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Role Overview
Ignition Technology, an Exclusive Networks company, is seeking a strategic and partner-centric Channel Enablement Manager to lead the activation and growth of CrowdStrike sales via AWS Marketplace, with a strong focus on engaging and supporting local resellers across EMEA. This role is ideal for a channel leader who understands the dynamics of local reseller engagement and knows how to align vendor, distributor, and partner efforts into a single, scalable enablement motion.
You will be the "API" between Ignition Technology central teams, regional sales, CrowdStrike, and the local partner ecosystem-ensuring alignment, education, and motivation to drive AWS Marketplace adoption as a growth lever.
Primary Objectives
- Drive reseller engagement and buy-in for selling CrowdStrike via AWS Marketplace across EMEA.
- Equip local partners with the knowledge, tools, and support needed to confidently transact through cloud marketplaces.
- Ensure strong internal collaboration between vendor teams, channel sales, and support functions to deliver a unified partner experience.
Key Responsibilities
Local Reseller Engagement & Activation
- Identify, engage, and activate local resellers across EMEA with high potential for AWS Marketplace-led transactions.
- Serve as the strategic point of contact for reseller education around the AWS Marketplace opportunity and CrowdStrike's commercial model.
- Deliver enablement sessions that address local market challenges, customer objections, and commercial nuances.
- Support partner GTM planning and execution at the country or regional level, tailored to local sales cultures and practices.
Partner Enablement & Sales Readiness
- Develop and scale a partner enablement framework, including sales toolkits, battle cards, training materials, and playbooks specific to AWS Marketplace and CrowdStrike solutions.
- Train partner sales and technical teams to understand DSOR, CPPO, and the business case for transacting via AWS Marketplace.
- Equip partners with real-world use cases, success stories, and co-sell scenarios to drive confidence in the marketplace model.
Cross-Functional Collaboration
- Act as the liaison between Exclusive Networks' Marketplace Cloud Desk, Center of Excellence, CrowdStrike regional teams, and local Ignition Technology sales teams.
- Ensure alignment across pre-sales, finance, and operations to support a frictionless partner experience.
- Share feedback from the field to continuously optimize processes, messaging, and partner programs.
- Must be flexible and available for travel across EMEA when required.
Marketplace Adoption & Sales Growth
- Drive incremental revenue by enabling resellers to position and transact CrowdStrike solutions via AWS Marketplace.
- Collaborate with CrowdStrike and Ignition Technology field sales to support joint pipeline development and opportunity acceleration.
- Support regional account planning and partner mapping to drive depth in key markets.
Key Performance Indicators (KPIs)
- Reseller Activation: Number of local partners onboarded, trained, and actively transacting via AWS Marketplace.
- Enablement Success: Number of partner enablement sessions, certifications, and sales-readiness completions.
- Pipeline Contribution: Value and volume of partner-sourced or partner-influenced opportunities across EMEA.
- Revenue Growth: Marketplace-attributed revenue by geography, partner tier, and product category.
- Partner Satisfaction: NPS or satisfaction scores from local partners on enablement, support, and commercial experience.
Qualifications and Skills
Required Experience
- 5+ years in channel sales, partner enablement, or ecosystem development within cybersecurity, SaaS, or cloud platforms.
- Proven ability to work with regional and local resellers across diverse EMEA markets.
- Experience working with cloud marketplaces, preferably AWS Marketplace and CPPO/DSOR models.
Skills & Attributes
- Strong written and verbal communication skills in English, suitable for business correspondence and client interactions.
- Strong communicator and relationship builder, especially with local partner sales teams.
- Deep understanding of two-tier distribution and regional channel dynamics.
- Ability to translate a global strategy into locally relevant actions.
- Highly collaborative, self-motivated, and capable of navigating complexity with ease.
- Strong commercial acumen and understanding of cloud/subscription economics.
Impact
This role will be instrumental in bridging the gap between cloud marketplaces and the traditional channel, helping local resellers across EMEA embrace AWS Marketplace as a modern and profitable sales route. Your enablement efforts will unlock new revenue streams, enhance partner loyalty, and position Ignition Technology and CrowdStrike as leaders in cloud-based cybersecurity distribution.
Our Benefits:
* 24 days holidays, increasing with service and we want you to take them .
* Your Birthday off
* Pay Care Scheme
* Workplace Pension
* Hybrid working environment
* Gym and café on site
* Free parking
* Drinks and snacks in the office and social events
* Supportive and engaging working environment
Good Luck !
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