Regional Channel Manager
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Job Description
Regional Channel Manager building Sentra's cybersecurity and AI readiness partner ecosystem across the UK and EMEA. Driving channel strategy, joint go-to-market initiatives, pipeline, and revenue growth.
Responsibilities:
- Build and execute the EMEA channel strategy aligned with regional sales objectives and business growth priorities
- Identify, recruit, onboard, and develop strategic channel partners, including VARs, MSSPs, distributors, and technology partners across the UK and EMEA
- Establish relationships with partner sales leadership, technical teams, and executive decision-makers
- Develop and manage a partner ecosystem that drives customer acquisition, pipeline generation, and revenue growth
- Serve as the primary point of contact for regional partners
- Identify target accounts, priority markets, and partner-led or partner-influenced revenue opportunities
- Develop joint business plans with strategic partners, including pipeline targets, revenue objectives, account mapping, and go-to-market activities
- Drive partner-sourced and partner-influenced opportunities through the sales cycle with Account Executives and Sales Engineering teams
- Track and report partner performance, including pipeline generation, deal registration, revenue contribution, and engagement
- Develop and execute partner onboarding and enablement programs
- Provide partners with technical knowledge and resources in collaboration with Sales Engineering and Product teams
- Develop joint marketing campaigns, executive events, webinars, and partner-focused demand generation initiatives with Field Marketing
- Support partners in identifying customer needs and developing data security, cloud security, and AI readiness opportunities
- Establish and expand Sentra's channel presence across key EMEA markets, initially focusing on the UK and strategic European markets
- Identify regional market trends, competitive dynamics, and partnership opportunities
- Provide feedback to Sales, Marketing, and Product teams on partner needs, customer requirements, and market opportunities
- Develop scalable channel processes and programs supporting long-term EMEA growth
Requirements:
- 5+ years of experience in channel sales, partner management, alliances, or business development within cybersecurity, enterprise software, or SaaS
- Established relationships within the UK and EMEA cybersecurity channel ecosystem, including VARs, MSSPs, distributors, and technology partners
- Proven track record of recruiting, developing, and growing channel partnerships that generate measurable pipeline and revenue
- Experience building or expanding a regional channel programme, ideally within a high-growth startup or emerging technology company
- Strong understanding of the cybersecurity market, preferably including cloud security, data security, or related technologies
- Experience developing joint business plans, partner enablement initiatives, and go-to-market strategies
- Demonstrated ability to collaborate with regional Sales teams and influence partner-led opportunities
- Strong commercial acumen and negotiation skills
- Ability to build relationships at both executive and operational levels
- Self-motivated, resourceful, and comfortable working independently in a fast-paced, evolving environment
- Excellent communication, presentation, and relationship-building skills
- Experience with Salesforce or similar CRM platforms
- Willingness to travel across the UK and EMEA to meet with partners, customers, and attend industry events
Benefits:
- Remote work arrangement
- Full-time employment
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