[Hiring] Global Head of Channel @VMRay GmbH

Role Description

VMRay’s sandbox technology is trusted by security teams, governments, and enterprises worldwide to detect and analyze the most advanced threats. This is a rare chance to build a global partner business from the ground up, with the backing of a fast-growing cybersecurity company and a leadership team that is fully committed to channel.

• Build and lead VMRay’s global channel strategy, starting with distributors, resellers, and system integrators, then scaling MSSPs as a recurring route to market.
• Design the partner programme and commercial model, including tiers, incentives, partner economics, deal registration, and rules of engagement.
• Recruit and develop high-value partners, and make tough calls on where to invest, grow, or step back.
• Build MSSP commercial and licensing models, working with Product and Technical teams so VMRay fits seamlessly into managed security services.
• Partner with our regional sales leaders on co-selling, account mapping, and joint business plans, making channel and direct sales a team, not competitors.
• Work with Marketing, Enablement, RevOps, Legal, and Finance to make the partner engine scalable and measurable.
• Roll up your sleeves: one day shaping global strategy, the next sitting with a sales manager and a reseller to build a target account plan.

Qualifications

• A proven track record of building channel and MSSP partnerships from the ground up, not only managing an established network.
• Strong experience in enterprise cybersecurity, ideally threat detection, SOC technologies, or adjacent security solutions.
• Hands-on MSSP experience, including commercial models, licensing, and recurring revenue.
• A track record of turning partners into measurable partner-sourced and partner-influenced pipeline, ARR, and new customers.
• A strong grasp of partner economics, incentives, and joint business planning.
• Experience across multiple international markets, and of working alongside direct sales teams without creating channel conflict.
• An active network across distributors, resellers, system integrators, and MSSPs that you can put to work quickly.

Requirements

• Experience in North America as well as EMEA.
• Experience in a scale-up or fast-growing vendor.
• Public sector and enterprise channel experience.

Benefits

• A diverse, international team that values different perspectives, with flexibility in where and how you work.

Company Description

VMRay is one of Europe’s most successful cyber security scale ups with strong international growth and upper management with technical expertise. Our unique technology and innovative products secure numerous government and corporate networks all over the world effectively against cyberattacks.