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About the Role
GreyNoise is looking for an experienced Channel Manager to develop our partner business across Europe. You'll build a focused network of cybersecurity partners, help their teams succeed with GreyNoise and turn joint plans into qualified opportunities and revenue. This is a hands-on role for someone who enjoys developing partner relationships, creating new routes to market and working closely with a regional sales team to win customers.
Responsibilities
- Own the development of GreyNoise's channel business across Europe, working from a European base.
- Build and execute an European channel strategy aligned with our regional sales priorities.
- Recruit and activate cybersecurity resellers, MSSPs/MDR providers and distributors where they add value.
- Develop existing partners and identify gaps in priority markets.
- Build joint business plans with strategic partners, with clear goals and practical actions.
- Map target accounts with partner teams and GreyNoise Regional Sales Managers.
- Enable partner sellers to identify customer needs, position GreyNoise and develop qualified opportunities.
- Work with Sales Engineering to support partner technical training, workshops and evaluations.
- Create a partner-sourced pipeline through joint prospecting, campaigns, events and customer engagement.
- Co-sell alongside our sales team and partners to progress complex Enterprise and Government opportunities.
- Help partners navigate commercial processes and coordinate effective collaboration throughout the sales cycle.
- Run regular partner reviews, track results and focus investment where it creates commercial value.
- Represent GreyNoise at partner meetings and cybersecurity events across Europe.
Requirements
- Successfully grown a cybersecurity channel business and can show how their partner work created pipeline and revenue.
- Experience in building and managing partner relationships across multiple European markets.
- Experience in recruiting, onboarding and activating relevant cybersecurity partners.
- Experience in delivering against channel revenue and pipeline targets.
- Experience in creating joint business plans and turning them into opportunities.
- Experience working with direct sales teams and Sales Engineers on enterprise deals.
- Experience engaging partner executives, sales teams and technical specialists.
- Experience running partner enablement and joint demand-generation activities.
- Experience managing channel conflict and navigating commercial negotiations.
- Experience in forecasting accurately and maintaining clear partner opportunity attribution.
- Must have US work authorization.
Skills
- Threat Intelligence
- Security Operations
- Vulnerability Management
- Attack Surface Management
- EDR/XDR
- MDR/MSSP
- Cybersecurity data platforms
Location
- Europe
- Remote-first culture
- Headquartered in the Washington DC area
Work Type
- Fully remote within the US
- Optional office attendance at our DC area headquarters
- Remote-first culture
Experience Level
- Experienced Channel Manager
Benefits
- Equity in a high-growth, Series-A startup
- 100% covered health, dental, vision, and life plans for all employees
- Competitive 401k employer match of 6%, which is special for a startup. This will be 100% matched and vested from day 1
- Flexible paid time off. GreyNoise strongly recommends each employee to take at least 120 hours of PTO (3 weeks) annually, including at least five consecutive business days
- Equipment budget. Every new employee gets an Apple Mac laptop and a $500 stipend for any equipment accessories.
- Paid family leave for all employees. We offer 4 months of paid leave (birth or adoption), plus 2 months of optional unpaid leave
- Learning & development budget. All employees receive an annual $1,500 towards professional development related to their job function. The stipend can be applied to tuition, books, conferences, and more
- Company offsites and monthly local hangouts to encourage team bonding
About the Company
- GreyNoise Intelligence is a mission driven security startup focused on helping organizations understand and mitigate risks from Internet scanning and exploitation.
- GreyNoise provides real-time, verifiable intelligence on all actors scanning the Internet and how some of them are attempting to exploit vulnerabilities on assets connected to corporate networks.
- The intelligence is highly trusted because it’s generated from a global fleet of thousands of purpose built sensors observing the Internet.
- Advanced data science techniques and AI are used to process millions of observed events into real-time intelligence for customers.
- The GreyNoise Global Observation Grid observes and analyzes unique threat data at-scale that no one else can.
- GreyNoise provides the most actionable threat intelligence against perimeter threats, so that no attack works twice.