- Build and nurture deep relationships at all levels (Sales Reps, Practice Leads, Executive Stakeholders) across the EMEA partner base.
- Ensure Hack The Box is "top of mind" for partner sales teams through regular connects and alignment sessions.
- Work with existing strategic technology partners to explore collaborative opportunities for joint GTM.
- Identify and qualify new enterprise opportunities hand-in-hand with partners.
- Drive "Partner-Sourced" revenue through targeted account mapping and co-marketing initiatives.
- Manage partner sales cycles by providing expertise on Hack The Box's value proposition, navigating complex procurement processes, and leveraging customer success stories.
- Collaborate with internal teams to build EMEA-specific GTM strategies.
- Manage and optimize partner incentive programs and MDF (Marketing Development Funds) to drive maximum ROI and partner loyalty.
- Lead Quarterly Business Reviews with key partners to track performance, share updates on the HTB roadmap, and realign on strategic goals.
- Facilitate the training and onboarding of partner sales and technical teams.
- Ensure partners are equipped to demo the HTB platform and articulate the gamified approach to upskilling.
- Track sourced pipeline, deal registrations, and certification levels to ensure a transparent and efficient ecosystem.
- Achieve targets measured on partner-sourced pipeline in focus regions (UKI, DACH, Nordics).