Job description details
Intro
We are seeking a highly experienced and driven Sales Director Channel - North America (m/f/d) to lead and expand our Hornetsecurity partner ecosystem across the region. This role requires a deep understanding of the cloud and IT-security landscape, along with a proven track record of success managing channel ecosystems - including MSPs, VARs, and Distributors - within the U.S. market.
This leadership position is pivotal in shaping and executing our North American channel strategy. You will lead a high-performing team of Channel Managers, Distribution Managers, and Key Account Managers to deliver revenue growth through strategic channel partnerships. A hands-on mentality, strong leadership, and a keen sense for pipeline management are essential for success.
Your Job
Leadership & Team Management
- Lead and manage a team of Channel Managers, Distribution Manager(s), and Key Account Manager(s) across North America.
- Define clear KPIs, coach team members, and support professional development to build a world-class channel sales team.
- Foster a high-performance, collaborative, and accountable team culture.
Channel Strategy & Execution
- Develop and execute a comprehensive North American channel sales strategy aligned with company growth objectives.
- Identify, recruit, and onboard strategic partners, including MSPs, VARs, and Distributors, that align with our market objectives.
- Leverage your existing partner network to accelerate go-to-market plans.
Partner Relationship Management
- Maintain and expand relationships with key channel partners, ensuring alignment on goals, enablement, and execution.
- Understand partners’ business models, pain points, and market opportunities to co-create winning solutions.
- Work closely with marketing and enablement to develop and roll out partner programs, campaigns, and incentives.
Pipeline & Revenue Management
- Maintain a detailed understanding of the channel pipeline and contribute to accurate forecasting.
- Lead weekly pipeline and forecast reviews, ensuring the team maintains strong deal hygiene and velocity.
- Drive partner engagement and demand generation to ensure consistent lead flow and revenue growth.
Market Insight & Enablement
- Stay abreast of industry trends in cloud services and IT security; provide regular feedback to Product and Marketing teams.
- Represent the company at industry events, partner summits, and executive briefings to build presence and deepen relationships.
Your Profile
- 10+ years of experience in channel sales leadership roles within the cloud and cybersecurity industry.
- Extensive network of MSPs, VARs, and Distributors across North America, with a proven track record of managing and growing these relationships.
- Demonstrated experience leading channel and distribution teams and achieving revenue targets through partner-driven models.
- Strong technical acumen and ability to converse confidently about cloud and cybersecurity solutions.
- Exceptional strategic thinking and execution capabilities, with a hands-on, data-driven management style.
- Experience working with CRM and partner management tools (e.g., Salesforce, PRM platforms).
- Ability to travel across North America (up to 30%).
Preferred Qualifications
- Bachelor’s or Master’s degree in Business, Technology, or related field.
- Certifications or training in cloud platforms (e.g., AWS, Azure), cybersecurity, or channel programs a plus.
- Experience in scaling channel ecosystems during periods of rapid company growth.
Your Benefits
- Free space for innovation and independent action in a fast-growing international company.
- Personal and professional development opportunities.
- Short decision paths and flat hierarchies in an open work atmosphere.
- Healthy work & life balance: 20 vacation days and 10 sick days.
- Temporary Employee Exchange Program: we provide the ability for you to work at our global office locations and explore the world (e.g. Malta, Madrid, Montréal, Berlin).
- Full Remote Work and flexible, trust-based working time.
- Team events like Laser Tag, Escape Room or nights out together - let yourself be surprised.
- Medical Care and Be-Active Bonus: we’ll keep you healthy with an allowance for your membership in fitness and sports clubs.
- Permanent contracts: we’re looking for hornets to grow long-term with us.
