Channel Director

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Channel Director based in Spain. As Channel Director, you will lead the development and expansion of a high-performing partner ecosystem across Europe, the Middle East, and Africa (EMEA). You will define and execute the channel strategy, building strategic relationships that accelerate pipeline generation, revenue growth, and market expansion. Working at the forefront of cybersecurity innovation, you will help organizations strengthen software security across the entire development lifecycle, from AI-generated code to cloud runtime. You will recruit, onboard, and empower channel partners, including value-added resellers, managed security service providers, distributors, and system integrators. Through close collaboration with sales, marketing, and product teams, you will develop effective go-to-market strategies and drive measurable business outcomes. This is a hands-on leadership opportunity combining strategic ownership with direct partner engagement in a fast-growing, technology-driven environment. The ideal candidate brings deep cybersecurity channel expertise, a strong EMEA partner network, and a proven ability to turn partnerships into sustainable commercial success.

Develop, own, and execute the end-to-end channel strategy across EMEA, aligning partner initiatives with broader business objectives and regional growth targets. Recruit, onboard, and develop high-performing channel partners, building a strong ecosystem of resellers, managed security service providers (MSSPs), distributors, and system integrators. Drive pipeline generation and revenue growth through channel-led and channel-influenced sales opportunities, establishing partnerships as a key route to market. Work directly with partners to deliver enablement initiatives, develop joint business plans, coordinate field activities, and improve sales effectiveness. Collaborate closely with Sales, Marketing, and Product teams to align channel priorities, strengthen go-to-market execution, and maximize partner contribution. Monitor partner performance using relevant metrics, assess program effectiveness, and implement improvements to accelerate growth and increase channel productivity. Identify gaps and opportunities within the partner ecosystem, developing initiatives to expand market coverage, strengthen relationships, and unlock new revenue streams. Build and maintain strong relationships with key stakeholders across the cybersecurity channel community throughout EMEA. Represent the business at relevant industry events, partner meetings, and cybersecurity community engagements to strengthen market visibility and develop strategic relationships. Balance strategic channel development with hands-on execution, remaining actively involved in partner engagement, opportunity development, and commercial results. Requirements At least 6 years of experience in channel management within the cybersecurity industry, with a strong understanding of partner ecosystems and indirect sales models. Mandatory experience in application security (AppSec), DevSecOps, or software supply chain security, with the ability to communicate the value of complex cybersecurity solutions. A proven track record of building, managing, and scaling channel programs across EMEA, delivering measurable pipeline growth and revenue results. Established relationships within the cybersecurity partner ecosystem, particularly with value-added resellers (VARs), managed security service providers (MSSPs), distributors, and system integrators. A hands-on, execution-focused approach, combining strategic thinking with the ability to recruit partners, drive joint initiatives, and deliver tangible commercial outcomes. Strong communication, negotiation, and relationship management skills, with the confidence to engage senior executives and influence key business decisions. Excellent collaboration skills and the ability to work effectively across sales, marketing, product, and other cross-functional teams. Strong commercial judgment, organizational skills, and the ability to prioritize initiatives in a dynamic, fast-growing technology environment. The ability to identify market opportunities, evaluate partner performance, and continuously optimize channel programs based on business results. Nice to have: Experience working in a high-growth technology company or startup environment. Previous experience building channel programs from the early stages, including establishing partner frameworks, processes, and go-to-market strategies. An extensive network of enterprise cybersecurity partners across EMEA. Familiarity with modern go-to-market strategies, indirect sales models, and partner-led growth initiatives. Benefits Strategic leadership opportunity: Take ownership of channel strategy and shape the growth of a cybersecurity partner ecosystem across EMEA. High-impact role: Directly influence pipeline generation, revenue growth, market expansion, and partner performance. Innovative technology environment: Contribute to advancing cybersecurity solutions designed to address emerging risks across AI-driven software development and cloud environments. Cross-functional collaboration: Work closely with sales, marketing, and product teams to develop and execute effective go-to-market strategies. Partner ecosystem development: Build relationships with leading resellers, distributors, managed security service providers, and enterprise cybersecurity stakeholders. Professional growth: Expand your leadership experience in channel development, cybersecurity, and partner-led commercial strategy within a fast-growing technology business.