Partner Development Manager, EMEA – ShareGate

Jobicy; United States; Hybrid; USD 50,000 - 90,000; Full time

Benefits offered by this job

Remote work

Montreal office access

Flexible vacation policy

In-person gatherings twice a year

Claude access

Job summary

Workleap is expanding its EMEA partner network and seeks a Channel Account Manager to convert inquiries into revenue, drive adoption of ShareGate Protect, and build scalable partner processes. You will work with the Channel Manager – EMEA, Channel Account Managers, and the QBS Software team to coordinate transactions and nurture relationships with IT resellers and MSPs.

This role emphasizes disciplined follow-up, measurable activation, and the use of AI tools to analyze engagement patterns and

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.
• Ability to translate technical solutions into business value.
• Strong follow-up discipline and structured pipeline management.
• Comfort with AI tools (Claude, ChatGPT, Copilot) in daily work.
• Bonus: experience in high-volume partner recruitment.
• Bonus: governance or security-focused SaaS exposure.

Responsibilities

• Convert inbound EMEA partner inquiries into active, revenue-generating partnerships.
• Drive adoption of ShareGate Protect within the partner ecosystem by opening governance conversations with partners.
• Build a scalable partner development framework with pipeline tracking and re-engagement sequences.
• Accelerate transactional onboarding by coordinating with QBS Software and moving partners to first transaction.
• Reduce time-to-first-transaction with systematic follow-up workflows and consistent outreach.
• Integrate AI tools into daily workflows to cover more partners with greater rigor.

Skills

Partner development

Channel sales

IT solution sales

Microsoft 365

Business value

Pipeline management

AI tooling

Partner recruitment

Tools

Claude

ChatGPT

Copilot

Job description

Company Description

Workleap 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: Workleap 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.

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 Workleap, 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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