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Flare is a cybersecurity SaaS company that helps organizations detect and manage external threats across the dark and clear web. The company unifies cyber threat intelligence and external attack surface management into a single platform.
As Channel Account Manager for UKI (UK & Ireland) and DACH (Germany, Austria, Switzerland) regions, you will own and scale Flare's indirect revenue engine across these strategic territories, with additional reach into Central & Eastern Europe through existing distributor relationships.
Key responsibilities include:
- Own end-to-end VAR (Value-Added Reseller) recruitment and development across UKI, building a high-performing reseller community
- Own VAR and MSSP (Managed Security Service Provider) recruitment and development across DACH, reflecting the distinct commercial dynamics of German-speaking markets
- Execute Flare's DACH distributor strategy, ensuring proper commercial frameworks, enablement programs, and joint go-to-market plans
- Collaborate with Softprom to support partner recruitment and pipeline generation across Central & Eastern Europe
- Develop and execute comprehensive indirect revenue strategy across both territories, meeting assigned quotas
- Leverage existing relationships within UKI VAR and DACH MSSP/VAR communities to accelerate partner recruitment and revenue growth
- Establish clear priorities among partner segments and develop revenue growth strategies with specific partners
- Align with regional Account Executives on territory plans, co-selling opportunities, and joint pipeline development
- Partner with Customer Success and Partner Marketing to ensure smooth onboarding, enablement, and lead generation programs
- Travel approximately 50% of the time to DACH markets to meet with priority partners, attend industry events, and strengthen relationships
- Adapt quickly to evolving product, competitive landscape, and internal priorities with a startup mindset
You bring 8+ years of channel management and/or alliances experience with demonstrated progression in scope and responsibility, plus 5+ years in cybersecurity. You have strong, existing relationships within UKI VAR and DACH MSSP/VAR communities that you can leverage immediately. You have a proven track record building and executing selling motions with various partner types (MSSPs, GSIs, VARs, CSPs, Technology Alliances) and demonstrable expertise managing VAR-led motions in UKI and MSSP/VAR-led motions in DACH. You understand the commercial and operational differences between partner types and have proven experience managing and developing distributor relationships.
