Director, Channel Sales Engineering – EMEA

Overview

As the Director, Channel Sales Engineering for EMEA, you lead the partner-facing technical practice, GTM, and enablement across a multi-country region. You scale partner capabilities, drive partner-sourced revenue, and align SaaS lifecycle motions with a services-first approach, focusing on AI/Data Security and agentic-workspace risk. You operationalize sales plays through partner programs and executive sponsorship with key partners. This role suits a strategic,跨-country leader who can shape a high-impact partner ecosystem in cybersecurity.

Pay / Benefits

• Competitive compensation
• Comprehensive benefits
• Flexible work environment
• Annual wellness and community outreach days
• Always on recognition for contributions
• Global collaboration and networking opportunities

Responsibilities

• Design and run partner technical GTM programs aligned to core plays (AI/Data Security, Secure Copilot, DLP modernization, agentic-workspace risk remediation)
• Build repeatable partner practice models and enable partners to package services (Health Checks, CISO Decks, managed services)
• Drive partner technical enablement (certification pathways), demo/POC factories, labs, and partner scorecards measuring adoption and PS deflection
• Serve as executive technical sponsor for strategic partner relationships and selected strategic deals
• Hire, coach and scale channel SEs and partner-facing technical talent across EMEA
• Manage cross-country coordination within UKI, DACH, France, Southern, META, North, EE
• Collaborate with Channel Sales, Technology Alliances, Customer Success, and Premium Security Services on GTM and enablement
• Lead efforts to increase partner Sourced NARR and partner-led pipeline progression across EMEA
• Oversee growth of partner delivery capability (SE Experts, CDP coverage) and retention motions by partners

Key requirements

• Extensive experience in cybersecurity/cloud security/SaaS with strong technical pre-sales or partner GTM experience
• Proven experience leading partner/channel technical motions in EMEA or equivalent multinational environment
• People leadership experience essential
• Executive presence with partner practice leaders and distributors; business English required
• Experience building/scaling partner services (deployment, health checks, managed services)
• Track record driving partner technical certification programs (SE Expert, CDP)
• Deep knowledge of data security (DLP modernization, DSPM), insider risk, and agentic workspace / AI governance

• Strong leadership and people-management skills
• Executive presence and stakeholder management
• Cross-functional collaboration and communication
• Partner GTM and enablement
• Pre-sales / technical motion leadership
• Certification programs (SE Expert, CDP)

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