Channel Manager (Cybersecurity)

Harfanglab; Paris; Remote; EUR 65,000 - 100,000; Full time

Benefits offered by this job

Flexible remote work options

Health insurance, Alan and Moka Care

Meal vouchers Swile card

RTT days (7–11)

GymLib subscription 80% covered

Training and events access

Job summary

HarfangLab in Paris is seeking a Channel Manager to drive revenue growth through an indirect sales strategy with MSSPs. You will manage and develop a portfolio of strategic partners, align their sales teams, and ensure they have the resources to grow their business with HarfangLab.

You will collaborate with Sales, Pre-Sales, Training, Marketing and Customer Success teams to map partners, identify opportunities, and develop joint business plans. Regular travel to events is expected.

Qualifications

• Excellent communication, relationship-building and negotiation skills.
• Fluent in French and English, both written and spoken.
• Around five years of experience in channel management, account management or a similar role.
• Experience in cybersecurity, ideally with a software vendor.

Responsibilities

• 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.

Skills

Communication skills

Relationship building

Negotiation

Data & KPI analysis

Education

Master’s degree or Bac+5

Job description

• 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

Benefits

• Flexible remote work options
• Health insurance: The best health insurance with Alan and Moka Care, a mental health at work app
• Meal vouchers: We use the Swile card and also have access to a discount platform through our works council
• 7 to 11 additional days off (RTT) per year, in addition to the 25 days of paid vacation
• GymLib subscription, covered 80% by HarfangLab
• Access to training and events of your choice and according to your professional needs

You have excellent communication, relationship-building and negotiation skillsYou hold a Master’s degree or equivalent (Bac+5)You are comfortable analysing business data and KPIsYou have worked with strategic or national partners and know how to navigate complex organizationsYou are fluent in French and English, both written and spokenYou have around five years of experience in channel management, account management or a similar roleYou are business-oriented, proactive, autonomous, and curiousYou have experience in cybersecurity, ideally with a software vendorYou have a strong understanding of indirect sales strategies and partner ecosystemsYou are based in Paris