Director, EMEA New Channel Business (Hybrid - Cork, Ireland)

ThreatDown is looking for..

ThreatDown is seeking an execution-focused Director of EMEA Channel to lead new business growth across the region. This leader carries a primary mandate to drive and own new customer Annual Recurring Revenue (ARR) as the key target, delivered through hands-on leadership of the EMEA channel territory management team and a partner ecosystem built for new logo acquisition.

Beyond new business, this role holds overall responsibility for EMEA channel strategy — including dotted-line ownership of distribution and accountability for all channel business across the region, spanning retention and upsell as well as new acquisition. Recruiting new partners is central to this strategy: the Director sets the regional channel vision, continuously expands the partner base, aligns partners and distributors behind it, and ensures ThreatDown captures the full lifetime value of every channel-sourced customer.

Compensation Range:€140k - €160k OTE

What You Will Do:

New Business Revenue Ownership (Primary Target)

• Own new customer ARR as the defining metric of the role; accountable for delivering and exceeding new logo acquisition targets across EMEA.

• Lead the EMEA channel territory management team to consistently meet or exceed new business quotas.

• Manage forecast and pipeline development to ensure accurate, real-time visibility into all new customer ARR.

• Build and defend a partner-sourced new business pipeline sufficient to underwrite regional growth goals.

Channel Strategy & Overall Regional Ownership

• Make partner recruitment a cornerstone of channel strategy: continuously identify, recruit, and onboard new high-potential partners to grow regional coverage and new business capacity.

• Own overall EMEA channel strategy across all partner types, setting the regional vision and go-to-market model.

• Hold dotted-line ownership of distribution: steering distributor relationships, coverage, and enablement to extend ThreatDown's reach.

• Carry accountability for all EMEA channel business, including retention and upsell of the installed base alongside new acquisition.

• Ensure channel strategy captures full customer lifetime value: land through new business, then expand and retain through the partner ecosystem.

Channel Territory Management

• Drive day-to-day sales execution through a team of Channel Territory Managers who own discrete new business quotas.

• Align field-level activity with company-wide sales goals and regional territory plans.

• Ensure tight collaboration between partners, distributors, Channel Territory Managers, and ThreatDown's retention and account management teams.

Partner & Distribution Recruitment & Growth

• Expand ThreatDown's footprint by recruiting new, high-potential partners and distributors across EMEA.

• Drive joint go-to-market efforts with partners and distributors to accelerate partner-sourced pipeline.

• Grow productivity of existing partners through field alignment, enablement, and incentives — driving both new business and upsell motions.

Sales Process & Execution Discipline

• Enforce rigorous sales process discipline across the channel team including qualification, registration, and pipeline management.

• Leverage tools such as Salesforce and PRM systems to drive process efficiency and forecast accuracy.

• Track and optimize KPIs such as partner activation, opportunity conversion, time-to-close, retention, and upsell attach.

Cross-Functional Alignment

• Collaborate with marketing and enablement teams to deliver targeted programs that support partner-led new business and expansion.

• Act as the EMEA channel execution voice in internal planning discussions.

• Collaborate with product and support teams to ensure partner and customer feedback is shared, issues are addressed, and product value is reinforced.

Skills You'll Need to Have:

• 8+ years of experience in channel or indirect sales roles, with a focus on the EMEA region.

• Proven track record of owning and delivering new business revenue targets through a channel model.

• Demonstrated success leading quota-carrying channel sales teams to drive new customer acquisition.

• Experience owning regional channel strategy and managing distribution relationships across EMEA.

• Deep knowledge of the cybersecurity partner ecosystem across EMEA, including VARs, MSSPs, MSPs, and distributors.

• Strong execution skills with the ability to lead by example and drive operational discipline.

• Experience across the full channel lifecycle, new business, retention, and upsell, with command of pipeline management, forecasting, and CRM/PRM tools.

• Collaborative, field-oriented leadership style with a passion for driving measurable outcomes.

Perks & Benefit:

• Comprehensive medical, dental, and vision insurance coverage

• Employee Referral Bonus Program 

• Wellness programs  

• Comprehensive Time Off policy

• An opportunity to do something great for yourself and the world!

(Benefits and Perks subject to change by country/region)

Legal Language:

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