Director, EMEA New Channel Business

Jobtailor; Cork; On-site; EUR 110,000 - 150,000; Full time

Job summary

Jobtailor is seeking an experienced EMEA channel sales leader to own new business ARR and drive partner-led growth across the cybersecurity ecosystem. You will own channel strategy, manage distribution relationships, and collaborate with marketing, product, and support to hit quarterly quotas.

Ideal candidates bring 8+ years in channel sales across EMEA, a proven record of quota attainment, and deep CRM/PRM experience.

Qualifications

• 8+ years of experience in channel or indirect sales focused on EMEA.
• Proven track record delivering new business revenue targets through a channel model.
• Success leading quota-carrying channel sales teams to drive new acquisition.
• Experience owning regional channel strategy across EMEA and managing distribution relations.
• Deep knowledge of the EMEA cybersecurity partner ecosystem (VARs, MSSPs, MSPs, distributors).
• Strong execution skills and ability to drive operational discipline.
• Experience across new business, retention, and upsell in the channel lifecycle.
• Strong pipeline management, forecasting, and CRM/PRM proficiency.

Responsibilities

• Own new customer ARR and drive new logo targets across EMEA.
• Lead the EMEA channel territory management to meet quotas.
• Forecast and develop pipeline for real-time visibility.
• Build and defend a partner-sourced new business pipeline.
• Set channel strategy and regional go-to-market model.
• Recruit, onboard, and grow high-potential partners and distributors.
• Drive retention and upsell of the installed base alongside new acquisition.
• Lead day-to-day sales execution through Channel Territory Managers.
• Collaborate with marketing, enablement, product, and support teams.

Skills

Channel Sales

Revenue Targets

Forecasting

Operational Discipline

KPI Tracking

Partner Management

Customer Retention

Upselling

Quota-Carrying Experience

Sales Process Discipline

Tools

Salesforce

PRM Systems

Job description

• Own new customer ARR as the defining metric and deliver new logo acquisition targets across EMEA
• Lead the EMEA channel territory management team to meet or exceed new business quotas
• Manage forecasting and pipeline development for real-time visibility into new customer ARR
• Build and defend a partner-sourced new business pipeline
• Set the overall EMEA channel strategy and regional go-to-market model
• Recruit, onboard, and grow high-potential partners and distributors across EMEA
• Hold dotted-line ownership of distribution relationships, coverage, and enablement
• Drive retention and upsell of the installed base alongside new acquisition
• Lead day-to-day sales execution through Channel Territory Managers
• Align partners, distributors, field teams, and retention/account management teams
• Enforce channel sales process discipline, including qualification, registration, and pipeline management
• Use Salesforce and PRM systems to improve process efficiency and forecast accuracy
• Track and optimize partner activation, opportunity conversion, time-to-close, retention, and upsell KPIs
• Collaborate with marketing, enablement, product, and support teams on partner-led growth and customer feedback

Requirements

• 8+ years of experience in channel or indirect sales roles focused on EMEA
• Proven track record of owning and delivering new business revenue targets through a channel model
• Demonstrated success leading quota-carrying channel sales teams to drive new customer acquisition
• Experience owning regional channel strategy and managing distribution relationships across EMEA
• Deep knowledge of the EMEA cybersecurity partner ecosystem, including VARs, MSSPs, MSPs, and distributors
• Strong execution skills and ability to drive operational discipline
• Experience across new business, retention, and upsell throughout the channel lifecycle
• Command of pipeline management, forecasting, and CRM/PRM tools
• Collaborative, field-oriented leadership style focused on measurable outcomes

Core Competencies

Demonstrates expertise in channel sales strategy and execution, with a strong focus on new customer acquisition and partner management across the EMEA region. Proven ability to drive revenue growth through effective pipeline management and collaboration with cross-functional teams.

Highest-signal resume keywords

• Channel Sales Strategy
• New Business Acquisition
• Pipeline Management
• EMEA Cybersecurity Partner Ecosystem
• Salesforce and PRM Systems

Hard Skills

• Channel Sales
• Revenue Targets
• Forecasting
• Operational Discipline
• KPI Tracking
• Partner Management
• Customer Retention
• Upselling
• Quota-Carrying Experience
• Sales Process Discipline

Soft Skills

• Collaborative Leadership
• Field-Oriented Approach
• Execution Skills

Industry Keywords

• EMEA
• VARs
• MSSPs
• MSPs
• Distributors
• Channel Lifecycle
• Customer Feedback

Tools & Technologies

• Salesforce
• PRM Systems