What You'll Do
Shape and execute a comprehensive partner strategy tailored to the BeNeLux market, enabling indirect revenue growth through resellers, distributors, managed security providers, technology alliances, and integration partners. Define clear objectives that support regional sales targets and long-term expansion.
Segment the partner ecosystem to identify high-impact collaborators and build a prioritized portfolio with tailored value propositions. Develop annual and quarterly joint business plans that outline shared goals for pipeline generation, revenue delivery, and capability development.
Lead the end-to-end onboarding of new partners, including contracting, compliance, and integration into internal systems. Design and roll out enablement frameworks—such as sales playbooks, certification tracks, and demo resources—to ensure partners are equipped to sell effectively.
Deliver ongoing training and certification programs for partner sales and technical teams. Coordinate co-branded marketing efforts, including campaigns, events, and webinars, to generate demand and accelerate deal velocity.
Support partners in active opportunities through deal registration, co-selling, pricing guidance, and bid strategy. Monitor key performance indicators such as sourced pipeline, win rates, revenue contribution, certification progress, and retention.
Conduct regular business reviews to assess performance, refine strategies, and adjust plans for continuous improvement. Manage Market Development Funds (MDF), ensuring effective allocation and measurable return on investment.
Maintain accurate records of partner agreements, engagement status, and pipeline data within CRM and partner platforms. Enforce channel policies, resolve conflicts, and uphold deal registration integrity.
Collaborate with internal teams—including Sales, Pre-Sales, Marketing, Product, and Customer Success—to remove friction and align priorities. Stay informed on regional market shifts, competitive channel activity, and regulatory developments. Provide structured feedback to Product and Marketing based on partner insights and market needs.
Requirements
- Citizenship in one of the 32 NATO member states
- 5–8+ years of experience in channel or partner management, alliance development, or indirect sales
- Proven track record in building and scaling partner networks with direct impact on revenue
- Strong commercial judgment, with experience structuring and executing joint business plans
- Excellent interpersonal and negotiation skills across executive and operational levels
- Proficiency in CRM and PRM platforms, pipeline tracking, and data-driven reporting
- Ability to manage complex go-to-market initiatives across internal and external organizations
- Fluency in English
Preferred Qualifications
- Experience working in the BeNeLux region
- Proficiency in Dutch or French
- Bachelor’s degree in Business, Marketing, or a related field
- MBA or relevant professional certification
Benefits
- Highly competitive compensation package combining financial and non-financial rewards
- 10,000€ training budget and 10 training days every two years
- Company car with Belgian fuel card
- Opportunity to learn from top professionals in European cybersecurity
- Access to SANS-certified instructors and support for advanced technical certifications (GSE, GXPN, GREM, GCFA, OSCP, etc)
- Presentations at leading security conferences such as BlackHat, BruCON, and OWASP
- Entrepreneurial, agile work culture that encourages innovation
- Support for launching new internal initiatives or improving service offerings
- Regular team-building and social events
- Personal coaching focused on career development and well-being
- Flexible working hours and remote work options
- Flex Reward Plan
- 32 days of holiday per year
