EMEA Channel Growth Director

Malwarebytes; Cork; On-site; EUR 140,000 - 160,000; Full time

Benefits offered by this job

Medical, dental, and vision insurance

Employee referral bonus

Wellness programs

Generous time off

Job summary

ThreatDown, the ThreatDown corporate business unit of Malwarebytes, is seeking a Director of EMEA Channel to own new business ARR and drive growth across the region. You will lead a channel territory team, recruit partners, and own the regional channel strategy to maximize lifetime value of customers.

Key responsibilities include managing forecast, building partner-sourced pipelines, and aligning with marketing and product to enable partner-led expansion.

Qualifications

• 8+ years of experience in channel or indirect sales, with a focus on the EMEA region.
• 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 distributor relationships across EMEA.
• Deep knowledge of the cybersecurity partner ecosystem across EMEA, including VARs, MSSPs, MSPs, and distributors.
• Strong execution skills with the ability to lead by example and drive operational discipline.
• Experience across the full channel lifecycle, new business, retention, and upsell, with command of pipeline management, forecasting, and CRM/PRM tools.

Responsibilities

• Own new customer ARR as the defining metric of the role; accountable for delivering and exceeding new logo acquisition targets across EMEA.
• Lead the EMEA channel territory management team to consistently meet or exceed new business quotas.
• Manage forecast and pipeline development to ensure accurate, real-time visibility into all new customer ARR.
• Build and defend a partner-sourced new business pipeline sufficient to underwrite regional growth goals.
• Make partner recruitment a cornerstone of channel strategy: recruit, identify, and onboard new high-potential partners.
• Own overall EMEA channel strategy across all partner types, setting the regional vision and go-to-market model.
• Hold dotted-line ownership of distribution: steering distributor relationships, coverage, and enablement.
• Carry accountability for all EMEA channel business, including retention and upsell of the installed base alongside new acquisition.
• Ensure channel strategy captures full customer lifetime value: land through new business, then expand and retain through the partner ecosystem.
• Drive day-to-day sales execution through Channel Territory Managers who own discrete new business quotas.
• Align field activity with company goals and regional territory plans.
• Collaborate with partners, distributors, and enablement teams to support partner-led growth.
• Track and optimize KPIs such as partner activation, opportunity conversion, time-to-close, retention, and upsell attach.

Skills

Channel sales

New business revenue

Leadership

Forecasting

CRM/PRM

EMEA

Execution

Tools

Salesforce

PRM

Job description

ThreatDown, the ThreatDown corporate business unit of Malwarebytes, is seeking a Director of EMEA Channel to own new business ARR and drive growth across the region. You will lead a channel territory team, recruit partners, and own the regional channel strategy to maximize lifetime value of customers.

Key responsibilities include managing forecast, building partner-sourced pipelines, and aligning with marketing and product to enable partner-led expansion.