artemis - Channel Sales Manager
Requirements
• 5+ years in channel sales, partner sales, or indirect go-to-market roles in B2B technology or cybersecurity • Proven track record building channel programs from scratch or scaling existing programs • Strong understanding of partner types (Distributors, Value Added Resellers, MSSP’s and GSI’s) and how to recruit, enable, and manage them • Experience managing multiple partners simultaneously and hitting revenue targets • Deep network in the UK/European cybersecurity or enterprise technology space (or ability to build one quickly) • Comfortable negotiating partnerships, pricing, and incentive structures • Strong presentation and communication skills—you'll train partners and present to leadership • Project management skills—you'll own multiple workstreams and timelines • CRM and sales ops experience (Salesforce, Pipedrive, or similar) • Ability to balance structure with flexibility—partners need support, but you can't hand-hold forever • Comfortable with ambiguity and building processes from scratch • Prior channel/partner experience (you've seen how they buy and what they want) • Cybersecurity or security product expertise • Experience building MDF (Marketing Development Funds) or partner incentive programs • Regional presence and relationships in UK/Europe • Experience at early-stage SaaS companies scaling go-to-market
Responsibilities
• Identify and recruit strategic channel partners (Distributors, Value Added Resellers, MSSP’s and GSI’s) across the UK and Europe • Develop and manage partnership agreements, pricing structures, and incentive programs • Onboard new partners and provide initial enablement (product training, positioning, sales tools, technical certification) • Build partner success playbooks—what works, what messaging lands, how to close deals • Conduct regular business reviews with partners to monitor pipeline, revenue, and performance • Support partner sales teams on complex deals (technical questions, customer introductions, deal strategy) • Co-market with partners (joint webinars, events, case studies, campaigns) • Manage partner portal, training materials, and go-to-market resources • Build forecasting models around partner revenue and pipeline • Identify gaps in partner coverage and recruit to fill them • Collaborate with Sales, Product, and Customer Success to ensure smooth handoffs and partner success • Hit revenue targets tied to partner-sourced deals and pipeline
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