EMEA Channel Account Manager

Echo; United States; Remote; USD 110,000 - 165,000; Full time

Job summary

Echo is seeking its first EMEA Channel Manager to design and scale Echo's partner ecosystem across the EMEA region. You will recruit resellers, distributors and MSPs, craft joint GTM plans, and drive partner-sourced revenue in close collaboration with the EMEA GTM team.

You will enable partner sales and technical teams to position Echo, train them, and co-sell deals from initial meetings to orders. This is a ground-floor build role demanding strategic thinking and execution in a fast-growing

Qualifications

• 5+ years of experience in channel sales, partner management or partner development within B2B software, ideally in DevOps, cloud or cybersecurity.
• Hands-on experience working with resellers, distributors, MSPs or MSSPs, and regional system integrators (both partner-sourced or partner-influenced revenue)
• Ability to build trusted relationships and support partners across EMEA, with an existing partner network in the region.
• Excellent interpersonal, negotiation, and communication skills, with the ability to influence stakeholders at all levels.
• Strong collaboration skills, with experience co-selling closely with direct sales teams on deals.
• Familiarity with enterprise sales methods such as MEDDPICC or similar.
• Understanding of software supply chain or container security, and of EU rules such as NIS2, DORA and the Cyber Resilience Act, is a strong plus.
• Excellent communication and organizational skills, and comfortable building from scratch in a fast-paced, high-growth startup.

Responsibilities

• Find, recruit and onboard the right partners across EMEA: resellers, distributors, MSPs and regional system integrators with strong DevOps, cloud and security practices.
• Build joint business plans with key partners and drive partner-sourced and partner-influenced pipeline.
• Train partner sales and technical teams, together with Echo's Sales Engineers, so they can position, demo and sell Echo on their own.
• Co-sell with Echo account executives on partner deals, from first meeting to signed order.
• Help build the partner program foundations: partner tiers, deal registration, rules of engagement, discounts and margins.
• Run joint marketing with partners, such as events, workshops and campaigns, together with Echo's marketing team.
• Work with our Alliances team on deals through AWS, Azure and Google Cloud marketplaces that involve partners.
• Keep partner activity and pipeline accurate in Salesforce and share regular updates on partner performance.
• Bring partner and customer feedback back to Product, Pricing and leadership.

Skills

Channel sales

Partner management

B2B software

Sales enablement

Relationship building

Tools

Salesforce

MS Excel

Job description

echo is looking for its first EMEA Channel Manager to help build, grow and manage our partner ecosystem across EMEA. This is a build role: you will shape how Echo works with partners in the region, from choosing the first partners to setting up the program, processes and joint go-to-market plans that make them successful. You will work closely with Echo's EMEA GTM team to turn partners into a steady source of pipeline and revenue.

Responsibilities

• Find, recruit and onboard the right partners across EMEA: resellers, distributors, managed service providers (MSPs and MSSPs) and regional system integrators with strong DevOps, cloud and security practices.

• Build joint business plans with key partners and drive partner-sourced and partner-influenced pipeline.

• Train partner sales and technical teams, together with Echo's Sales Engineers, so they can position, demo and sell Echo on their own.

• Co-sell with Echo account executives on partner deals, from first meeting to signed order.

• Help build the partner program foundations: partner tiers, deal registration, rules of engagement, discounts and margins.

• Run joint marketing with partners, such as events, workshops and campaigns, together with Echo's marketing team.

• Work with our Alliances team on deals through AWS, Azure and Google Cloud marketplaces that involve partners.

• Keep partner activity and pipeline accurate in Salesforce and share regular updates on partner performance.

• Bring partner and customer feedback back to Product, Pricing and leadership.

Requirements

• 5+ years of experience in channel sales, partner management or partner development within B2B software, ideally in DevOps, cloud or cybersecurity.

• Hands-on experience working with resellers, distributors, MSPs or MSSPs, and regional system integrators (both partner-sourced or partner-influenced revenue)

• Ability to build trusted relationships and supporting partners across EMEA, with an existing partner network in the region.

• Excellent interpersonal, negotiation, and communication skills, with the ability to influence stakeholders at all levels.

• Strong collaboration skills, with experience co-selling closely with direct sales teams on deals.

• Familiarity with enterprise sales methods such as MEDDPICC or similar.

• Understanding of software supply chain or container security, and of EU rules such as NIS2, DORA and the Cyber Resilience Act, is a strong plus.

• Excellent communication and organizational skills, and comfortable building from scratch in a fast-paced, high-growth startup.