Channel Account Manager; remote

Life is short. Work somewhere awesome.

Flare is a breakout cybersecurity Software-as-a-Service (SaaS) company with a mission to empower organizations to take control of their data and protect their customers, employees and brand by shedding light on external threats. We enable cybersecurity teams to proactively detect high-risk external exposure across the dark and clear web, before threat actors have a chance to leverage it. We unify the core functionalities of cyber threat intelligence and external attack surface management into a single, intuitive platform.

TL;

DR:
We are a bunch of geeks who help protect our clients' data (and people in their network) by locating cyber risks.

Your mission, should you choose to accept it, is to own and grow Flare's indirect sales motion across UKI and DACH, building a partner and distributor ecosystem that delivers consistent, scalable revenue growth while establishing Flare as the partner of choice in the cybersecurity channel. You will:

• Own end-to-end VAR recruitment and development across the UKI, identifying and activating the right partners to build a high-performing, revenue-generating reseller community
• Own end-to-end VAR and MSSP recruitment and development across DACH, building a robust and scalable partner ecosystem that reflects the distinct commercial dynamics of the German-speaking market
• Own and execute Flare's DACH distributor strategy, ensuring the right commercial frameworks, enablement programs, and joint go-to-market plans are in place to drive sustainable, scalable growth
• Work alongside Softprom to support and accelerate partner recruitment, enablement, and pipeline generation across Central & Eastern Europe, acting as a collaborative partner to Softprom rather than a replacement, and leveraging their deep in-market expertise to extend Flare's reach across the region
• Develop and execute a comprehensive indirect revenue strategy across UKI and DACH territories that meets or exceeds assigned quotas, with a primary focus on VARs in UKI and MSSPs and VARs in DACH
• Leverage and expand existing relationships within the UKI VAR community and the DACH MSSP and VAR communities to accelerate partner recruitment, activation, and revenue growth
• Establish clear priorities among partner segments and specific partners in support of the overall indirect revenue strategy, recognizing the distinct partner dynamics between UKI and DACH markets
• Own the revenue growth strategy with specific partners, ensuring that both Flare and the partner derive measurable value from the relationship
• Team closely with regional Account Executives across UKI and DACH to align on territory plans, co-selling opportunities, and joint pipeline development, ensuring seamless collaboration between direct and indirect motions
• Partner with Flare Customer Success to ensure smooth onboarding and ongoing enablement for every new partner and distributor
• Collaborate with Partner Marketing to create turnkey marketing programs with a focus on lead generation, brand awareness, and product adoption, tailored to VAR audiences in UKI and MSSP and VAR audiences in DACH
• Work with Partner Marketing to establish pipeline objectives in support of company revenue targets, and execute pipeline generation efforts focused on relevant partner segments in each region
• Design repeatable and scalable campaign infrastructure tailored to different partner segments within your geography
• Represent Flare as a subject matter expert on our partner program and value proposition, delivering compelling presentations and business cases to prospective and existing partners and distributors across all territories
• Travel regularly to DACH markets — approximately 50% of the time — to meet with priority MSSP and VAR partners, distributor stakeholders, attend regional industry events, and strengthen in-market relationships
• Adapt quickly to an evolving product, competitive landscape, and internal priorities, bringing a start-up mindset to every challenge and opportunity

• You have 8+ years of experience in channel management and/or alliances roles, with demonstrated progression in scope and…