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Mend.io is an AI Native AppSec Platform that helps global enterprises secure software from open source, custom code, and AI-generated components. The company is redefining application security through intelligent automation, deep risk visibility, and developer-first experiences.
As Channel Manager for EMEA and APAC, you will drive partner-led business growth by enabling and supporting existing VARs, resellers, and strategic partners. This is a hands-on, technical enablement role—not a traditional relationship-management position.
Key responsibilities include:
- Building and growing relationships with existing partners across EMEA and APAC regions
- Delivering practical sales and technical training to help partners confidently position, demonstrate, and sell Mend solutions
- Translating complex AppSec concepts into clear business value for partner teams
- Working closely with partner sales representatives, sales engineers, and technical teams to support customer conversations and develop opportunities
- Guiding partners through the full sales cycle: discovery, technical validation, competitive positioning, objection handling, and deal progression
- Serving as a trusted advisor on application security, customer needs, and go-to-market strategies
- Coaching partner teams to become an effective extension of Mend's sales organization
- Leading regular business reviews to evaluate progress and identify growth opportunities
- Collaborating with Mend's Sales, Sales Engineering, Customer Success, Product, and Marketing teams on co-sell and partner-led initiatives
- Coordinating joint campaigns, events, demand-generation programs, and in-person partner activities
- Recruiting and onboarding new partners when strategically aligned
- Maintaining accurate forecasts, partner plans, and activity records in Salesforce
Location: Givatayim, Israel (hybrid, 3 days per week in office).
Requirements:
- 3 to 5+ years of experience in channel management, partner enablement, technical sales, sales engineering, or similar partner-facing role
- Proven experience helping existing partners grow through enablement, opportunity support, and joint execution
- Background in cybersecurity, application security, DevOps, developer tools, or similar technical market
- Strong technical aptitude with ability to explain complex concepts clearly to business and technical audiences
- Ability to translate technical capabilities into simple, compelling customer value
- Confidence working with partner sales representatives, sales engineers, security professionals, and business leaders
- Track record of helping partners move opportunities forward and achieve revenue targets
- Understanding of partner business models, sales motions, and partner motivations
- Experience delivering partner training, building enablement plans, and supporting joint account planning
- Strong communication, presentation, coaching, and negotiation skills
- Proactive, hands-on approach with ability to manage multiple priorities in fast-paced environment
- Experience with Salesforce or similar CRM platform
- Established network of VARs and resellers across EMEA and APAC (advantageous)
- Willingness to travel for partner meetings, customer engagements, training sessions, and industry events
