Robertson Sumner
Overview
Senior Principal Channel Account Manager – Cybersecurity Channel Growth (Germany) at Robertson Sumner. This role involves leading strategic channel growth in a cybersecurity-focused software organization and engaging with Germany's reseller and MSSP ecosystem. Key Role Responsibilities
Develop and execute a regional partner business plan with defined goals and success metrics. Drive partner-sourced revenue through strategic alliances with resellers, MSSPs, and VARs. Recruit and onboard new channel partners aligned to mid-market cybersecurity needs. Deliver technical and sales enablement programs to ensure partner readiness. Lead joint go-to-market efforts including campaigns, events, and webinars. Serve as the bridge between internal sales teams and external channel partners. Build and maintain executive-level relationships to strengthen long-term partnerships. Oversee contract negotiations, performance reviews, and partner growth planning. Maintain accurate sales forecasting and pipeline management. Monitor the competitive landscape and contribute to ongoing strategy refinement. Key Attributes Required
5–7 years of experience in channel sales, ideally within cybersecurity, SaaS, or cloud infrastructure. Proven success in growing partner ecosystems within Germany or across EMEA. Deep knowledge of the German reseller, VAR, and MSSP landscape. Strong understanding of the mid-market cybersecurity customer profile. Excellent communication, presentation, and negotiation skills. Experience building strategic account plans and executing growth strategies. Ability to influence senior stakeholders, including C-level executives. Fluency in both German and English (spoken and written). Willingness to travel within Germany and occasionally internationally. Experience working in a fast-paced, scaling environment is highly desirable. Familiarity with partner incentive schemes, joint marketing efforts, and reseller training programmes.
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Senior Principal Channel Account Manager – Cybersecurity Channel Growth (Germany) at Robertson Sumner. This role involves leading strategic channel growth in a cybersecurity-focused software organization and engaging with Germany's reseller and MSSP ecosystem. Key Role Responsibilities
Develop and execute a regional partner business plan with defined goals and success metrics. Drive partner-sourced revenue through strategic alliances with resellers, MSSPs, and VARs. Recruit and onboard new channel partners aligned to mid-market cybersecurity needs. Deliver technical and sales enablement programs to ensure partner readiness. Lead joint go-to-market efforts including campaigns, events, and webinars. Serve as the bridge between internal sales teams and external channel partners. Build and maintain executive-level relationships to strengthen long-term partnerships. Oversee contract negotiations, performance reviews, and partner growth planning. Maintain accurate sales forecasting and pipeline management. Monitor the competitive landscape and contribute to ongoing strategy refinement. Key Attributes Required
5–7 years of experience in channel sales, ideally within cybersecurity, SaaS, or cloud infrastructure. Proven success in growing partner ecosystems within Germany or across EMEA. Deep knowledge of the German reseller, VAR, and MSSP landscape. Strong understanding of the mid-market cybersecurity customer profile. Excellent communication, presentation, and negotiation skills. Experience building strategic account plans and executing growth strategies. Ability to influence senior stakeholders, including C-level executives. Fluency in both German and English (spoken and written). Willingness to travel within Germany and occasionally internationally. Experience working in a fast-paced, scaling environment is highly desirable. Familiarity with partner incentive schemes, joint marketing efforts, and reseller training programmes.
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