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Qevlar AI is a B2B SaaS cybersecurity scale-up that uses artificial intelligence to help Security Operations Centers transition from reactive to proactive threat detection. The company has raised $44M (Series A and seed), deployed solutions with major enterprises and leading MSSPs, and achieved multi-million dollar ARR by end of 2025.
You will be Qevlar's first dedicated Channel Partner Manager, building the EMEA channel program from the ground up. This is a hands-on builder role with direct access to the CRO and CEO.
Key responsibilities:
- Own EMEA channel strategy and execution: segment the ecosystem (MSSPs, MDRs, GSIs, VARs, distributors), prioritize opportunities, and design a tiered partner program.
- Recruit, onboard, and activate new partners from initial conversation through first closed deal.
- Co-build joint business plans with clear KPIs and mutual commitments.
- Carry and deliver on a channel quota: own partner-sourced and partner-influenced pipeline and revenue targets.
- Co-sell with Account Executives and Sales Engineers on complex, multi-party enterprise deals.
- Build the partner program infrastructure: tiers, commercial terms, deal registration, MDF, partner portal, certification paths. Work with RevOps, Legal, and Finance to formalize and scale.
- Enable partner sales and technical teams: train their AEs, SEs, and SOC analysts on Qevlar's platform, value proposition, and roadmap. Maintain a living enablement library with Product Marketing.
- Represent Qevlar in the field: conduct partner QBRs, joint customer meetings, executive briefings, and attend key industry events (RSAC, FIC, Infosecurity Europe, it-sa, GISEC).
- Establish and enforce clean rules of engagement between partners and direct sales to prevent channel conflict.
- Maintain HubSpot data hygiene.
The company offers flexible work arrangements: work from home or join colleagues in the Paris office (WeWork 9th arrondissement).
Requirements:
- 8+ years in channel/partner sales at a B2B cybersecurity vendor, with proven track record selling to or through MSSPs, MDR providers, and/or GSIs.
- Demonstrated history of hitting and exceeding channel quotas; you must source pipeline and close business, not just manage relationships.
- Hands-on experience building or scaling a partner program in an early-stage environment.
- Native-level English fluency.
- French or German language skills are a strong plus.
- High ownership mindset: bias for action, comfortable with ambiguity, excited about building from scratch.
- Ability to thrive in a dynamic environment, balancing independence with collaboration, and bringing clarity, focus, and structure.
