Director, EMEA New Channel Business (Hybrid - Cork, Ireland)
HybridCork, Munster, Ireland
Job Summary
Own new customer Annual Recurring Revenue (ARR) as the primary metric, leading the EMEA channel territory management team to consistently meet acquisition quotas. Manage forecast and pipeline development to ensure real-time visibility, while recruiting and onboarding high-potential partners to expand regional coverage. Drive day-to-day sales execution through field-aligned Channel Territory Managers, enforcing rigorous qualification and registration processes across Salesforce and PRM systems. Hold dotted-line ownership of distribution, steering distributor relationships and enablingment to extend market reach. Collaborate with marketing, product, and support teams to deliver targeted programs and reinforce partner-led growth, ensuring full customer lifetime value capture through retention and upsell motions.
Required Qualifications
- 8+ years of experience in channel or indirect sales roles, with a focus on the EMEA region
- Proven track record of owning and delivering new business revenue targets through a channel model
- Demonstrated success leading quota-carrying channel sales teams to drive new customer acquisition
- Experience owning regional channel strategy and managing distribution relationships across EMEA
- Deep knowledge of the cybersecurity partner ecosystem across EMEA, including VARs, MSSPs, MSPs, and distributors
- Strong execution skills with the ability to lead by example and drive operational discipline
- Experience across the full channel lifecycle, new business, retention, and upsell, with command of pipeline management, forecasting, and CRM/PRM tools
- Collaborative, field-oriented leadership style with a passion for driving measurable outcomes
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