Channel Sales Director - UKI & NEUR

Location: United Kingdom

About the Position:

We are seeking a dynamic and strategic Channel Sales Director to lead a growing high-performing team and drive growth with key Global System Integrators (GSIs), Value-Added Resellers (VARs), Managed Security Service Providers (MSSPs), distributors, and security-focused partners across the UKI & NEUR. This role requires a visionary leader with a deep understanding of channel ecosystems, the ability to execute regional go-to-market strategies, and a passion for fostering strong partnerships to maximise revenue growth.

Responsibilities include:

Strategic Leadership

• Lead and mentor a team of channel account managers based across the UK, Ireland & Northern Europe, driving business development efforts across UKI & NEUR.
• Coach and train the team to excel in new business acquisition, competitive displacement, managed services, and resale of Netskope products and services.
• Develop and execute a comprehensive business plan for key partners — including distributors, VARs, GSIs, and MSSPs — with a particular focus on personally owning and leading the distribution strategy in a two-tier GTM environment.
• Cultivate long-term, strategic relationships to ensure sustainable business growth and success.

Team Leadership

• Manage and develop a team of channel account managers across UKI & Northern Europe, holding them accountable for success with partners of all types — resellers, distributors, GSIs, and MSSPs — across the region.
• Lead a virtual cross-functional team — including channel marketing, business line specialists (GSI, MSP/MSSP, SDR), and, where relevant, partner success — ensuring structured engagement and strategic alignment with the Regional VP (RVP).
• Influence and collaborate with local country sales managers, regional sales leaders, and global channel teams to drive alignment with the Netskope Partner Program.

Key Goals:

Revenue & Growth

• Drive business expansion with enterprise and major customers, increasing pipeline generation and closure rates across the region.
• Identify, recruit, and enable the right channel partners — including GSIs, MSSPs, and distributors — to penetrate large enterprise clients and address their cybersecurity needs.
• Grow the MSSP/MSP motion across UKI & NEUR, expanding managed services revenue alongside traditional resale.

Business Planning & Execution

• Develop and execute UKI & NEUR-specific business plans aligned with global strategies, securing partner commitment for revenue targets, market focus, and capability development across VARs, GSIs, MSSPs, and distributors.
• Work cross-functionally with sales, marketing, presales, and services teams to implement structured marketing and enablement initiatives.
• Ensure consistency with global go-to-market strategies and execution through a matrixed team.
• Own the distribution strategy in a two-tier GTM model, managing distributor relationships to maximize reach and partner recruitment.

Performance Management & Enablement

• Lead quarterly business reviews and strategic meetings with partners — including distributors and MSSPs — to assess performance and drive results.
• Establish and maintain a strong cadence of collaboration between Netskope and distribution leadership at both the UKI & NEUR and regional levels.
• Develop and deploy enablement programs to enhance partner teams' technical and sales expertise, including MSSP-specific enablement.

Mindshare & Relationship Management

• Build and nurture executive-level relationships within the UKI & NEUR partner community — VARs, GSIs, MSSPs, and distributors — to enhance brand awareness and partner engagement.
• Operate confidently at C-level with partner executives — CEOs, CROs, and CTOs of VARs, distributors, GSIs, and MSSPs — building the kind of trust that turns transactional relationships into strategic ones.
• Drive strategic engagement with partner executives to strengthen collaboration.
• Communicate success stories and key business priorities across NEUR and regional teams.

Reporting & Best Practices

• Own regional partner forecasting and provide key business updates to stakeholders.
• Share best practices across regions and business units to enhance efficiency and performance.
• Support local channel sales teams in customer engagements, identifying competitive opportunities, and driving successful pursuits.

Key Competencies:

Initiative & Experience

• Proven track record in managing large resellers, distributors, GSIs, and MSSPs, driving business through channel partnerships.
• Experience in senior leadership roles within major technology organisations.

Sales & Negotiation Expertise

• Strong sales negotiation skills with the ability to articulate product value to partners.
• Proficient in professional sales techniques and forecasting.

Communication & Partner Engagement

• Exceptional communicator and presenter with the ability to build trust and credibility with partners and customers.
• Strong influencing and stakeholder management skills across multiple levels.

Business Acumen & Execution

• Strategic thinker with strong financial and business acumen.
• Ability to balance technical and commercial considerations to drive customer satisfaction.
• Results-oriented with a strong sense of urgency and accountability.

Teamwork & Cultural Adaptability

• Ability to thrive in a matrixed organisation and collaborate across functional and cultural boundaries.
• Open-minded, adaptable, and committed to teamwork.

Work Ethics & Integrity

• Demonstrates high professional standards, reliability, and integrity.
• Committed to excellence and quality in all aspects of work.

Self-Reliance & Flexibility

• Self-motivated and adaptable, capable of working independently while maintaining strategic alignment.

Job Requirements:

• Extensive experience managing large partner networks and global partnerships — including distributors and MSSPs — within a leading technology company.
• Strong strategic planning and execution skills, particularly in go-to-market strategies with regional and global partners.
• Exceptional stakeholder management capabilities, with the ability to drive results through virtual teams.
• Demonstrated experience engaging and influencing C-level partner executives, with the credibility and gravitas to shape joint strategy at the highest level.
• Proven success in quota achievement and executive-level sales engagements.
• Experience in both direct sales and partner sales models, including distribution and managed services (MSSP) motions.
• Excellent verbal and written communication skills, including presentation capabilities.
• Strong ability to work in a collaborative, matrixed environment.
• Solid business and commercial acumen with a keen eye for detail.
• Fluency in French and English required; additional regional languages a plus given the geographic scope.

Personal Attributes:

• Self-starter with high energy and initiative.
• Goal-driven and results-oriented.
• Strong executive presence with the ability to influence and operate confidently at C-level with both internal senior stakeholders and partner executives.
• Effective in managing internal resources and cross-functional teams.
• Committed to continuous learning and professional development.
• Excellent time management and organisational skills.

Qualifications:

• Bachelor's degree required; professional training in sales or account management preferred.