Vice President, Channel Sales – EMEA & LATAM

Overview

In this role you will lead and scale Netskope’s channel sales across Europe, the Middle East, Africa, and Latin America. You will shape alliance frameworks with VARs, GSIs, distributors, and system integrators to drive partner-led revenue and market expansion. You will collaborate with direct sales, sales engineering, support, and marketing to ensure customer success and profitable partnerships. This is a strategic, executive role with a clear impact on regional growth and channel innovation.

Responsibilities

• Lead the EMEA & LATAM channel strategy to maximize partner-led revenue and channel engagement
• Drive partner-sourced and partner-influenced revenue targets, retention, and market share growth
• Develop and execute joint go-to-market plans with top-tier partners, GSIs, and distributors
• Forecast and track channel pipeline using company systems with executive updates
• Design partner enablement programs, incentives, tiering, and co-selling frameworks
• Provide strategic insights on regional market trends and partner dynamics to leadership
• Coordinate with regional Direct Sales, Sales Engineering, Support, and Marketing for alignment and customer success

Key requirements

• 20+ years of channel sales and business development experience in enterprise technology (cybersecurity or SaaS preferred)
• 15+ years in sales leadership with at least 5 years as VP overseeing regional channel organizations
• Proven track record building and scaling strategic channel partnerships across EMEA and LATAM
• History of consistently exceeding partner-driven revenue quotas
• Deep C-level relationships with distributors, VARs, GSIs, and System Integrators
• Experience recruiting, mentoring, and leading high-performing regional channel teams
• Strong cross-cultural business understanding across EMEA and LATAM
• Willingness to travel 50%+

• cross-cultural communication
• leadership and mentorship
• strategic thinking
• cybersecurity or SaaS domain experience
• cloud security
• networking

…