Global Head of Channel (M/F/D)

Accountabilities:: Develop and lead the global channel strategy, initially focusing on distributors, resellers, and system integrators, while expanding MSSPs as a recurring route to market. Design and implement the partner program and commercial framework, including partner tiers, incentives, deal registration, partner economics, and engagement guidelines. Identify, recruit, and develop high-value strategic partners, making investment decisions to prioritize the relationships with the greatest growth potential. Establish MSSP commercial and licensing models in collaboration with Product and Technical teams to integrate the solutions into managed security services. Work with regional Sales leaders on co-selling initiatives, account mapping, and joint business plans, ensuring effective collaboration between channel and direct sales. Coordinate with Marketing, Enablement, Revenue Operations, Legal, and Finance to build scalable partner processes and measurable performance frameworks. Balance strategic leadership with hands-on execution, supporting regional teams and partners in developing target account plans and driving business opportunities. Track channel performance through partner-generated and partner-influenced pipeline, annual recurring revenue (ARR), and customer acquisition. Requirements: Proven experience building channel and MSSP partnerships from the ground up, rather than exclusively managing an established partner network. Strong background in enterprise cybersecurity, ideally in threat detection, Security Operations Center (SOC) technologies, or related security solutions. Hands-on experience with MSSP business models, licensing structures, and recurring revenue strategies. Demonstrated ability to generate measurable partner-sourced and partner-influenced pipeline, ARR, and new customer acquisition. Strong understanding of partner economics, incentive structures, and joint business planning. Experience working across multiple international markets and collaborating effectively with direct sales teams while avoiding channel conflict. Established professional network across distributors, resellers, system integrators, and MSSPs. Entrepreneurial, commercially focused, and comfortable creating structure in a fast-moving environment. Strong collaboration, communication, and influencing skills, with the ability to align Sales, Product, Marketing, and technical stakeholders. Advantageous: Experience in North America as well as EMEA, within a scale-up or high-growth technology vendor, and with public sector and enterprise channel markets. Willingness to travel internationally on a regular basis to meet partners, regional teams, and key stakeholders. Ideally based in Germany, the UK, France, or the Netherlands, with convenient access to a major international airport. Exceptional candidates based on the US East Coast may also be considered. Benefits: Fully remote working arrangement across eligible European locations, with consideration for exceptional candidates on the US East Coast. Significant ownership and autonomy to build the global channel strategy, partner program, and operating model from the ground up. Direct reporting line to the Chief Revenue Officer, with short decision-making paths and strong executive-level support for channel development. Opportunity to shape the global go-to-market strategy and make a measurable contribution to business growth. Collaborative, diverse, and international team environment that values different perspectives. Flexibility in where and how you work. Regular international travel to engage with partners and regional teams. Salary, healthcare coverage, and additional benefits are not specified in the job description.