Director of Channel

Description
Silverfort is a cyber security startup that develops a revolutionary identity protection platform. Our mission is to provide industry leading unified identity protection solutions for hybrid and multicloud environments. Using patented technology, Silverfort's platform enables strong authentication across entire corporate networks and cloud environments, without any modifications to endpoints and servers.

Silverfort has been widely recognized as an industry innovator, being named "Best of MFA award" from Expert Insights, Microsoft Security 20/20 partner award, Homeland Security Award for Best Identity Access Management platform for its agentless secure authentication and zero trust platform by Astors.

We're looking for an experienced channel leader to head our EMEA partner ecosystem — someone who combines strategic vision with operational discipline. This person will build and coach a high-performing channel team, develop executive-level relationships with key partners, and represent EMEA priorities at the global table. The ideal candidate thrives at C-level engagement, drives measurable partner-sourced revenue, and knows how to balance big-picture strategy with disciplined execution. The leader will be responsible for building a diverse partner ecosystem across EMEA to best scale our business in the SMB, Enterprise and large strategic accounts and to enable our vision to have a true partner first approach.

Responsibilities

• Lead and manage the EMEA Channel team, including hiring, coaching, and developing team members to ensure high performance and alignment with company goals.
• Collaborate closely with Account Executives across EMEA to identify and prioritize focus partners, driving alignment with the broader sales strategy.
• Develop and execute Go-To-Market (GTM) business plans with key channel partners, ensuring mutual success.
• Drive resources and oversee the delivery of enablement activities at both the Sales and SE levels to empower partners.
• Provide executive alignment with partner stakeholders, fostering strong and strategic relationships.
• Align internally with Enterprise, Commercial Sales, and Sales Leadership to create unified goals and execution plans.
• Deliver accurate forecasting of partner-driven opportunities, working in conjunction with direct sales teams.
• Oversee the creation and execution of regional marketing plans, including managing the associated budget.
• Collaborate with cross-functional teams (SEs, product marketing, sales, marketing, operations, and legal) to ensure a seamless partner experience.
• Establish accountability frameworks for partners and internal stakeholders to meet agreed-upon goals.
• Continuously monitor and maintain knowledge of industry trends, competitive landscapes, and the global channel ecosystem.
• Develop an in-depth understanding of each strategic partner's business model, priorities, and success drivers.
• Report regularly on the performance of the channel ecosystem and the team, identifying areas for improvement and growth opportunities.

Requirements

• At least 10 years of proven success in Channel.
• At least 5 years experience of people management.
• Strong background in Cyber Security and/or Identity technologies.
• Knowledge and experience with the diverse channel and partner landscape across the EMEA region as a whole, specifically in the UK, France, and Germany
• Ability to orchestrate efforts across a diverse partner ecosystem, including resellers, service partners, technology alliance partners, MSPs, etc.
• Demonstrated ability to develop and execute channel strategies, including partner recruitment, enablement, and lifecycle management.
• Proven track record of meeting or exceeding sales targets through indirect channels.
• Exceptional communication and relationship-building skills, including the ability to influence stakeholders at all levels.
• Strong strategic mindset to align channel objectives with the company's overarching goals.
• Excellent presentation and negotiation skills, with the ability to represent the company at partner and industry events.
• Experience managing budgets and creating data-driven marketing and GTM strategies.
• Team-oriented leader with a collaborative approach to problem-solving and a focus on driving results.
• Willingness to travel as needed to support team members and partners across the region.