Channel Partner Manager (DACH, CEE)
New
Based in SwitzerlandFull-TimeMiddle
Salary not disclosed
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Job Details
- Languages
- English
- Required Skills
- Business DevelopmentCybersecuritySalesforceAccount ManagementCRMChange ManagementSaaS
Requirements
- Proven experience managing channel partnerships, reseller ecosystems, or indirect sales programs within SaaS, cybersecurity, or enterprise technology environments.
- Strong understanding of multi-tier channel models, distribution networks, partner economics, incentives, and marketplace dynamics.
- Demonstrated success developing strategic partnerships, generating pipeline, and influencing revenue growth through partner-led sales motions.
- Experience managing complex partner organizations, identifying key stakeholders, and aligning business objectives across multiple teams.
- Strong knowledge of cybersecurity concepts, including Application Security (AppSec), DevSecOps, Software Composition Analysis (SCA), and related compliance requirements.
- Ability to translate complex technical solutions into clear business value propositions for executive audiences.
- Strong commercial negotiation skills with experience supporting enterprise transactions, pricing strategies, and deal structures.
- Excellent project management and organizational skills, with the ability to operate independently and manage multiple priorities.
- Strong communication, presentation, and relationship-building skills in a global, cross-functional environment.
- Experience working with CRM systems such as Salesforce and partner management platforms is preferred.
- Fluency in English is required.
Responsibilities
- Develop and execute channel strategies for assigned regional partners, including VARs, security specialists, and distribution partners across DACH and CEE markets.
- Build and manage strategic reseller relationships, helping partners identify opportunities, position solutions effectively, and generate qualified sales pipelines.
- Drive partner-sourced and partner-influenced revenue growth through joint business planning, account mapping, enablement initiatives, and collaborative marketing activities.
- Partner with regional sales teams, account executives, sales engineering, and marketing stakeholders to align partner activities with business objectives.
- Support enterprise deal execution by managing deal registrations, pricing discussions, commercial approvals, procurement processes, and partner negotiations.
- Develop partner sales and technical capabilities through enablement sessions, certifications, training programs, and ongoing support.
- Maintain accurate pipeline visibility, forecasting, opportunity tracking, and partner performance reporting through CRM and partner management platforms.
- Analyze partner performance, identify growth opportunities, and implement strategies to improve channel contribution and revenue predictability.
- Build trusted relationships with partner executives and internal stakeholders to drive long-term collaboration and mutual success.
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