Channel Leader, EMEA

About Traceable:

Join the future of API security with a company founded by serial innovators reshaping the software industry. Visionaries Jyoti Bansal and Sanjay Nagaraj, creators of AppDynamics (acquired by Cisco for $3.7B), established Traceable with a bold ambition: to become the global leader in API security.

We're experiencing explosive growth, tripling revenue and scaling rapidly to empower enterprises facing evolving API threats. This success is fueled by a winning strategy: unwavering customer obsession, relentless product innovation, and strategic partnerships – all backed by the entrepreneurial expertise behind past industry-defining success. Our cutting-edge solution makes API security manageable for businesses across the globe, ensuring APIs drive growth, not risk. 

Join this winning team and make your mark!

About the Role:

As the Channel Leader, you will be responsible for engaging, recruiting and onboarding strategic channel partners in EMEA . In this role, you will work closely with sales reps in the region and collaborate with partners to establish mutually beneficial relationships, expand our market reach, and play a key role in driving partner-led sales motions and transactions. The ideal candidate is expected to have a blend of existing channel relationships, VAR/DMR/MSP knowledge, technical, business development, and large deal structuring skills and experience. 

This role will be an integral part of defining our success at Traceable and will play a key role in building the partner community in EMEA.

Role Responsibilities:

• Build foundational partnerships: Identify, recruit, onboard, and manage channel partners, including value-added resellers (VARs), distributors, system integrators, and cloud service providers in EMEA. 
• Channel Program Development: Establish go-to-market strategies, training materials, and campaigns to support partner initiatives, working closely with the internal sales and marketing teams. 
• Secure early wins: Generate pipeline, assist in negotiating and structuring deals that demonstrate the value of our partnerships. 
• Establish strong relationships with partners: Gain a deep understanding of the EMEA landscape, partner ecosystems, and partner needs. 
• Performs quarterly business review with key strategic partners and dedicated account management team to ensure partner recruitment, growth and performance targets are met.

Role Experience & Qualifications:

• Minimum of 5 years of experience in channel sales, preferably in the cybersecurity industry. 
• Proven track record of exceeding sales targets and driving revenue growth through channel partners. 
• Strong business acumen to align VAR/DMR/MSP partner strategies with the Traceable solutions to develop strong GTM action plans. 
• Excellent communication and interpersonal communication skills. 
• Proficient in MEDDPIC and Salesforce.
• Ability to work independently and collaboratively in a fast-paced, startup environment. 
• Results-driven, self-sufficient and self-motivated individual with a strong commitment to sales excellence. 
• Willingness to travel as needed.
• BA/BS required.

We value diversity and treatment of employees and applicants is based on merit, talent and qualification. We encourage people from underrepresented groups to apply. We believe the key to success is bringing together unique perspectives and we do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. For qualified applicants with criminal histories, consideration will be consistent with the requirements of the San Francisco Fair Chance Ordinance or other local ordinances, as may be applicable. All your information will be kept confidential according to EEO guidelines.

Direct applicants only. Recruiting agencies: Please do not email or call our team. We are not accepting agency candidates for any position at Traceable.