Channel Manager

The role

As Channel Manager, you will be responsible for building, developing, and animating Hackuity’s partner ecosystem in France and contributing to its expansion across Europe. You’ll be at the heart of our indirect sales strategy, working closely with resellers, MSSPs, integrators, and distributors to accelerate pipeline generation and revenue growth. This is a high-impact, entrepreneurial role in a fast-scaling company.

What you’ll do

• Recruit & onboard new channel partners (VARs, MSSPs, system integrators, distributors) aligned with Hackuity’s go-to-market strategy and Ideal Partner Profile
• Animate & enable the existing partner network through regular business and pipe reviews, training sessions, and co-marketing initiatives
• Drive joint pipeline by co-selling alongside partners on strategic opportunities, providing support throughout the sales cycle, and in close collaboration with the Account Executive team
• Design and execute partner programs, incentive plans, and co-selling motions to maximize partner engagement and performance
• Track and report channel KPIs (partner-sourced revenue, pipeline, activation rate) and optimize accordingly
• Collaborate closely with the Sales, Marketing, and Pre-Sales teams to align channel activities with broader GTM objectives
• Represent Hackuity at partner events, trade shows, and industry gatherings across France and Europe

What we offer

• strategic and visible role in a fast-scaling cybersecurity scaleup with real international ambitions
• The opportunity to shape and own the channel strategy from the ground up
• Close collaboration with a passionate, international team
• Competitive compensation package with a variable component tied to partner performance
• Hybrid work model — results matter more than face time

Location & Work Mode

• Paris (La Défense) (3 days / week) & Remote
• Some travel across France and Europe required (partner visits, events).
• Direct report to the group CRO

What you’ll bring

• 10 years of experience in a channel, partner, or indirect sales role within a B2B tech environment (SaaS or cybersecurity strongly preferred)
• Proven track record of recruiting and activating channel partners that generate measurable revenue
• Strong understanding of the French partner ecosystem (SIs, MSSPs, distributors)
• Excellent interpersonal skills — you know how to build trust-based, long-lasting relationships
• Fluent in French and English
• Highly organized, autonomous, and comfortable working in a startup environment
• Nice to Have
• Experience in the cybersecurity or vulnerability management space
• Familiarity with CRM tools (Salesforce, HubSpot)
• Knowledge of European channel ecosystems beyond France (DACH, Benelux, Southern Europe)
• Experience co-selling with large cybersecurity system integrators (e.g., Orange Cyberdefense, iTracing, Advens, Thales, …)