; À distance; EUR 120 000 - 180 000; Plein temps

Résumé du poste

TrendAI, the AI security leader and enterprise unit of Trend Micro, seeks a Head of Technical Partner Management for South-Eastern Europe. You will own regional P&L and lead a multi-country team across France, Belgium, Spain, Portugal, Italy, and Central Europe.

You will build the regional vision, define the operating model, and partner with Channel and Sales leadership to drive partner success and revenue growth.

Qualifications

• 5+ years in technical partner management, channel engineering, solution architecture, or equivalent technical leadership.
• Direct experience in people management or team leadership.
• Working knowledge of cybersecurity solutions (Endpoint, Cloud, Network, SIEM, threat intelligence).
• Experience managing distributed, multi-region teams.
• Strong cross-functional influence and stakeholder management skills.
• Fluent English required.
• Understanding of partner business models and their service catalogue (desired).
• Fluency in French, Spanish, or Italian (desired).
• Experience in France, Belgium, Spain, Portugal, Italy, or Central and Eastern European markets (desired).
• Understanding of the Microsoft partner ecosystem and TrendAI Vision One platform (desired).
• Experience helping partners transition from product reselling to service-based business models (desired).

Responsabilités

• Own the South-Eastern partner engagement operating model end-to-end from onboarding through renewal.
• Drive team performance through structured development plans, performance management, and career growth conversations.
• Identify performance gaps and close them through targeted coaching, enablement, and structured feedback.
• Balance business-unit-focused partner allocation with cross-regional initiatives to maximize coverage and impact.
• Ensure every partner in the region has a designated Technical Partner Manager with clear accountability.
• Track and act on partner engagement quality — satisfaction metrics, technical feedback, and engagement health.
• Lead or co-lead executive engagements and strategic reviews with complex or high-value partners.
• Champion partner technical satisfaction and renewal readiness as measurable team outcomes.
• Partner with the Head of North-Western Technical Partner Management to align strategies, share best practices, and ensure Europe-wide consistency.
• Collaborate with Channel, Services, Solutions, and Product leadership to align technical partner engagement with broader business strategy and revenue targets.
• Represent the South-Eastern region in Technical Partner Management governance and strategic planning forums.
• Own recruitment, onboarding, and integration of new Technical Partner Managers.
• Managers as the team scales.
• Design team-specific training and development plans in collaboration with specialist teams.
• Drive team members to build relevant specialist capabilities aligned to partner portfolio needs.
• Establish peer-learning forums and cross-business-unit knowledge-sharing to compound team capability.

Connaissances

Technical leadership

People management

Cybersecurity knowledge

Distributed teams

Cross-functional influence

English fluency

Description du poste

Head of Technical Partner Management (South-Eastern Europe)

Location: Madrid, Italy Off-Site, France Off-Site, Spain Off-Site Barcelona

Time Type: Full time

Job Description

TrendAI™, the global AI security leader and enterprise business unit of Trend Micro, empowers organizations with full AI visibility and consolidated security that inspires confidence, drives innovation, and eliminates risk.
At TrendAI™, we’re always seeking exceptional talent; people who want to collaborate with the best and push boundaries together. Here, your work goes beyond building a career. You will help protect what matters and play a vital role in shaping a safer, more trustworthy AI-powered future.
AI Fearlessly.

Head of Technical Partner Management — South-Eastern Europe

Location: France, Belgium, Spain, Portugal, Italy, or Central and Eastern Europe

The Role

We're building something bold: a next-generation Technical Partner Management function that transforms how our European partners grow their businesses with cybersecurity services. As the Head of Technical Partner Management for South-Eastern Europe, you'll own the regional P&L impact of partner technical engagement — leading a team of Technical Partner Managers covering France, Belgium and Luxembourg, Spain and Portugal, Italy, and Central and Eastern Europe.

You're accountable for two outcomes: partner success — every partner across these regions has a dedicated, knowledgeable, and proactive technical liaison driving measurable adoption and retention — and team excellence — a high-performing, self-sufficient team that sustains growth without micromanagement.

You'll set the regional vision, define the operating model, coach your team to a standard of execution, and partner closely with the Head of North-Western Technical Partner Management to ensure a cohesive, Europe-wide approach. You'll work alongside Channel and Sales leadership to orchestrate technical partner engagement that drives measurable revenue growth for our partners and TrendAI.

What You'll Actually Do

Partner Success Strategy & Team Leadership

• Own the South-Eastern partner engagement operating model end-to-end technical ownership, delivery quality, and business outcomes from onboarding through renewal
• Drive team performance through structured development plans, performance management, and career growth conversations
• Identify performance gaps and close them through targeted coaching, enablement, and structured feedback
• Balance business-unit-focused partner allocation with cross-regional initiatives and specialist activities to maximize coverage and impact

Partner Relationship Leadership

• Ensure every partner in the region has a designated Technical Partner Manager with clear accountability and engagement cadence
• Track and act on partner engagement quality — satisfaction metrics, technical feedback, and engagement health — as core leadership indicators
• Lead or co-lead executive engagements and strategic reviews with complex or high-value partners
• Champion partner technical satisfaction and renewal readiness as measurable team outcomes

Cross-Market Collaboration & Governance

• Partner with the Head of North-Western Technical Partner Management to align strategies, share best practices, and ensure Europe-wide consistency
• Collaborate with Channel, Services, Solutions, and Product leadership to align technical partner engagement with broader business strategy and revenue targets
• Represent the South-Eastern region in Technical Partner Management governance and strategic planning forums

Team Building & Capability Development

• Own recruitment, onboarding, and integration of new Technical Partner
• Managers as the team scales
• Design team-specific training and development plans in collaboration with specialist teams
• Drive team members to build relevant specialist capabilities aligned to partner portfolio needs
• Establish peer-learning forums and cross-business-unit knowledge-sharing to compound team capability

What We're Looking For

Must-Have:

• 5+ years in technical partner management, channel engineering, solution architecture, or equivalent technical leadership
• Direct experience in people management or team leadership — direct reports, mentoring, performance management
• Working knowledge of cybersecurity solutions (Endpoint, Cloud, Network, SIEM, threat intelligence)
• Experience managing distributed, multi-region teams
• Strong cross-functional influence and stakeholder management skills
• Fluent English required

Desired:

• Understanding of partner business models and their service catalogue
• Fluency in French, Spanish, or Italian
• Experience in France, Belgium, Spain, Portugal, Italy, or Central and Eastern European markets
• Understanding of the Microsoft partner ecosystem and TrendAI Vision One platform
• Experience helping partners transition from product reselling to service-based business models

Why Join Us?

• Shape the future of partner management in Southern and Eastern Europe. You're not inheriting a static team — you're building and scaling one. Your decisions today define how the region operates for years to come.
• Direct impact on revenue and growth. Your Technical Partner Managers drive partner success, and partner success drives our business. Your work is directly tied to revenue, market share, and customer outcomes.
• Executive visibility. You report to the Director Technical Partner Management Europe and sit at the center of Technical Partner Management strategy — your voice matters in every major decision.
• Work with cutting-edge technology. Cybersecurity is evolving faster than ever. You and your team will be at the forefront, helping partners deliver value-added cybersecurity services for their customers.
• Grow fast. Mentorship from security experts, exposure to diverse partner types and use cases, continuous learning on emerging threats and technologies, and real autonomy to shape the function.
• Competitive package + professional development budget + collaborative, cross-border team environment

At Trend Micro, we embrace change, empower people, and encourage innovation in a connected world. Our diversity and multicultural workforce are key contributing factors to our success across the globe. We like to have fun while taking our culture seriously. We are an equal opportunity employer and are committed to this regardless of race, colour, religion, sex, nationality, age, citizenship, sexual orientation, marital status, gender identity or veteran status. We do not allow discrimination or harassment of any kind.