International Channel Manager – ISV Partners (Cybersecurity)

Hybride/op afstand    40 uur    Geplaatst op: 13-08-2025

Location: Netherlands (Remote/Hybrid)
Department: Channel Sales / Partner Management
Reports To: Director of Global Channels / VP of Sales

Position Overview:
We are seeking a highly driven and experienced International Channel Manager to lead and expand our Independent Software Vendor (ISV) partner ecosystem within the cybersecurity space on a global scale. Based in the Netherlands, this role not only involves building and executing a global ISV channel strategy but also managing the global channel organization, driving international channel revenue, and overseeing the full partner lifecycle — from recruitment and onboarding to growth and retention.
This is a high-impact leadership position that requires strategic planning, team and partner management, and a deep understanding of the cybersecurity ecosystem.

Key Responsibilities:

Global Channel Organization Management

• Lead and manage the global channel organization, including regional channel managers, operations teams, and partner support functions.
• Align global channel resources to business priorities and optimize organizational structure for scalability and efficiency.
• Establish KPIs, performance benchmarks, and reporting processes to monitor and drive overall channel effectiveness.

Channel Strategy & Execution

• Define and lead the execution of a global ISV channel strategy tailored to the cybersecurity market.
• Develop and maintain a scalable partner program framework, including partner tiers, joint GTM plans, and incentive models.
• Ensure close alignment with cross-functional teams (sales, marketing, product, legal, and support) to deliver integrated partner experiences.

Partner Recruitment & Onboarding

• Identify, engage, and recruit new ISV partners that align with the company’s cybersecurity platform and growth strategy.
• Manage end-to-end onboarding processes, ensuring rapid enablement of new partners across technical and commercial functions.
• Establish co-innovation and co-selling pathways with partners through joint value propositions and solution integration.

Partner Management & Growth

• Own relationships with key ISV partners globally, acting as their strategic business advisor and internal advocate.
• Drive partner engagement through joint business planning, pipeline development, sales enablement, and regular performance reviews.
• Maximize partner-sourced revenue and ensure partner satisfaction, retention, and mutual success.

Revenue Ownership

• Own and deliver global revenue targets generated through the ISV partner ecosystem.
• Track and report on partner performance, deal pipeline, forecast accuracy, and ROI on partner initiatives.
• Collaborate with field sales to support co-selling and influence deals involving partner technologies and solutions.

Governance & Enablement

• Maintain robust governance of channel processes including partner compliance, contracts, and program execution.
• Lead the development of enablement tools, training, and resources tailored for cybersecurity-focused ISVs.
• Advocate internally for ISV partners and ensure ongoing alignment with product and market strategies.

Qualifications:

• Bachelor’s degree in Business, Marketing, or related field; MBA is a plus.
• 7+ years of experience in global channel or partner management roles, preferably within the cybersecurity industry and ISV ecosystem.
• Proven success in managing a global channel organization, with leadership responsibility over cross-regional teams and operations.
• Strong understanding of cybersecurity technologies, ISV integration models, and channel GTM strategies.
• Demonstrated ability to own and exceed revenue targets through partner-led initiatives.
• Fluent in English; additional European languages (Dutch, German, French) are a plus.
• Based in the Netherlands, with flexibility to travel internationally as required.

Key Competencies:

• Strategic Channel Leadership – Ability to define and execute a global partner vision with long-term impact.
• Team & Organizational Management – Experience managing diverse international channel teams and partner operations.
• Cybersecurity Industry Expertise – Understanding of cybersecurity trends, solutions, and ecosystem partners.
• Partner Relationship Management – Skilled at building, growing, and sustaining high-value ISV relationships.
• Revenue & Performance Accountability – Strong track record of achieving revenue targets through partner ecosystems.
• Cross-Functional Collaboration – Ability to align and lead across multiple departments and geographies.
• Operational Excellence – Data-driven decision-making and process-oriented thinking for scalable growth.
• Communication & Influence – Exceptional interpersonal and executive-level communication skills.

What We Offer:

• Competitive compensation and performance-based incentives
• Strategic ownership over a growing global partner organization in a cutting-edge cybersecurity company
• Collaborative, high-performance culture with a flat and agile organizational structure
• Opportunities for global travel, leadership development, and career growth
• A unique opportunity to shape the future of cybersecurity through a world-class ISV partner ecosystem

Acquisitie naar aanleiding van deze vacatureplaatsing wordt niet op prijs gesteld.