Fortanix is a data-first security company that is approaching cybersecurity in a different way. We protect the data first which means regardless of the continued perimeter-based breaches, customer data is protected, along with business operations and reputation.

Whether organisations are trying to grow revenues, reduce operating costs, enter new markets or adopt new technologies, such as AI, for competitive advantage, data is at the core of all business strategies. Protecting data enhances the ability to collaborate together, fulfil requirements, analyse and plan future paths, resulting in your business, your teams, customers and partners, to safely be more knowledgeable, loyal and successful.

Traditional security approaches fall short to adequately protect company data, therefore the data first approach to defend against continuing cyber threats, ensure agile data security, and accelerate compliance with established regulations and industry standards is vital. That's why at Fortanix, we believe security starts with your data, whether in use, in transit or at rest - protecting our customers from the inside out.

This is a full-time remote role for an EMEA Channel Manager. The EMEA Channel Manager is responsible for managing and developing relationships with channel distribution and reseller partners, building and executing partner sales plans, driving revenue growth, and providing exceptional partner experience.

Requirements

• Accountable for driving growth of incrementation and sustainable channel (distribution and reseller) revenues for Fortanix
• Participate in weekly forecasting to provide visibility to Fortanix leadership of sales pipeline growth and ability to achieve ARR bookings targets
• Expand Fortanix growth in existing partners and identify new high propensity partners to expand reach
• Create mutual distribution and reseller plans
• Lead the enablement of the channel sales teams
• Travel expectations 70% across EMEA

Required Skills

• 7+ years of channel sales experience with Enterprise software and security
• Experience managing channel pipeline growth, ARR and delivering accurate forecasts
• Ability to articulate and evangelize the value of Fortanix solutions
• Experience with supporting the GTM for new product introductions
• Strategic thinker with a tactical sales driven mentality
• Strong sales skills and partner relationship skills
• Experience of working across the EMEA region

Preferred Skills

• Self-starter who takes initiative and works with limited direction
• Experience in working with start-up organisations and working in a challenger brand
• Experience managing complex deal shaping
• History of strong relationship building with channel partners

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