Channel Partner Manager, EMEA

The Business Development & Partnerships team plays an important role in our go-to-market strategy by building and scaling the ecosystem that surrounds Chainalysis, from technology alliances to system integrators and resellers. The team is responsible for identifying and developing inorganic growth opportunities, unlocking new routes to market, and fostering a diverse partner ecosystem that amplifies our reach while making it easier for customers to buy and deploy Chainalysis.

The Channel Partnerships Manager, EMEA will own the day-to-day management of channel partners across the region, with a focus on activating, enabling, and growing a defined set of channel partners. This role is focused on regional execution and will be responsible for helping partners and internal field teams work together more effectively to drive pipeline, revenue, and market coverage in EMEA.

• Build strong working relationships with key partners in-region, including resellers, distributors, MSPs, and SI partners, and serve as the primary point of contact for partner engagement within the geo.
• Drive partner enablement so partners can effectively position Chainalysis, qualify opportunities, navigate sales plays, and work within our channel processes and requirements.
• Develop and execute joint plans with priority partners in EMEA to increase partner-sourced pipeline, improve partner engagement, and expand partner contribution to regional growth.
• Work closely with regional sales leaders, AEs, Rev Ops, Marketing, and Partnerships to align partners to the right accounts, opportunities, and go-to-market motions in-region.
• Identify high-potential regional partners to prioritize, grow existing partner performance, and help recruit new partners where there is clear market opportunity or coverage need.
• Support internal field enablement in EMEA so sellers understand when and how to engage partners, the relevant program guidelines, and how to work effectively with indirect routes to market.
• Run a consistent operating cadence with top partners, including business reviews, pipeline check-ins, account mapping, and escalation management where needed.
• Track partner activity and outcomes in partnership with Rev Ops and sales, including partner-sourced pipeline, training progress, and overall partner performance in the region.
• Coordinate closely with the broader Partnerships team to ensure regional execution is aligned to the overall program while remaining focused on in-market partner activation and revenue growth.

• Proven experience managing channel, reseller, distributor, MSP, VAR, and SI relationships at a B2B technology company.
• Demonstrated ability to enable partners effectively, including training on value proposition, sales plays, qualification, and how to work opportunities with internal sales teams.
• Experience driving measurable business outcomes through partners, including partner-sourced pipeline.
• Strong cross-functional collaboration skills, with experience working closely with sales, marketing, Rev Ops, and other internal stakeholders to execute partner plans.
• Strong commercial judgment and execution skills, including the ability to prioritize partners, manage competing opportunities, and navigate ambiguity in a fast-moving environment.
• Experience working in EMEA or in a multi-country region with different market dynamics, sales motions, and partner maturity levels.
• Strong communication and stakeholder management skills, with the ability to build credibility internally and externally.
• Knowledge of the crypto and blockchain ecosystem, and the ability to ramp quickly on Chainalysis products, use cases, and customer needs in order to enable partners effectively.
• Background in crypto, financial services, public sector, fintech, cybersecurity, or risk/compliance software.

• Experience with PRM tools, deal registration processes, account mapping, and partner performance tracking.
• Experience building channels in an environment where direct sales and indirect routes to market must coexist and be carefully governed.
• Comfort working across time zones and in a highly…