Description:
We are seeking a strategic and results-driven EMEA Channels Account Manager to lead and grow our partnerships with hyperscalers (e.g., AWS, Microsoft Azure, Google Cloud) and global/regional system integrators (GSIs/RSIs) across the EMEA region. This high-impact role will be pivotal in accelerating joint go-to-market initiatives, building executive-level relationships, and driving revenue growth through collaborative channel strategies.
You Will
- Strategic Partnership Management: Develop and execute comprehensive engagement plans with hyperscalers and SIs, aligning with joint business objectives and regional sales targets. Joint Go-to-Market (GTM) Initiatives: Drive co-selling, co-marketing, and joint solution development initiatives that result in pipeline generation and increased market share.
- Revenue Growth & Forecasting: Own and exceed regional channel revenue targets through effective partner management and execution of joint sales plans.
- Cross-Functional Collaboration: Work closely with internal sales, marketing, product, and alliances teams to support regional partner strategies and ensure alignment across the organization.
- Account Planning & Enablement: Lead strategic account planning sessions with partners, ensuring consistent enablement, business planning, and sales readiness.
- Pipeline Development: Identify and nurture high-potential opportunities through the partner ecosystem, ensuring visibility and accountability at every stage.
- Market Intelligence: Stay current on industry trends, competitor activities, and emerging technologies to inform and adapt partnership strategies.
- Executive Engagement: Build and maintain C-level relationships within partner organizations to deepen alignment and drive strategic initiatives.
You Have
- 7+ years of experience in channel sales, partner management, or alliances within the tech industry (Observability space is preferred), preferably with direct exposure to hyperscalers and/or SIs.
- Strong understanding of cloud platforms, enterprise IT ecosystems, and the channel sales landscape in EMEA.
- Demonstrated success in managing complex partner relationships and delivering against revenue targets.
- Excellent communication, negotiation, and presentation skills; ability to influence across functions and cultures.
- Fluent in English (additional European languages a plus).
- Willingness to travel across EMEA as required.