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 growth
• Experience in senior leadership roles within major technology organizations
• Proven track record in managing large resellers, distributors, GSIs, and MSSPs, driving business through channel partnerships
• Strong sales negotiation skills with the ability to articulate product value to partners
• Proficient in professional sales techniques and forecasting
• Strong influencing and stakeholder management skills across multiple levels
• Exceptional communicator and presenter with the ability to build trust and credibility with partners and customers
• Results-oriented with a strong sense of urgency and accountability
• Strategic thinker with strong financial and business acumen
• Ability to balance technical and commercial considerations to drive customer satisfaction
• Open-minded, adaptable, and committed to teamwork
• Ability to thrive in a matrixed organization and collaborate across functional and cultural boundaries, including the diverse markets of France, Spain, Portugal, Italy, and Israel
• Committed to excellence and quality in all aspects of work
• Demonstrates high professional standards, reliability, and integrity
• Self-motivated and adaptable, capable of working independently while maintaining strategic alignment
• Fluency in French and English required; additional regional languages (Spanish, Italian, Hebrew) a plus given the geographic scope
• Proven success in quota achievement and executive-level sales engagements
• Experience in both direct sales and partner sales models, including distribution and managed services (MSSP) motions
• Solid business and commercial acumen with a keen eye for detail
• Demonstrated experience engaging and influencing C-level partner executives, with the credibility and gravitas to shape joint strategy at the highest level
• Strong ability to work in a collaborative, matrixed environment
• Extensive experience managing large partner networks and global partnerships — including distributors and MSSPs — within a leading technology company
• Exceptional stakeholder management capabilities, with the ability to drive results through virtual teams
• Strong strategic planning and execution skills, particularly in go-to-market strategies with regional and global partners
• Excellent verbal and written communication skills, including presentation capabilities
• Effective in managing internal resources and cross-functional teams
• Strong executive presence with the ability to influence and operate confidently at C-level with both internal senior stakeholders and partner executives
• Excellent time management and organizational skills
• Self-starter with high energy and initiative
• Committed to continuous learning and professional development
• Goal-driven and results-oriented
• Bachelor’s degree required; professional training in sales or account management preferred