Original listing text, shown exactly as published by the company.
What You’ll Do
As a Channel Account Manager for DACH, you will own and grow a portfolio of channel partners (VARs, distributors, MSSPs/MSPs, and strategic alliances) to drive net-new revenue and expand Horizon3.ai’s presence in the region.
Core Responsibilities
- Own and grow relationships with key German speaking channel partners, acting as the primary point of contact for business planning, pipeline development, and ongoing account management.
- Build and execute a joint go-to-market plan with this strategic partner, including sales plays, campaigns, enablement, and executive alignment.
- Recruit, onboard, and enable additional partners in the DACH territory, to complement and extend the impact of the strategic reseller relationship.
- Drive partner-sourced and partner-influenced pipeline by building joint account plans, campaigns, and activities with top regional partners.
- Collaborate closely with Regional Sales, SEs, and Marketing to execute DACH channel strategies, including co-selling, co-marketing, and events.
- Manage the full partner sales motion from opportunity identification through qualification, POV (proof of value), negotiation, and close in collaboration with account executives.
- Maintain accurate partner opportunity, contact, and activity data in Salesforce (SFDC) and related tools, ensuring forecast accuracy and pipeline hygiene.
- Deliver ongoing partner training and enablement on NodeZero™, including sales plays, messaging, and competitive positioning tailored to the DACH market.
- Run quarterly business reviews (QBRs) with strategic and growth partners to inspect pipeline, progression, and joint marketing and investment plans.
- Collect and share partner and customer feedback to influence product roadmap, pricing, and channel programmes.
- Champion Horizon3.ai’s channel strategy internally, advocating for DACH partner needs while reinforcing partner-first behaviours across the GTM organisation.
What You’ll Bring
- 5+ years of experience in a channel-focused role (Channel Account Manager, Channel Sales, Partner Manager, Alliances, or similar) in cybersecurity, InfoSec, or B2B SaaS.
- Demonstrated success building and monetising strategic reseller relationships in the DACH region, ideally including experience activating a large, national VAR or systems integrator.
- Proven track record of consistently exceeding revenue targets through partner-sourced and partner-influenced deals.
- Deep understanding of channel sales motions in the DACH market, including joint account planning, MDF/marketing campaigns, co-selling, and deal registration.
- Experience partnering with field and commercial AEs to drive joint opportunities and improve win rates.
- Strong sales process discipline – able to manage multiple deals simultaneously, run structured POVs, and negotiate complex opportunities.
- Excellent communication and presentation skills, comfortable in both virtual and in-person meetings with partners and end-customers.
- Proficiency with Salesforce (SFDC) and common sales/marketing tools (e.g., CRM, Outreach, LinkedIn Sales Navigator, ZoomInfo, Slack).
- Fluent in English and German; additional European languages are a plus.
- Bachelor’s degree or equivalent work experience required.
Travel RequiredThis is a remote role based in Germany. You can expect up to ~40% travel within the German speaking region (and occasionally wider EMEA) for partner meetings, customer visits, and events, as needed for success. Job-related travel expenses are reviewed and must be approved by your manager.
Other Duties
Please note: this job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee.…
