Channel Sales Director (Southern European Region)

• We are seeking a dynamic and strategic Channel Sales Director to lead a growing high-performing team and drive growth with key Global System Integrators (GSIs), Value-Added Resellers (VARs), Managed Security Service Providers (MSSPs), distributors, and security-focused partners across the Southern European region (SEUR)
• Lead and mentor a team of channel account managers based across France, Spain, Portugal, Italy, and Israel, driving business development efforts across SEUR
• Coach and train the team to excel in new business acquisition, competitive displacement, managed services, and resale of Netskope products and services
• Develop and execute a comprehensive business plan for key partners - including distributors, VARs, GSIs, and MSSPs - with a particular focus on personally owning and leading the distribution strategy in a two-tier GTM environment
• Cultivate long-term, strategic relationships to ensure sustainable business growth and success
• Manage and develop a team of channel account managers based in France, Spain, Portugal, Italy, and Israel, holding them accountable for success with partners of all types - resellers, distributors, GSIs, and MSSPs - across the region
• Lead a virtual cross-functional team - including channel marketing, business line specialists (GSI, MSP/MSSP, SDR), and, where relevant, partner success - ensuring structured engagement and strategic alignment with the Regional VP (RVP)
• Influence and collaborate with local country sales managers, regional sales leaders, and global channel teams to drive alignment with the Netskope Partner Program
• Drive business expansion with enterprise and major customers, increasing pipeline generation and closure rates across the region
• Identify, recruit, and enable the right channel partners - including GSIs, MSSPs, and distributors - to penetrate large enterprise clients and address their cybersecurity needs
• Grow the MSSP/MSP motion across SEUR, expanding managed services revenue alongside traditional resale
• Develop and execute SEUR-specific business plans aligned with global strategies, securing partner commitment for revenue targets, market focus, and capability development across VARs, GSIs, MSSPs, and distributors
• Work cross-functionally with sales, marketing, presales, and services teams to implement structured marketing and enablement initiatives
• Ensure consistency with global go-to-market strategies and execution through a matrixed team
• Own the distribution strategy in a two-tier GTM model, managing distributor relationships to maximize reach and partner recruitment
• Lead quarterly business reviews and strategic meetings with partners - including distributors and MSSPs - to assess performance and drive results
• Establish and maintain a strong cadence of collaboration between Netskope and distribution leadership at both the SEUR and regional levels
• Develop and deploy enablement programs to enhance partner teams' technical and sales expertise, including MSSP-specific enablement
• Build and nurture executive-level relationships within the SEUR partner community - VARs, GSIs, MSSPs, and distributors - to enhance brand awareness and partner engagement
• Operate confidently at C-level with partner executives - CEOs, CROs, and CTOs of VARs, distributors, GSIs, and MSSPs - building the kind of trust that turns transactional relationships into strategic ones
• Drive strategic engagement with partner executives to strengthen collaboration
• Communicate success stories and key business priorities across SEUR and regional teams
• Own regional partner forecasting and provide key business updates to stakeholders
• Share best practices across regions and business units to enhance efficiency and performance
• Support local channel sales teams in customer engagements, identifying competitive opportunities, and driving successful pursuits

Benefits

• Family Medical Leave
• Flexible Work Schedule
• Remote Work Program
• Dental Benefits
• Disability Insurance
• Flexible Spending Account (FSA)
• Health Insurance Benefits
• Life Insurance
• Vision Benefits
• Commuter Benefits
• Company Outings
• Stocked Kitchen
• 401(K)
• Employee Stock Purchase Plan
• Paid Holidays
• Paid Sick Days

This role requires a visionary leader with a deep understanding of channel ecosystems, the ability to execute regional go-to-market strategies, and a passion for fostering strong partnerships to maximize revenue growthProven track record in managing large resellers, distributors, GSIs, and MSSPs, driving business through channel partnershipsExperience in senior leadership roles within major technology organizationsStrong sales negotiation skills with the ability to articulate product value to partnersProficient in professional sales techniques and forecastingStrong influencing and stakeholder management skills across multiple levelsExceptional communicator and presenter with the ability to build trust and credibility with partners and customersStrategic thinker with strong financial and business acumenAbility to balance technical and commercial considerations to drive customer satisfactionResults-oriented with a strong sense of urgency and accountabilityAbility to thrive in a matrixed organization and collaborate across functional and cultural boundaries, including the diverse markets of France, Spain, Portugal, Italy, and IsraelOpen-minded, adaptable, and committed to teamworkDemonstrates high professional standards, reliability, and integrityCommitted to excellence and quality in all aspects of workSelf-motivated and adaptable, capable of working independently while maintaining strategic alignmentStrong ability to work in a collaborative, matrixed environmentDemonstrated experience engaging and influencing C-level partner executives, with the credibility and gravitas to shape joint strategy at the highest levelExceptional stakeholder management capabilities, with the ability to drive results through virtual teamsFluency in French and English required; additional regional languages (Spanish, Italian, Hebrew) a plus given the geographic scopeExcellent verbal and written communication skills, including presentation capabilitiesStrong strategic planning and execution skills, particularly in go-to-market strategies with regional and global partnersExtensive experience managing large partner networks and global partnerships - including distributors and MSSPs - within a leading technology companySolid business and commercial acumen with a keen eye for detailExperience in both direct sales and partner sales models, including distribution and managed services (MSSP) motionsProven success in quota achievement and executive-level sales engagementsExcellent time management and organizational skillsEffective in managing internal resources and cross-functional teamsStrong executive presence with the ability to influence and operate confidently at C-level with both internal senior stakeholders and partner executivesCommitted to continuous learning and professional developmentGoal-driven and results-orientedSelf-starter with high energy and initiativeBachelor's degree required; professional training in sales or account management preferred