Channel & Alliances Director — EMEA

As our Channel & Alliances Director at Reclaim, you won’t be slotting into an existing playbook. You’ll write it.

You’ll identify the right partners, sign them, enable them, and drive the infrastructure, processes, and KPIs that turn Reclaim’s partner ecosystem into a primary growth engine across VARs, VADs, MSSPs, consultancies, GSIs, and Technology Alliances.

This is both a builder and a closer role. Short-term, you’ll establish the foundation: partner tiers, onboarding kits, co-sell motions, and funnel discipline. Strategically, you’ll own the channel as a revenue multiplier that extends Reclaim’s reach into enterprise accounts our direct team can’t touch alone.

1. Channel Infrastructure & Program Design

• Design and launch Reclaim’s global channel partner program: tier structure, discount frameworks, rules of engagement, and co-sell policies.
• Build the partner onboarding playbook.
• Define channel KPIs, funnel metrics, and pipeline attribution methodology; establish weekly/monthly reporting cadences.
• Work with Marketing and Product to develop channel-ready collateral, battle cards, demo environments, and certification tracks.

2. Partner Recruitment & Coverage

• Identify, target, and sign priority partners across VAR, VAD, MSSP, boutique consultancy, GSI, and technology alliance categories.
• Build a tiered partner map aligned to Reclaim’s ICP.
• Develop MSSP-specific packaging and managed-service motions that allow partners to deliver Reclaim as a recurring revenue service.
• Establish technology alliance relationships with complementary platforms (Microsoft, CrowdStrike, SentinelOne, Proofpoint) to drive co-sell and marketplace presence.

3. Partner Activation & Pipeline Generation

• Drive partner-sourced and partner-influenced pipeline; own a channel-attributed ARR quota.
• Run regular partner QBRs, deal reviews, and pipeline calls to accelerate deals through the funnel.
• Co-sell alongside partners into target accounts — support partners through technical discovery, POVs, and executive engagement.
• Represent Reclaim Security at key industry events to deepen ecosystem relationships.

4. Enablement & Certification

• Develop and maintain a partner enablement curriculum covering Reclaim’s platform, differentiation, competitive positioning, and deal-qualification methodology.
• Certify partner sales and pre-sales reps; ensure every active partner can demo and position Reclaim independently.
• Serve as the internal advocate for channel partners — relaying partner feedback to Product and Engineering to shape the roadmap.

5. Strategic Alliances

• Manage and grow technology alliance partnerships — integrations, co-marketing, and marketplace listings (e.g., Azure Marketplace, AWS Marketplace, CrowdStrike Marketplace).
• Negotiate alliance agreements, integration roadmap commitments, and joint go-to-market plans with platform partners.

Must-Have Experience:

• 5–10 years in channel sales, partner management, or alliances — with a minimum of 3 years in cybersecurity.
• Proven track record of building a channel program from 0→1: designed the tiers, recruited the partners, owned a quota, and hit it.
• Hands-on experience across multiple partner types: VARs, VADs, MSSPs, GSIs, and/or technology alliances — not just one category.
• Experience selling or enabling sales of security platforms (CTEM, CSPM, EPP/EDR, SIEM, Identity Security, or adjacent categories).
• Existing CISO-level and partner-executive-level relationships in the cybersecurity ecosystem.
• Fluent HubSpot or Salesforce CRM user; disciplined pipeline manager.

Strong Advantage:

• Prior experience at a Series A/B cybersecurity startup — you’ve built something without a safety net.
• Familiarity with Reclaim’s technology integration partners: Microsoft Defender/Entra ID, CrowdStrike, SentinelOne, Proofpoint.
• Experience structuring and launching MSSP white-label or managed-service agreements.
• Exposure to CTEM, exposure remediation, or preemptive security — you understand the problem space.
• European and/or APAC partner network alongside North American coverage.
  

• Entrepreneurial — you’re energized by building, not maintaining. You make decisions with incomplete information and iterate fast.
• Commercial — you keep score. Channel for you is not relationship management; it’s a revenue engine you engineer and optimize.
• Technically fluent — you don’t need to be an engineer, but you can hold a credible conversation with a CISO or Security Architect about why Reclaim matters.
• Collaborative — you work as closely with Sales Engineering, Marketing, and Product as you do with external partners.
• Excellent communicator — written and verbal; able to present to C-suite executives and translate complex technical capability into business value.