Description

KELA, a global leader in actionable threat intelligence, is looking for an experienced Channel Sales Manager to join our growing EMEA team. In this role, you will be responsible for building, developing, and managing KELA’s partner ecosystem in Germany, driving partner-led revenue and expanding our market presence.

This is a key role for someone who understands the cybersecurity landscape and is passionate about building strong, long-term partnerships.

Key Responsibilities

• Develop and execute a channel strategy for the German market to drive partner-led revenue growth
• Identify, recruit, onboard, and enable new partners, including VARs, MSSPs, distributors, and strategic partners
• Build and manage strong relationships with partners, acting as the main point of contact for business and operational activities
• Create and execute joint business plans with key partners, including revenue targets, pipeline goals, and go-to-market initiatives
• Work closely with internal teams (Sales, Marketing, Product) to align on partner strategy and ensure successful execution
• Support partners in deal cycles, including opportunity development, positioning, and closing
• Monitor partner performance, pipeline growth, and forecasting accuracy
• Drive partner enablement, including training and ongoing support on KELA’s platform and value proposition

Requirements

• 5+ years of experience in channel sales, partnerships, or business development
• Experience working in the cybersecurity industry – strong advantage
• Strong understanding of the German market and local partner ecosystem
• Proven track record of building and growing partner relationships that drive revenue
• Excellent communication, negotiation, and relationship-building skills
• Self-driven, proactive, and comfortable working independently in a fast-paced environment
• Fluent in English; German – strong advantage