Channel Account Manager, EMEA

About the Role

We are hiring a Channel Account Manager to build our European channel: recruiting, signing and activating partners country by country, standing up regional distribution, and carrying a partner-sourced number against the APEX Partner Program we have already built. This is a build role with a running start — the programme, commercial terms, deal registration and enablement assets all exist. What Europe needs is someone to turn them into a producing channel.

You will report to the VP of Global Channel & Alliances and work daily with Solutions Engineering, direct Sales, Partner Marketing, Rev Ops, Legal and Finance. You will also work alongside our existing global partner ecosystem — including distributors and VARs such as SHI, Vertosoft, FIERCE Software and Azul Systems, and technology and advisory partners such as Sonatype, Snyk, Mend.io, Acquia, Anchore and Crosslake — as we extend that footprint across Europe.

• Build a country-by-country partner map for Europe — who resells security, Dev Ops and application modernisation into the enterprise and public sector, and which of them own the accounts we want.
• Source, pitch, negotiate and sign new resellers, distributors, consultancies and referral partners, using the APEX track that fits each partner's business model rather than forcing everyone into the same one.
• Run structured onboarding: contracting, price list access, deal registration setup, portal access, NFR/evaluation licences and first-deal support.
• Kill dormant relationships honestly. A short list of producing partners beats a long list of logos.

• Own day-to-day distributor relationships: price lists, quoting, purchase order flow, credit terms, multi-currency pricing and renewal processing.
• Work with Finance, Legal and Rev Ops on the practicalities of transacting across European markets — entity and VAT treatment, local contracting requirements, GDPR and data residency questions, and localised reseller agreements.
• Support partner-led routes into public sector and regulated buyers, including framework agreements and tender processes where our partners hold the vehicle.
• Manage referral partners end to end, from introduction through to commission payout on first-year ACV once the deal closes through distribution.

• Build and execute joint business plans with tier-one partners, with named target accounts, agreed pipeline goals and quarterly reviews.
• Get in front of end customers alongside partner sellers — this is a co-selling role, not a programme-administration role.
• Maintain an accurate partner pipeline and forecast in Salesforce and Hub Spot, and report on sourced versus influenced contribution.
• Coordinate with our direct Account Executives and Solutions Engineers on account mapping, rules of engagement and conflict resolution.

• Train partner sales and technical teams on the NES value proposition: the true cost of an unplanned migration, the risk of unmaintained dependencies, and how a drop-in replacement changes the conversation.
• Equip partners to lead with the European compliance narrative — CRA, NIS2 and DORA — in language their customers already use.
• Plan and manage marketing development funds: co-branded campaigns, webinars, regional events and partner-hosted EOL assessment workshops.
• Deliver EOL roadmap briefings so partners know what is going end-of-life next and can get ahead of it with their install base.

• Bring European market reality back to the APEX programme team — where margins, tiers, terms or tooling need to flex for this region.
• Contribute to pricing and packaging discussions for partner-led motions in…