Senior Manager, Channel Security Sales – EMEA

We are seeking a Senior Manager, Channel Security Sales – EMEA to lead our Channel Security team across EMEA. As a strategic leadership role, you will guide the team in driving security revenue and aligning operational excellence with strategic organizational goals.

Job Description:

Location: UK

Type: Permanent - Full time

The Senior Manager, Channel Security Sales is a strategic leadership role responsible for guiding the Channel Security team across EMEA, focusing on all Channel Partners within the ecosystem. This role leads a team of approximately 10 direct and indirect members, driving security revenue, and aligning operational excellence with strategic organizational goals. The Senior Manager, Channel Security Sales acts as a key advisor to executive management, setting policies, influencing strategy, and ensuring successful execution of business plans within the channel ecosystem. You will own strategy, team build-out, channel motion, and revenue for security products.

Key Responsibilities

Business Growth & Revenue Leadership

• Demonstrated success selling security and the network portfolio to the top technology Networking and Security Partners across EMEA.
• Strong background in security & AI product sales and software/enterprise license agreements.
• Strategic thinker with hands-on selling experience and ability to operate in a hybrid direct/collaborative model.
• Experience with SASE, NAC, firewalls, SD-WAN, EA’s and related networking/security portfolios would be helpful.
• Own attainment of annual and quarterly Security revenue and metrics around New Logo’s, Deal Registration, Partner education\certification and events targets.
• Drive Security growth across New & Follow-on, renewal, expansion, attach, services, and recurring revenue offerings.
• Develop and execute territory, channel, and account-based growth strategies with a documented plan.

Customer & Partner Engagement

• Build trusted relationships with C-level executives and key stakeholders.
• Partner with Networking & Security sales teams to maximize partner and customer outcomes.
• Strengthen strategic partner relationships to expand security penetration and increase share of wallet, by securing everything.
• Lead executive business reviews and customer engagement strategies.

Sales Leadership & Team Development

• Recruit, coach, mentor, and develop high-performing sales Channel teams.
• Establish clear performance expectations and accountability.
• Create succession plans and develop future leaders.
• Foster a culture of collaboration, inclusion, innovation, and continuous improvement.

Strategic Planning & Execution

• Develop annual business plans, forecasts, and pipeline strategies.
• Monitor sales performance metrics and implement corrective actions as needed.
• Drive adoption of sales tools, automation, CRM, and data-driven decision making.
• Collaborate with finance and operations teams on forecasting and resource planning.

Operational Excellence

• Ensure forecast accuracy and pipeline discipline.
• Manage budgets and resource allocation effectively.
• Drive process improvements that increase productivity and seller efficiency.
• Ensure compliance with company policies and governance standards.

Qualifications & Experience:

• Bachelor's degree required; advanced degree preferred.
• Minimum of 10 year’s experience working with enterprise channel partners, with a focus on solution selling.
• Minimum of 5 years’ management experience, with a proven track record of leading large teams and managing large revenues.
• Strong business acumen, strategic planning, and leadership skills.

Required Skills & Competencies:

• Strategic sales planning and execution.
• Leadership of large, complex teams.
• Deep understanding of channel partner ecosystems and enterprise solutions.
• Financial acumen, including P&L management.
• Excellent stakeholder management at executive levels.
• Ability to influence strategy and set policies.
• Strong communication, negotiation, and interpersonal skills.
• Change management and proactive problem solving.
• Experience in EMEA markets.
• Proven ability to deliver results in a fast-paced, competitive environment.
• Industry knowledge in enterprise solutions, services, and solution selling methodologies.