Channel Business Manager - VAR

• Build a deal pipeline with the assigned VARs and own revenue outcomes within designated territory
• Develop and execute business plans in collaboration with the Account Directors, driving all aspects of the partner relationship to maximize growth opportunities and ensuring the partner is well-positioned to deliver successful customer implementations and deployments
• Work well in a team environment to ensure partner and customer satisfaction
• Design a compelling value proposition that inspires strategic VARs to promote our solutions
• Develop/activate services based on our emerging and established technologies increasing revenue growth, and liaise closely with our product teams to innovate new solutions and GTM strategies to drive new ways to differentiate in the market and take market share (drive scale)
• Provide clear and consistent communication (internally and externally) across the region with partners to build strong partnerships throughout your assignment
• Lead regular business performance and relationship reviews with senior management and various stakeholders
• Build and maintain the activity of performance reports and activity dashboards

• Experience in Channel Management or Account Management roles within the enterprise software ecosystem and/or network security industry
• Fluency in German and English (written and verbal) is required
• Deep understanding of the German VAR landscape and the local "Mittelstand" vs. Enterprise procurement behaviors
• Understanding of VAR and System Integrator operating models
• Knowledge of sales, marketing, and solution development
• Demonstrate strong initiative and ability to think creatively with excellent presentation, written, and overall communication skills
• Consistent track record of leading complex sales situations through negotiation and conflict resolution

Knowledge of Resell /MSSP models is nice to have