Channel Manager, EMEA & APAC

Why Mend.io

We are redefining how modern organizations secure software from open source and custom code to AI-generated components. As the creators of the first AI Native AppSec Platform, we help global enterprises stay safe, fast, and compliant in an era of AI-driven development. Our platform combines intelligent automation, deep risk visibility, and developer-first experiences, shaping the future of application security.

We are also committed to building a collaborative, empowering workplace. If you are excited about this role but do not meet every requirement, we encourage you to apply. Your perspective could be exactly what we need!

We are looking for an experienced Channel Manager to help grow Mend’s partner-led business across EMEA and APAC.

This role is mainly about helping our existing partners succeed. You will give them the technical knowledge, sales tools, and hands-on support they need to confidently position Mend, engage customers, and generate new business.

This is not a traditional relationship-focused channel role. You will work closely with partner sales and technical teams, turn complex AppSec concepts into clear business value, and actively support opportunities throughout the sales cycle.

Location: Israel, hybrid model with 3 days per week in the office

What You’ll Do

• Build and grow strong relationships with our existing VARs, resellers, and strategic partners across EMEA and APAC
• Deliver practical sales and technical training that helps partners confidently position, demonstrate, and sell Mend’s solutions
• Help partner teams understand Mend’s products, customer use cases, technical advantages, and competitive differentiation
• Work closely with partner sales representatives, sales engineers, and technical teams to support customer conversations and develop new opportunities
• Guide partners throughout the sales cycle, including discovery, technical validation, competitive positioning, objection handling, and deal progression
• Serve as a trusted advisor on application security, customer needs, and go-to-market strategies
• Help partner teams become an effective extension of Mend’s sales organization through ongoing coaching and hands-on support
• Lead regular business reviews to evaluate progress, identify growth opportunities, and agree on clear next steps
• Collaborate with Mend’s Sales, Sales Engineering, Customer Success, Product, and Marketing teams on partner-led and co-sell opportunities
• Coordinate joint campaigns, events, demand-generation programs, and in-person partner activities
• Recruit and onboard new partners when there is a clear strategic or market need
• Maintain accurate forecasts, partner plans, opportunity updates, and activity records in Salesforce
  
  

• 3 to 5+ years of experience in channel management, partner enablement, technical sales, sales engineering, or a similar partner-facing role
• Experience helping existing partners grow through enablement, opportunity support, and joint execution
• A background in cybersecurity, application security, DevOps, developer tools, or another technical market
• Strong technical aptitude and the ability to explain complex concepts clearly to both business and technical audiences
• The ability to turn technical capabilities into simple and compelling customer value
• Confidence working with partner sales representatives, sales engineers, security professionals, and business leaders
• A track record of helping partners move opportunities forward and achieve revenue targets
• A good understanding of partner business models, sales motions, and what motivates partners to invest and engage
• Experience delivering partner training, building enablement plans, and supporting joint account planning
• Strong communication, presentation, coaching, and negotiation skills
• A proactive, hands-on approach and the ability to manage multiple priorities in a fast-paced environment
• Experience using Salesforce or a similar CRM platform
• An established network of VARs and resellers across EMEA and APAC is an advantage
• Willingness to travel for partner meetings, customer engagements, training sessions, and industry events