Channel Account Manager

Tufin; Strasbourg; Sur place; EUR 60 000 - 80 000; Plein temps

Résumé du poste

A leading cybersecurity software provider is seeking a Channel Account Manager to foster strategic relationships with channel partners in Grand Est, Strasbourg. The role focuses on managing existing partners and identifying new opportunities to drive revenue growth. Candidates should possess over 5 years of related experience in channel development, be fluent in French and English, and display strong results orientation in a dynamic environment. The job requires up to 50% travel within the region.

Qualifications

• 5+ years of experience in channel development or management in software.
• Experience in selling enterprise solutions across multicultural environments.
• Comfortable working autonomously and in distributed teams.

Responsabilités

• Develop and execute regional partner business plans.
• Lead partner enablement initiatives.
• Present value proposition to stakeholders.
• Recruit, onboard, and develop channel partners.

Connaissances

Channel development experience

Fluent in French

Fluent in English

Sales skills

Partner relationship management

Description du poste

The Channel Account Manager is responsible for developing and strengthening strategic relationships with channel partners, expanding partner coverage in the region, and driving measurable revenue growth through the channel ecosystem. This role focuses on both managing existing partners and proactively identifying, recruiting, and enabling new partners to maximize market reach and customer impact. The Channel Account Manager will report to the VP, Channel and Alliances.

What You’ll Do…

• Develop and execute regional partner business plans that support revenue, pipeline, and market expansion goals.
• Lead partner enablement initiatives, ensuring partners are trained, certified, and equipped to successfully position and sell Tufin solutions.
• Present Tufin’s value proposition to partner organizations and customer stakeholders, including senior executives, to support co‑selling and joint opportunity creation.
• Evaluate partner strengths, capabilities, and gaps to optimize partner engagement and performance.
• Increase qualified pipeline by driving partner‑led opportunity generation and facilitating deal registrations.
• Recruit, onboard, and develop channel partners across all tiers, ensuring alignment with go‑to‑market strategy.
• Jointly build and execute business plans with each partner, defining targets, enablement activities, and measurable milestones.
• Engage in end‑user meetings alongside partners to support opportunity progression and deal closure.
• Maintain an accurate regional pipeline, providing regular forecast updates and insights on partner activity.
• Support partner‑led marketing and sales campaigns to increase awareness and demand generation.

Who You Are …

• 5+ years of experience in channel development or channel management within the software industry; IT security experience is a strong advantage.
• Fluent in French and English; additional languages are beneficial.
• Experience selling enterprise solutions in multicultural or multi‑regional environments (e.g., Greece, Turkey, Israel, English‑speaking Africa, South Africa).
• Demonstrated success working with a broad spectrum of reseller types, from boutique specialty partners to large global systems integrators.
• Driven, results‑focused, and able to prioritize effectively in a fast‑paced environment.
• Comfortable working autonomously and collaborating with distributed teams.
• Willing to travel within the region up to 50%.