Build and grow the European partner channel by recruiting, contracting, onboarding, and activating resellers, distributors, consultancies, and referral partners. Manage two-tier distribution, pricing, quoting, deal registration, joint business plans, co-selling, partner-sourced pipeline, forecasting, enablement, MDF, and public-sector procurement motions. Collaborate with Sales, Finance, Legal, RevOps, Marketing, and Solutions Engineering while feeding European market insights into the channel program.
About the Role
We are hiring a Channel Account Manager to build our European channel: recruiting, signing and activating partners country by country, standing up regional distribution, and carrying a partner-sourced number against the APEX Partner Program we have already built. This is a build role with a running start — the program, commercial terms, deal registration and enablement assets all exist. What Europe needs is someone to turn them into a producing channel.
You will report to the VP of Global Channel & Alliances and work daily with Solutions Engineering, direct Sales, Partner Marketing, RevOps, Legal and Finance. You will also work alongside our existing global partner ecosystem — including distributors and VARs such as SHI, Vertosoft, FIERCE Software and Azul Systems, and technology and advisory partners such as Sonatype, Snyk, Mend.io, Acquia, Anchore and Crosslake — as we extend that footprint across Europe.
Key Responsibilities
Recruit and Activate Partners
Job QualificationsRequired
We are hiring a Channel Account Manager to build our European channel: recruiting, signing and activating partners country by country, standing up regional distribution, and carrying a partner-sourced number against the APEX Partner Program we have already built. This is a build role with a running start — the program, commercial terms, deal registration and enablement assets all exist. What Europe needs is someone to turn them into a producing channel.
You will report to the VP of Global Channel & Alliances and work daily with Solutions Engineering, direct Sales, Partner Marketing, RevOps, Legal and Finance. You will also work alongside our existing global partner ecosystem — including distributors and VARs such as SHI, Vertosoft, FIERCE Software and Azul Systems, and technology and advisory partners such as Sonatype, Snyk, Mend.io, Acquia, Anchore and Crosslake — as we extend that footprint across Europe.
Key Responsibilities
Recruit and Activate Partners
- Build a country-by-country partner map for Europe — who resells security, DevOps and application modernization into the enterprise and public sector, and which of them own the accounts we want.
- Source, pitch, negotiate and sign new resellers, distributors, consultancies and referral partners, using the APEX track that fits each partner's business model rather than forcing everyone into the same one.
- Run structured onboarding: contracting, price list access, deal registration setup, portal access, NFR/evaluation licenses and first-deal support.
- Kill dormant relationships honestly. A short list of producing partners beats a long list of logos.
Run the Distribution and Transacting Motion
- Own day-to-day distributor relationships: price lists, quoting, purchase order flow, credit terms, multi-currency pricing and renewal processing.
- Work with Finance, Legal and RevOps on the practicalities of transacting across European markets — entity and VAT treatment, local contracting requirements, GDPR and data residency questions, and localized reseller agreements.
- Support partner-led routes into public sector and regulated buyers, including framework agreements and tender processes where our partners hold the vehicle.
- Manage referral partners end to end, from introduction through to commission payout on first-year ACV once the deal closes through distribution.
- Build and execute joint business plans with tier-one partners, with named target accounts, agreed pipeline goals and quarterly reviews.
- Get in front of end customers alongside partner sellers — this is a co-selling role, not a program-administration role.
- Maintain an accurate partner pipeline and forecast in Salesforce and HubSpot, and report on sourced versus influenced contribution.
- Coordinate with our direct Account Executives and Solutions Engineers on account mapping, rules of engagement and conflict resolution.
- Train partner sales and technical teams on the NES value proposition: the true cost of an unplanned migration, the risk of unmaintained dependencies, and how a drop-in replacement changes the conversation.
- Equip partners to lead with the European compliance narrative — CRA, NIS2 and DORA — in language their customers already use.
- Plan and manage marketing development funds: co-branded campaigns, webinars, regional events and partner-hosted EOL assessment workshops.
- Deliver EOL roadmap briefings so partners know what is going end-of-life next and can get ahead of it with their install base.
- Bring European market reality back to the APEX program team — where margins, tiers, terms or tooling need to flex for this region.
- Contribute to pricing and packaging discussions for partner-led motions in Europe.
- Help define what the next channel hire in this region should look like.
Job Qualifications
- 3–6 years in channel, partner or alliances roles at a B2B software vendor, with at least two of those years covering multiple European countries.
- Demonstrable partner-sourced pipeline and closed revenue you can speak to specifically — which partners, what motion, what number.
- Hands-on experience with a two-tier model: distributors above, resellers below, and the quoting and PO mechanics that sit between them.
- Comfort co-selling into technical buyers. You will be in rooms with CTOs, CISOs, VPs of Engineering and platform leads, and you need to hold your own on software lifecycle, dependencies and security risk.
- Fluency in the operational side of channel: deal registration, margin and discount structures, MDF, QBRs and joint business planning.
- Business-fluent English, plus the willingness to travel roughly 30% across the region.
- Self-direction. This is a remote role in a region without a large local team around you.
- A second European language — German, French, Spanish, Italian, Dutch or a Nordic language.
- Background in open source, application security, DevSecOps, SCA/SBOM tooling, or application modernization and migration services.
- Experience selling into compliance-driven buying cycles, and familiarity with CRA, NIS2, DORA or equivalent regimes.
- Existing relationships with European VARs, distributors or systems integrators in the security or developer tooling space.
- Public sector channel experience, including framework agreements and tender-led procurement.
- Salesforce and HubSpot proficiency, and a genuine habit of keeping a CRM clean.
- You are comfortable being the first serious channel presence in a region, and treat ambiguity as room to work rather than a blocker.
- You would rather have five partners who sell than fifty who signed.
- You are credible with engineers and with procurement, and can move between those conversations without changing your story.
- You respect the open source community we come from and can represent it honestly.
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