Senior Partner Manager, Distribution
BeyondTrust
Cyber Security
Vice President, International Channel Partnerships Sales – EMEA, APAC
DTiQ
full-time
Posted on:
Location Type: Remote
Location: Remote • 🇬🇧 United Kingdom
Visit company websiteJob Level
Lead
About the role
- Develop and execute a scalable, high-impact international channel sales strategy
- Launch the partner program with tiered models, clear enablement paths, and performance metrics
- Define commercialization frameworks that adapt to regional differences
- Establish quarterly KPIs and revenue targets for all channel regions
- Represent channel sales in the executive leadership team and cross-functional planning
- Identify, recruit, and onboard top-tier resellers, system integrators, and referral partners
- Leverage your personal partner ecosystem to drive pipeline quickly
- Oversee onboarding, enablement, contracts, and performance reviews
- Collaborate with Legal on global reseller agreements and regional compliance
- Drive joint marketing efforts and co-branded campaigns with key partners
- Create scalable revenue streams via partner-led and partner-influenced deals
- Actively support large enterprise opportunities as an executive sponsor
- Ensure a strong pipeline is maintained and tracked in Salesforce and PRM tools
- Establish regional growth plans for EMEA and APAC
- Partner with Marketing to create region-specific assets, pitch decks, and campaigns
- Coordinate with Product and Engineering for localized product needs
- Align with Customer Success to ensure partner-led installs meet quality benchmarks
- Manage channel conflict in collaboration with direct sales leadership
- Hire and lead future regional channel AEs based on performance milestones
- Mentor internal stakeholders on partner management and commercialization strategies
- Serve as a public-facing evangelist for DTiQ’s international partner strategy
- Represent DTiQ at trade shows, summits, and global partner events
- Measured by net new partner acquisition, partner-sourced/influenced revenue, deal velocity, and partner retention
- Work closely with Revenue Ops to build dashboards and reporting
- Experience with CRM tools (e.g., Salesforce) is a must
- Travel expected 20–30% to support partner onboarding and key events
Requirements
- 10+ years in international channel or partnership sales leadership
- Strong background in QSR, retail, C-Store and HoReCa (hotel, restaurant, and catering (or cafe) industries
- Deep and active network of resellers, VARs, and integrators across EMEA/APAC
- Proven experience negotiating and managing partner commercialization agreements
- Strong understanding of international compliance, channel conflict, and localization strategy
- Ability to balance strategic thinking with tactical execution
- Fluent in English; additional languages are a plus
Benefits
- Health insurance
- Flexible working hours
- Professional development opportunities
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
channel sales strategypartner program developmentcommercialization frameworksKPI establishmentpartner onboardingperformance metricsCRM toolslocalization strategynegotiationreporting dashboards
Soft skills
strategic thinkingtactical executionleadershipmentoringcollaborationcommunicationpublic speakingnetworkingproblem-solvingrelationship management
