Channel Manager - Europe

GreyNoise Intelligence; United States; Remote; USD 90,000 - 150,000; Full time

Benefits offered by this job

Equity in a high-growth startup

100% remote within the US or Europe

Health, dental, vision and life plans

Job summary

GreyNoise Intelligence is seeking an experienced Channel Manager to expand our partner ecosystem across Europe. You’ll build a focused network of cybersecurity partners and drive joint plans into qualified opportunities and revenue.

You will be based in Europe, travel as needed, and collaborate closely with regional sales to win customers. This hands-on role requires proven channel leadership and a track record of delivering through partners.

Qualifications

• Proven track record growing a cybersecurity channel business.
• Experience building partner networks across Europe.
• Ability to drive pipeline and revenue through channel programs.

Responsibilities

• Develop GreyNoise’s channel business across Europe from a base in Europe.
• Build and execute an European channel strategy aligned with regional sales priorities.
• Recruit, onboard and activate cybersecurity resellers, MSSPs/MDR providers, and distributors.
• Create joint business plans with partners and map target accounts with regional sales teams.
• Enable partner sellers to position GreyNoise and generate qualified opportunities.
• Coordinate partner training, workshops, and evaluations with Sales Engineering.
• Drive co-sell motions and partner-driven campaigns to advance Enterprise and Government deals.

Skills

Channel management

Partner development

Enterprise sales

Sales enablement

Job description

About GreyNoise

GreyNoise Intelligence is a mission driven security startup focused on helping organizations understand and mitigate risks from Internet scanning and exploitation. GreyNoise provides real-time, verifiable intelligence on all actors scanning the Internet and how some of them are attempting to exploit vulnerabilities on assets connected to corporate networks. The intelligence is highly trusted because it’s generated from a global fleet of thousands of purpose built sensors observing the Internet. Advanced data science techniques and AI are used to process millions of observed events into real-time intelligence for customers.

The GreyNoise Global Observation Grid observes and analyzes unique threat data at-scale that no one else can. GreyNoise provides the most actionable threat intelligence against perimeter threats, so that no attack works twice.

All US based positions are fully remote within the US, with optional office attendance at our DC area headquarters, unless otherwise specified. Applicants must have US work authorization.

Please see the specific job description for all international position locations.

The Role

GreyNoise is looking for an experienced Channel Manager to develop our partner business across Europe.

You’ll build a focused network of cybersecurity partners, help their teams succeed with GreyNoise and turn joint plans into qualified opportunities and revenue.

This is a hands-on role for someone who enjoys developing partner relationships, creating new routes to market and working closely with a regional sales team to win customers.

You will be based in Europe, communicate confidently in English and be comfortable traveling across Europe as required.

What You Will Do

You’ll own the development of GreyNoise’s channel business across Europe, working from a European base.

You will be expected to:

• Build and execute an European channel strategy aligned with our regional sales priorities.


• Recruit and activate cybersecurity resellers, MSSPs/MDR providers and distributors where they add value.


• Develop existing partners and identify gaps in priority markets.


• Build joint business plans with strategic partners, with clear goals and practical actions.


• Map target accounts with partner teams and GreyNoise Regional Sales Managers.


• Enable partner sellers to identify customer needs, position GreyNoise and develop qualified opportunities.


• Work with Sales Engineering to support partner technical training, workshops and evaluations.


• Create a partner-sourced pipeline through joint prospecting, campaigns, events and customer engagement.


• Co-sell alongside our sales team and partners to progress complex Enterprise and Government opportunities.


• Help partners navigate commercial processes and coordinate effective collaboration throughout the sales cycle.


• Run regular partner reviews, track results and focus investment where it creates commercial value.


• Represent GreyNoise at partner meetings and cybersecurity events across Europe.

What You Will Bring

We’re interested in people who have successfully grown a cybersecurity channel business and can show how their partner work created pipeline and revenue.

We’re looking for experience in:

• Building and managing partner relationships across multiple European markets.


• Recruiting, onboarding and activating relevant cybersecurity partners.


• Delivering against channel revenue and pipeline targets.


• Creating joint business plans and turning them into opportunities.


• Working with direct sales teams and Sales Engineers on enterprise deals.


• Engaging partner executives, sales teams and technical specialists.


• Running partner enablement and joint demand-generation activities.


• Managing channel conflict and navigating commercial negotiations.


• Forecasting accurately and maintaining clear partner opportunity attribution.

Nice To Haves

• Experience in Threat Intelligence, Security Operations, Vulnerability Management, Attack Surface Management, EDR/XDR, MDR/MSSP or cybersecurity data platforms would be particularly relevant.


• Relationships with partners serving Enterprise and Government customers across Europe would be valuable, as would experience in other markets and additional regional languages.

Benefits

Equity in a high-growth, Series-A startup

100% covered health, dental, vision, and life plans for all employees

Competitive 401k employer match of 6%, which is special for a startup. This will be 100% matched and vested from day 1

Flexible paid time off. To encourage time off from work and ensure overall employee health and wellness, GreyNoise strongly recommends each employee to take at least 120 hours of PTO (3 weeks) annually, including at least five consecutive business days

Remote-first culture. While we are headquartered in the Washington DC area, we have a distributed workforce – with the majority of our team working remotely from across the country

Equipment budget. Every new employee gets an Apple Mac laptop and a $500 stipend for any equipment accessories.

Paid family leave for all employees.We offer 4 months of paid leave (birth or adoption), plus 2 months of optional unpaid leave, so new parents have time to adjust to the new life (and work) schedule

Learning & development budget. All employees receive an annual $1,500 towards professional development related to their job function. The stipend can be applied to tuition, books, conferences, and more

Company offsites and monthly local hangouts to encourage team bonding

GreyNoise Culture

The hallmark of any great company is a palpable and viscous culture. The most important pillars of our culture are:

• Be transparent, honest, and objective. This is what it means to be “clinical”


• Empathize with customers, partners, and each other


• Learn from mistakes and share the knowledge


• The way feedback is delivered to one another matters as much as the feedback itself


• Good work-life balance is the key to sustained productivity


• The measure of a team member’s effectiveness is how well the rest of the team operates in their unexpected absence


• No such thing as a million dollar idea, only million dollar execution


• Out-innovate our previous selves
  Check out our (work-in-progress) longform culture document.

Explainability

Any security product that is a “black box” that asks you to blindly trust it should raise red flags - we believe the same is true of your place of work. We obviously think GreyNoise is doing something unique, but don’t take our word for it - ask any of our 150+ enterprise customers, investors, thousands of happy users, and dozens of journalists who have cited GreyNoise over the past few years.

Why You Should Work at GreyNoise

• You enjoy identifying and solving hard problems


• You are comfortable taking an idea from concept to customer


• You are open to both explaining your stance and questioning others in a clinical, open-minded, and respectful manner


• You want to directly impact users


• You want to grow beyond your current skill set