Channel Manager - Cybersecurity

Harfanglab; Paris; Hybrid; EUR 65,000 - 90,000; Full time

Benefits offered by this job

Health insurance

Flexible work from home

Meal vouchers

Professional growth opportunities

Office in heart of Paris

Job summary

HarfangLab, a European leader in Workspace Detection and Response, is seeking a Channel Manager in Paris. You will grow revenue by managing MSSP partnerships and enabling partner sales teams across cybersecurity software solutions.

The role requires about five years in channel or account management, mastery of indirect sales, and strong communication skills. You will travel regularly to meet partners and attend industry events, with hybrid work from Paris offices and home.

Qualifications

• Master’s degree or Bac+5 in a relevant field.
• Around five years in channel or account management.
• Experience with indirect sales strategies and partner ecosystems.
• Cybersecurity software vendor experience preferred.
• Experience with strategic or national partners.

Responsibilities

• Manage a portfolio of MSSPs and grow revenue.
• Build relationships across partner organizations and engage their sales teams.
• Identify new business opportunities and ensure partner enablement.
• Collaborate with Sales, Pre-Sales, Training, Marketing and Customer Success.
• Monitor partner performance and KPIs, including Salesforce.
• Represent HarfangLab at partner events; travel required.

Skills

Channel management

Partner ecosystems

Indirect sales

Negotiation

Communication

Data analysis

Autonomy

Bilingual EN/FR

Education

Master’s degree (Bac+5)

Tools

Salesforce

Job description

HarfangLab is the European leader in Workspace Detection and Response, a new approach to protecting the digital environments where people work.

As organizations increasingly rely on cloud services, digital identities, connected devices and AI-powered tools, security teams often have to manage multiple, disconnected solutions. This fragmentation creates gaps in visibility and makes cyber threats harder to identify and stop.

HarfangLab brings these protections together in a single platform. Powered by lightweight software and AI designed specifically for cybersecurity, our technology helps organizations detect suspicious activity, investigate incidents and respond to threats across computers, servers, identities, email, cloud environments, internet-facing systems and AI tools.

Organizations can deploy our platform in the cloud or within their own infrastructure, allowing them to retain control over their technology and data. Our EDR was the first to be certified and qualified by ANSSI, France’s national cybersecurity agency, and the first EDR to receive certification from the BSI, Germany’s Federal Office for Information Security.

Today, HarfangLab’s technology protects more than 1,000 customers across a wide range of sectors, from major corporations and public institutions to SMEs, hospitals, and local authorities. Having grown from 40 employees in 2023 to 140 today, we now have teams working across several European countries.

As we continue to grow across Europe, we are looking for talented people to join our teams and support the next stage of HarfangLab’s development.

What you will do with us

As a Channel Manager, you will drive HarfangLab’s revenue growth through our indirect sales strategy. You will manage and develop a portfolio of strategic Managed Security Service Providers (MSSPs) that integrate and sell our cybersecurity softwares alongside their services.

You will build strong relationships across partner organizations, engage their sales teams, and identify new business opportunities. You will also ensure that partners have the knowledge, support and resources they need to successfully grow their business with HarfangLab.

As part of the Customer Journey Circle and our three-person Channel team, you will work closely with Sales, Pre-Sales, Training, Marketing and Customer Success teams to:

• Map partner organizations and engage key stakeholders;
• Identify, track and follow up on opportunities generated by partners, in collaboration with the relevant Sales teams;
• Develop joint business plans and support partner-generated revenue;
• Organize partner onboarding, enablement and skills development in collaboration with the Training team;
• Monitor partner performance and KPIs, particularly in Salesforce;
• Organize joint initiatives and events;
• Represent HarfangLab at partner and industry events - regular travel is expected to meet partners and attend events.

About you

Background and experience

• You hold a Master’s degree or equivalent (Bac+5);
• You have around five years of experience in channel management, account management or a similar role;
• You have a strong understanding of indirect sales strategies and partner ecosystems;
• You have experience in cybersecurity, ideally with a software vendor;
• You have worked with strategic or national partners and know how to navigate complex organizations.

Skills and mindset

• You are comfortable analysing business data and KPIs;
• You have excellent communication, relationship-building and negotiation skills;
• You are business-oriented, proactive, autonomous, and curious.

Practical requirements

• You are based in Paris;
• You are willing to travel regularly to meet partners and attend industry events;
• You are fluent in French and English, both written and spoken.

About us

Our Office and Team Culture

• Offices located in the heart of Paris, near Bourse (75002),
• High-performance equipment tailored to your needs and preferences (Mac/PC, additional screens),
• Thanks to our Office Manager, events regularly take place such as seminars, themed evenings, and more,
• An onboarding process to welcome each new colleague with an explanation of the roles within the different teams of the company and a mentor to guide you during your early days.
• Flexibility to work from home,
• Health, well-being & sport: Alan insurance + Alan Mind mental wellness app + Egym subscription, covered at 80% by HarfangLab,
• Meal vouchers: Swile card + access to an employee benefits platform.
• Paid time off: 25 days annual leave + 8-11 RTT days.
• Professional growth: Access to training programs and industry events tailored to your needs.

The recruitment process

• A 30-minutes call with our Talent Acquisition Specialist,
• A 30-minutes Visio with the lead,
• A case study to prepare at home,
• A one-hour on-site technical interview, followed by a 30-minutes interview with our Deputy-CEO and a 30-minute team-fit interview,
• A final HR video appointment to review your soft skills and motivations.