EMEA Channel Account Manager
* Location: London (Hybrid)
* Territory: UK&I
* Industries: Agnostic
* Selling: Identity Access Management (IAM), Public Key Infrastructure (PKI), Crypto Agility, and Digital Trust Solutions
* Compensation: £220K OTE
About the business:
This global leader in digital trust and cybersecurity enables organisations to secure every digital identity, machine, and interaction across hybrid and cloud environments. Their unified platform protects mission-critical infrastructure, prevents breaches, and ensures compliance at scale, trusted by some of the world’s largest enterprises, service providers, and governments.
With innovation rooted in cryptographic agility, zero trust, and automated certificate lifecycle management, they’re defining the future of secure digital transformation across industries.
The Position:
As Channel Account Manager for UK&I, you’ll own a strategic, partner-led territory responsible for building and expanding relationships with key ISVs, GSIs, and MSSPs.
This is not a high-velocity sales motion, it’s about building long-term value, co-selling into large enterprise accounts, and managing multi-stakeholder, multi-year deals through a trusted partner ecosystem.
Your focus:
* Shape and execute the UK&I channel strategy
* Drive $2M+ annual quota through high-value, partner-led opportunities
* Establish strategic alignment with top-tier partners to deliver mutual growth
Key Responsibilities:
* Strategic Partner Development: Build and deepen relationships with ISVs, GSIs, and strategic partners to drive joint go-to-market success.
* Co-Sell and Scale: Work side-by-side with partners on enterprise pursuits, from discovery to close, ensuring value alignment and execution excellence.
* Territory Leadership: Develop and execute the regional strategy, delivering consistent growth across priority sectors.
* Pipeline Generation: Develop and maintain a healthy pipeline through partner collaboration, joint campaigns, and ecosystem enablement.
* Enterprise Engagement: Lead complex sales cycles, positioning solutions as essential to securing digital transformation.
* Forecasting & Discipline: Maintain forecast accuracy, pipeline integrity, and high standards of sales governance.
* Cross-Functional Collaboration: Partner with marketing, alliances, and technical teams to ensure partner success and customer impact.
Required Experience:
* Minimum 10+ years sales experience, exceeding $1M+ quotas annually.
* Proven success in selling complex cybersecurity or IAM/PKI solutions through channels and alliances.
* Deep experience managing and co-selling with GSIs, ISVs, and MSSPs across EMEA.
* Strong track record of developing strategic partnerships that deliver long-term revenue growth.
* Demonstrated success leading C-suite and cross-functional engagements through multi-month cycles.
* Ability to operate with autonomy and accountability in a fast-growing, high-performance environment.
* Familiarity with MEDDIC / MEDDPICC or similar enterprise sales methodologies preferred.
If of interest, please apply!
Thank you,
Team Amberes