Partner Development Manager, EMEA - ShareGate

Workleap Inc.; United States; Hybrid; USD 50,000 - 90,000; Full time

Benefits offered by this job

Remote work

Montreal office access

In-person gatherings twice a year

Claude access

Job summary

ShareGate is seeking a Partner Development Manager – EMEA to be the first structured 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.

You'll join ShareGate's EMEA Channel team: a tight-knit, commercially ambitious group that grows a structured revenue

Qualifications

• 2–5+ years in partner development, channel sales or IT solution sales.
• Experience with IT resellers or MSPs and indirect channels.
• Strong Microsoft 365 migration/governance familiarity (Tenant-to-tenant).
• Able to translate technical solutions into business value.
• Excellent follow-up with a structured pipeline mindset.
• Comfort with AI tools (Claude, ChatGPT, Copilot) daily.
• Bonus: high-volume partner recruitment experience.
• Bonus: governance or security SaaS exposure.

Responsibilities

• Convert inbound EMEA partner inquiries into revenue partnerships.
• Drive adoption of ShareGate Protect within partner ecosystem.
• Build scalable partner development framework with pipeline tracking.
• Coordinate with QBS Software to move partners to first transaction.
• Implement follow-up workflows to reduce time-to-first-transaction.
• Integrate AI tools to improve partner engagement and coverage.

Skills

Partner development

Channel sales

IT solution sales

Microsoft 365

Business value translation

Follow-up discipline

AI tools daily use

Partner recruitment

Governance SaaS

Job description

Company Description

the company is a Montreal-based tech company, founded in 2006. We're builders at heart, we make simple products that actually matter to the people who use them. We have two product lines: the company Agent, our newest solution built to make every manager more effective, and ShareGate, the world's leading solution for Microsoft 365 migration and governance. More than 15,000 companies worldwide trust us to do exactly that. We're intentional about who joins us. If you're the kind of person who gets excited by a hard problem and wants to help shape what comes next, there's a place for you here.

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.

Most of this sounds like you?

What the job comes with

• Base salary: $50 000 to $60 000 / OTE: $75 000 - $90 000 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

At the company, we build software that sits at the center of how people experience work, every day, 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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