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, RevOps, 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.
Key Responsibilities Recruit and activate partners
- Build a country-by-country partner map for Europe — who resells security, DevOps 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.
Run the distribution and transacting motion
- 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 RevOps 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.
Drive partner-sourced revenue
- 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 HubSpot, 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.
Enable and market with partners
- 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.
Feed the programme
- 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 Europe.
- Help define what the next channel hire in this region should look like.
What we're looking for Required
- 3–6 years in channel, partner or alliances ro