VP of Channel

Title:  VP of Channel, EMEA

Location:  United Kingdom; Remote or Sweden; Stockholm or Germany; Remote

Experience:  Senior

Job Function: Channel

Employment Type:  Full Time

Industry: Computer & Network Security

Job Summary

We’re seeking a VP of Channel EMEA to accelerate our successful partner business across the region.  Reporting to the SVP of Global Channels, you’ll be the leader of a team of channel managers to drive go to market strategy, partner development and revenue growth with primary focus in mainland Europe with some focus in developing areas including Middle East and Africa.  The ideal candidate has proven experience developing Solution Providers, Resellers, Service Delivery partners, VAR’s, SI’s, and/or Distribution Partners along with experience in complementary Technologies and Cloud partners will be helpful.  

This is an opportunity to accelerate successful channel business in the region and make a tangible impact on the future of Keyfactor.  The position can be based in London, Paris or Stockholm with flexibility to work in a hybrid set up.    

The position can be based in UK, Germany or Sweden (Stockholm) with flexibility to work in a hybrid set up.  Applicants must hold a valid Right to Work in their preferred work location. 

 Responsibilities

• Manage deal forecast across the region through direct contact with Partner Field Sales teams as well as roll up from Channel Account Team

• Manage team of Channel Account Managers – ability to create channel vision for team and manage team towards strategic goals aligned with company direction. 

• Ability to gain the trust of C-level executives and technical teams from Partner organizations by casting the vision of the partnership with Keyfactor and build joint business opportunities defined and managed through business and marketing plans. 

• Be an advocate for Channel Business across cross functional teams at Keyfactor including direct sales, solution engineering, marketing, channel programs, business, product, and engineering.

• Strong collaboration with direct field sales team to provide Partners that add value to customers. Craft a comprehensive global strategy for system integrator partnerships, overseeing the cultivation of strategic alliances to drive substantial revenue growth.

• Define key performance indicators (KPIs) and metrics to evaluate channel sales performance, meticulously analyzing results to refine strategies and drive continuous enhancements.

 Minimum Qualifications, Education, and Skills 

• Significant Channel Management experience in software, security, SaaS company.  

• Proven track record in working with Solution Partners, Resellers, VAR’s, SI’s, Technology Partners, or Cloud Partners 

• Proven experience building and managing high performance and high growth Channel teams

• Experience with in-region channel programs that incent growth and investment in the vendor relationship

• Team player with the ability to build consensus aligned to achieve company goals 

• Strong interpersonal communication skills 

• Effective time management, project management and prioritization skills