Head of Channel

Summary

Join StrongDM as the Head of Channel, DACH, and focus on expanding and strengthening relationships with security and cloud channel partners across German, Swiss, and Austrian markets. You will build trust with existing partners while recruiting new ones to fill customer needs. Success is measured by happy customers and partners. Responsibilities include developing and executing channel sales strategies, identifying and onboarding new partners, maintaining strong relationships with existing partners, collaborating with internal teams, conducting regular engagement and business review sessions, and attending industry events. The role requires 7+ years of experience in channel sales or partner management within the technology sector, preferably in cybersecurity or SaaS. A proven track record of success, strong understanding of channel sales models, excellent communication skills, and the ability to work collaboratively are essential. An established network of channel contacts is a plus. Compensation includes a €275,000-315,000 OTE (50/50 split) + equity.

Requirements

• 7+ years of experience in channel sales or partner management within the technology sector, preferably in cybersecurity or SaaS environments
• Proven track record of successfully building and managing relationships with channel partners and achieving sales targets in this territory
• Strong understanding of channel sales models and strategies, with the ability to identify, recruit, and enable partners effectively
• The ability to articulate technical concepts to both technical and non-technical stakeholders
• Excellent verbal and written communication skills, with the ability to present ideas clearly and persuasively
• Ability to work collaboratively with cross-functional teams to drive partner success
• Highly motivated and results-oriented, with the ability to work independently and manage multiple priorities in a fast-paced environment
• Strong analytical and problem-solving skills, with a focus on data-driven decision-making

Responsibilities

• Develop and execute a channel sales strategy focused on driving revenue growth across DACH in conjunction with our DACH sales team
• Identify, recruit, and onboard new channel partners to expand StrongDM’s reach
• Build and maintain strong relationships with existing partners, providing them with the necessary resources and support to succeed
• Collaborate with internal teams, including sales and marketing, to create partner enablement materials and programs
• Conduct regular engagement sessions for partners to ensure they are well-versed in StrongDM’s solutions and value propositions while also making it fun
• Conduct regular business reviews with partners and internal teams to ensure channel business success
• Attend industry events and conferences to network and promote StrongDM’s offerings

Preferred Qualifications

• An established network of channel contacts within the technology and cybersecurity space is a plus
• Bonus if you also engaged customers via AWS

Benefits

• ���275,000-315,000 OTE (50/50 split) + equity
• ���275,000 - €315,000 a year