Location: United Kingdom
About the Position:
We are seeking a dynamic and strategic Channel Sales Director to lead a growing high-performing team and drive growth with key Global System Integrators (GSIs), Value-Added Resellers (VARs), Managed Security Service Providers (MSSPs), distributors, and security-focused partners across the UKI & NEUR. This role requires a visionary leader with a deep understanding of channel ecosystems, the ability to execute regional go-to-market strategies, and a passion for fostering strong partnerships to maximise revenue growth.
Responsibilities include:
Strategic Leadership
- Lead and mentor a team of channel account managers based across the UK, Ireland & Northern Europe, driving business development efforts across UKI & NEUR.
- Coach and train the team to excel in new business acquisition, competitive displacement, managed services, and resale of Netskope products and services.
- Develop and execute a comprehensive business plan for key partners — including distributors, VARs, GSIs, and MSSPs — with a particular focus on personally owning and leading the distribution strategy in a two-tier GTM environment.
- Cultivate long-term, strategic relationships to ensure sustainable business growth and success.
Team Leadership
- Manage and develop a team of channel account managers across UKI & Northern Europe, holding them accountable for success with partners of all types — resellers, distributors, GSIs, and MSSPs — across the region.
- Lead a virtual cross-functional team — including channel marketing, business line specialists (GSI, MSP/MSSP, SDR), and, where relevant, partner success — ensuring structured engagement and strategic alignment with the Regional VP (RVP).
- Influence and collaborate with local country sales managers, regional sales leaders, and global channel teams to drive alignment with the Netskope Partner Program.
Key Goals:
Revenue & Growth
- Drive business expansion with enterprise and major customers, increasing pipeline generation and closure rates across the region.
- Identify, recruit, and enable the right channel partners — including GSIs, MSSPs, and distributors — to penetrate large enterprise clients and address their cybersecurity needs.
- Grow the MSSP/MSP motion across UKI & NEUR, expanding managed services revenue alongside traditional resale.
Business Planning & Execution
- Develop and execute UKI & NEUR-specific business plans aligned with global strategies, securing partner commitment for revenue targets, market focus, and capability development across VARs, GSIs, MSSPs, and distributors.
- Work cross-functionally with sales, marketing, presales, and services teams to implement structured marketing and enablement initiatives.
- Ensure consistency with global go-to-market strategies and execution through a matrixed team.
- Own the distribution strategy in a two-tier GTM model, managing distributor relationships to maximize reach and partner recruitment.
Performance Management & Enablement
- Lead quarterly business reviews and strategic meetings with partners — including distributors and MSSPs — to assess performance and drive results.
- Establish and maintain a strong cadence of collaboration between Netskope and distribution leadership at both the UKI & NEUR and regional levels.
- Develop and deploy enablement programs to enhance partner teams' technical and sales expertise, including MSSP-specific enablement.
Mindshare & Relationship Management
- Build and nurture executive-level relationships within the UKI & NEUR partner community — VARs, GSIs, MSSPs, and distributors — to enhance brand awareness and partner engagement.
- Operate confidently at C-level with partner executives — CEOs, CROs, and CTOs of VARs, distributors, GSIs, and MSSPs — building the kind of trust that turns transactional relationships into strategic ones.
- Drive strategic engagement with partner executives to strengthen collaboration.
- Communicate success stories and key business priorities across NEUR and regional teams.
Reporting & Best Practices
- Own regional partner forecasting and provide key business updates to stakeholders.
- Share best practices across regions and business units to enhance efficiency and performance.
- Support local channel sales teams in customer engagements, identifying competitive opportunities, and driving successful pursuits.
Key Competencies:
Initiative & Experience
- Proven track record in managing large resellers, distributors, GSIs, and MSSPs, driving business through channel partnerships.
- Experience in senior leadership roles within major technology organisations.
Sales & Negotiation Expertise
- Strong sales negotiation skills with the ability to articulate product value to partners.
- Proficient in professional sales techniques and forecasting.
Communication & Partner Engagement
- Exceptional communicator and presenter with the ability to build trust and credibility with partners and customers.
- Strong influencing and stakeholder management skills across multiple levels.
Business Acumen & Execution
- Strategic thinker with strong financial and business acumen.
- Ability to balance technical and commercial considerations to drive customer satisfaction.
- Results-oriented with a strong sense of urgency and accountability.
Teamwork & Cultural Adaptability
- Ability to thrive in a matrixed organisation and collaborate across functional and cultural boundaries.
- Open-minded, adaptable, and committed to teamwork.
Work Ethics & Integrity
- Demonstrates high professional standards, reliability, and integrity.
- Committed to excellence and quality in all aspects of work.
Self-Reliance & Flexibility
- Self-motivated and adaptable, capable of working independently while maintaining strategic alignment.
Job Requirements:
- Extensive experience managing large partner networks and global partnerships — including distributors and MSSPs — within a leading technology company.
- Strong strategic planning and execution skills, particularly in go-to-market strategies with regional and global partners.
- Exceptional stakeholder management capabilities, with the ability to drive results through virtual teams.
- Demonstrated experience engaging and influencing C-level partner executives, with the credibility and gravitas to shape joint strategy at the highest level.
- Proven success in quota achievement and executive-level sales engagements.
- Experience in both direct sales and partner sales models, including distribution and managed services (MSSP) motions.
- Excellent verbal and written communication skills, including presentation capabilities.
- Strong ability to work in a collaborative, matrixed environment.
- Solid business and commercial acumen with a keen eye for detail.
- Fluency in French and English required; additional regional languages a plus given the geographic scope.
Personal Attributes:
- Self-starter with high energy and initiative.
- Goal-driven and results-oriented.
- Strong executive presence with the ability to influence and operate confidently at C-level with both internal senior stakeholders and partner executives.
- Effective in managing internal resources and cross-functional teams.
- Committed to continuous learning and professional development.
- Excellent time management and organisational skills.
Qualifications:
- Bachelor's degree required; professional training in sales or account management preferred.