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You will play a key role in expanding Fortra's presence across Data Security, File Integrity Monitoring, Email Security, Offensive Security, and other cybersecurity solutions by building a high-performing partner ecosystem capable of driving sustainable growth. Success in this role requires a proactive hunter mentality, strong channel development skills, and the ability to leverage existing industry relationships to identify and secure high-value partnerships.
Particular focus will be placed on developing relationships within the UK defence and military cybersecurity ecosystem. The ideal candidate will bring a strong understanding of this market, along with established connections across leading VARs, systems integrators, and strategic partners supporting defence, government, and national security organizations. These relationships will be instrumental in accelerating partner recruitment, expanding market reach, and uncovering new growth opportunities.
Working closely with Sales, Marketing, Product Management, and Technical Support teams, you will help partners achieve their business objectives and maximize their contribution to Fortra's growth. You will also develop and execute joint business plans with senior partner stakeholders to create long-term, mutually beneficial relationships.
Job Description
Whether you’re an experienced professional or just getting started, your contributions matter at Fortra. If you’re passionate about tackling meaningful challenges alongside talented team members committed to helping each other succeed, all while having lots of fun, we want to hear from you. We offer competitive benefits and salaries, personal and professional development opportunities, flexibility, and much more!
Fortra is committed to accelerating the growth of our partner ecosystem, and partner recruitment is a critical component of our expansion strategy. As Channel Manager, you will be responsible for identifying, recruiting, onboarding, and developing new strategic partners across the UK, Ireland, and the Nordics, while also managing and growing an existing network of distributors, VARs, system integrators (SIs), MSSPs, and other channel partners.You will play a key role in expanding Fortra's presence across Data Security, File Integrity Monitoring, Email Security, Offensive Security, and other cybersecurity solutions by building a high-performing partner ecosystem capable of driving sustainable growth. Success in this role requires a proactive hunter mentality, strong channel development skills, and the ability to leverage existing industry relationships to identify and secure high-value partnerships.
Particular focus will be placed on developing relationships within the UK defence and military cybersecurity ecosystem. The ideal candidate will bring a strong understanding of this market, along with established connections across leading VARs, systems integrators, and strategic partners supporting defence, government, and national security organizations. These relationships will be instrumental in accelerating partner recruitment, expanding market reach, and uncovering new growth opportunities.
Working closely with Sales, Marketing, Product Management, and Technical Support teams, you will help partners achieve their business objectives and maximize their contribution to Fortra's growth. You will also develop and execute joint business plans with senior partner stakeholders to create long-term, mutually beneficial relationships.
WHAT YOU'LL DO
- Meet your annual sales and pipeline generation targets for your defined territory.
- Contribute to the regional strategy defined by the Regional Sales leader and the EMEA Director of Channel .
- Responsible for development and execution of go-to-market strategy including: opportunity generation campaigns, marketing events, internal plan rollout with our sales team, business plan objectives, etc.
- Successfully lead sales and technical training as part of onboarding new and acquired partners.
- Identify, meet, engage and enable VARs and SIs in the region to contribute to generate opportunities
- Effectively analyze and report on partner progress.
- Creatively solve problems and address challenges in real time.
- Communicate effectively and persuasively in a variety of media and venues.
- Adhere to the company sales processes and ensure up to date CRM documentation is completed on time.
- Keep up to date on competitors and competitive situation.
QUALIFICATIONS
- Experience (+10 years) in Cybersecurity software sales in UK, with a Channel Management role within a distributor or a vendor
- Existing relationships with leading UK cybersecurity VARs and System Integrators, particularly those focused on defence, military, and government opportunities, with a demonstrated track record of recruiting and growing strategic channel partnerships.
- Excellent proven negotiation and sales skills
- Strong commercial awareness.
- Excellent professional interpersonal skills with a customer centric work ethic.
- Excellent verbal and written communication skills, as well as strong presentation skills.
- Ability to interact effectively with senior executives.
- Minimum Degree in Business or relevant experience.
- Native English - other languages will be considered a plus.
At Fortra, we’re breaking the attack chain. Ready to join us? Visit our website to learn more about why employees choose to work for Fortra. Remember to connect with us on LinkedIn.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, veteran or disability status.