Partner Development Manager, EMEA (Remote)

Tech Sales Jobs; United States; Remote; USD 50,000 - 90,000; Full time

Benefits offered by this job

Flexible vacation policy

Remote work

Montreal office access

Biannual in-person gatherings

Claude access

Job summary

ShareGate is seeking a Partner Development Manager – EMEA, remote across the EMEA region. You will be the first structured contact for new and emerging partners across Europe, the Middle East, and Africa, turning early interest into revenue and driving adoption of migration and governance solutions.

You will build a scalable development framework, engage with resellers and service providers, and collaborate with cross-functional teams to optimize partner activation and pipeline management.

Qualifications

• 2–5+ years in partner development, channel sales, or IT solution sales.
• Experience with IT resellers or managed service providers.
• Solid understanding of the Microsoft 365 ecosystem (migration, governance, tenant-to-tenant).
• Ability to translate technical solutions into clear business value.
• Strong follow-up discipline and structured pipeline management.
• Comfortable using AI tools daily as a work accelerator.

Responsibilities

• Convert inbound EMEA partner inquiries into active, revenue-generating partnerships by improving activation rates across non-managed accounts.
• Drive adoption of ShareGate Protect within the partner ecosystem by opening governance conversations with partners who focus on migration.
• Build a scalable partner development framework — pipeline tracking and engagement sequences — so no opportunity stalls.
• Coordinate with QBS Software to accelerate onboarding and first transactions.
• Implement follow-up workflows to increase conversations and reduce time-to-first-transaction.
• Integrate AI tools to support drafting follow-ups, summarizing calls, and analyzing engagement patterns.

Skills

Partner development

Channel sales

IT solution sales

Microsoft 365 ecosystem

Business value communication

Follow-up discipline

AI tools usage

High-volume recruitment

Governance SaaS experience

Tools

Claude AI

ChatGPT

Copilot

Job description

Partner Development Manager, EMEA

Location: EMEA - Remote

Department: Revenue

About ShareGate

ShareGateis the leading Microsoft 365 migration and governance platform, trusted by over 100,000 IT pros for its unmatched simplicity.

It offers the simplest, most reliable, and most affordable way to move business data to Microsoft 365.

Whether migrating from Google Workspace, file shares, Exchange Online, SharePoint On-Premises, or tenant-to-tenant, ShareGate gets the job done, without surprises. From cloud transformation to M&A integration, it keeps things just damn simple.

ShareGate also helps organizations stay in control once their data is migrated. Its powerful governance features let users assess environments, uncover issues, and apply fixes on the spot, so everything stays clean, secure, and optimized. It lays the groundwork for safe Microsoft Copilot deployment within organizations.

ShareGate is developed by Workleap Technologies, a Montréal‑based software company.

Your role

ShareGate has built a strong base of named strategic partners across EMEA — but the real growth opportunity lives in the long tail: hundreds of IT resellers and service providers who are knocking on the door without anyone there to bring them in with structure. That's exactly what you'll change.

As Partner Development Manager – EMEA, you'll be the first structured point of contact for new and emerging partners across Europe, the Middle East, and Africa. You'll turn early-stage curiosity into real commercial engagement, drive adoption of ShareGate's migration and governance solutions, and build the follow-up discipline that converts conversations into revenue.

Your impact

• Convert inbound EMEA partner inquiries into active, revenue-generating partnerships by measurably improving activation rates across non-managed accounts;
• Drive adoption of ShareGate Protect within the partner ecosystem by opening governance conversations with partners who traditionally focus only on migration;
• Build a scalable partner development framework — pipeline tracking, re‑engagement sequences, progression stages — so no opportunity stalls without a reason;
• Accelerate transactional onboarding by coordinating with QBS Software, ensuring partners move from initial engagement to first transaction without friction;
• Reduce time-to-first-transaction by implementing systematic follow‑up workflows and consistent outreach discipline across a high volume of active conversations;
• Integrate AI tools into your daily workflows — drafting follow‑ups, summarizing partner calls, analyzing engagement patterns — to cover more partners with more rigour.

Your team

You'll join ShareGate's EMEA Channel team: a tight-knit, commercially ambitious group that operates with high trust, high ownership, and zero ego. Channel Account Managers own named strategic accounts; your job is making sure the broader ecosystem becomes commercially productive. Day-to-day, you'll work closely with the Channel Manager – EMEA, Channel Account Managers, and the QBS Software team for transactional coordination — and collaborate as needed with Technical Sales Specialists, Channel Marketing, and Revenue Operations. Over the next 6–12 months, the mandate is clear: increase inbound conversion, open new conversations around ShareGate Protect, and prove that the non-managed partner base can become a reliable, structured revenue source.

What you'll bring

• 2–5+ years in partner development, channel sales, or IT solution sales;
• Experience working with IT resellers or managed service providers — you understand how the indirect channel actually works;
• Solid understanding of the Microsoft 365 ecosystem (migration, governance, tenant-to-tenant — the fundamentals, no certification required);
• Ability to position technical solutions commercially: you translate complexity into clear business value;
• Strong follow‑up discipline and structured pipeline management — you don't let opportunities die quietly;
• Comfortable using AI tools (Claude, ChatGPT, Copilot) daily as a work accelerator — not an experiment, a habit;
• Bonus: experience in high-volume partner recruitment environments;
• Bonus: exposure to governance or security‑focused SaaS solutions.

What the job comes with

• Base salary: $50-60k / OTE: $75 - $90k EUR. Final offers may be adjusted based on the candidate's region to align with local market conditions
• Flexible vacation policy.
• Remote work, with access to our Montreal office.
• In-person gathering twice a year.
• Claude access, for everyone.

What drives us

We build software that sits at the center of how people experience work, everyday, at every level.

We move fast. Priorities shift, decisions get made with the information we have, and we iterate. If you thrive on intensity and ambiguity doesn't slow you down, you'll feel right at home.
We're builders. We do what it takes to move forward. AI is part of our toolkit. We use it to go faster and decide smarter, not to replace judgment.

If you want real impact and a place where your decisions matter, this is it.

How we hire

Transparency is how we hire — for you as much as for us.

Here's how it works: a first call with a recruiter, then a virtual interview with the hiring manager. You'll then complete a take‑home case study, followed by a meet with future colleagues to discuss it together. Depending on the role, the process may vary slightly — your recruiter will walk you through it on your first call.

We use AI to support certain steps of the process, but every hiring decision remains human.

We can't wait to meet you.

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