As a Global Account Director, you will drive expansion and deepen strategic relationships with Global System Integrators (GSIs) and large Managed Security Service Providers (MSSPs) across EMEA. Reporting to the Head of Strategic Partnerships, you'll own a defined set of high-value partners, focusing on revenue growth, market adoption, and long-term collaboration through the NodeZero™ platform.
What You'll Do
- Manage a portfolio of named GSI and MSSP accounts, setting and exceeding targets for revenue, pipeline development, and platform integration.
- Develop and implement joint business plans that align partner capabilities with market opportunities, including services delivery, go-to-market strategies, enablement, and co-marketing initiatives.
- Lead co-sell engagements from initial opportunity identification through deal closure, coordinating between internal teams and partner sales organizations with clear rules of engagement.
- Serve as the primary executive liaison for strategic partners, conducting quarterly business reviews, aligning on investment priorities, and resolving commercial or operational challenges.
- Collaborate with Product, Sales Engineering, Marketing, Revenue Operations, Legal, and Finance teams to shape scalable programs, commercial models, and regional expansion strategies.
Requirements
- 10+ years of experience in B2B technology sales or channel management roles.
- At least 5 years focused on GSIs, large MSPs/MSSPs, or major service providers within cybersecurity or related fields.
- Proven success managing and expanding multi-million-dollar partner portfolios across multiple countries.
- Consistent history of exceeding sales quotas in complex, enterprise environments.
- Strong grasp of service provider business models, including services design, pricing structures, margin dynamics, utilization metrics, and incentive programs.
- Experience creating and executing joint business plans with measurable outcomes.
- Ability to lead multi-party sales cycles involving C-suite and senior decision-makers.
- Skilled in navigating complex contract discussions—such as framework agreements, rebates, and multi-regional deployments—with support from legal and finance teams.
- High level of autonomy and stakeholder management, with experience thriving in fast-moving, remote-first organizations.
- Fluent in English; willingness to travel across EMEA and occasionally worldwide (up to ~25%).
Preferred Qualifications
- Proficiency in additional European languages is an advantage.
Benefits
- Fully remote work environment with flexibility to operate across EMEA time zones.
- Opportunities to travel for partner meetings, customer engagements, internal gatherings, and industry events.
- Competitive base salary with performance-based variable compensation.
- Equity in the form of stock options, reflecting long-term contribution.
- Compensation structure built on principles of fairness, transparency, and market competitiveness.
- A culture where employees are recognized equitably across roles, levels, and geographies.
- Work environment that values respect, collaboration, ownership, and continuous learning.
