Founded in 2003 and headquartered in Singapore, Group-IB is a leading creator of cybersecurity technologies to investigate, prevent, and fight digital crime. Combating cybercrime is in the company’s DNA, shaping its technological capabilities to defend businesses, citizens, and support law enforcement operations.
Group-IB’s Digital Crime Resistance Centers (DCRCs) are located in the Middle East, Europe, Central Asia, and Asia-Pacific to help critically analyze and promptly mitigate regional and country-specific threats. These mission-critical units help Group-IB strengthen its contribution to global cybercrime prevention and continually expand its threat-hunting capabilities.
About Group-IB
Founded in 2003 and headquartered in Singapore, Group-IB is a leading creator of cybersecurity technologies to investigate, prevent, and fight digital crime. Combating cybercrime is in the company’s DNA, shaping its technological capabilities to defend businesses and citizens and support law enforcement operations.
Group-IB’s Digital Crime Resistance Centers (DCRCs) are located in the Middle East, Europe, Central Asia, and Asia-Pacific to help critically analyze and promptly mitigate regional and country-specific threats. These mission-critical units help Group-IB strengthen its contribution to global cybercrime prevention and continually expand its threat-hunting capabilities.
Each of us can help make the world a safer place. Join us!
The role:
As the Channel Manager for Eastern Europe, you will serve as a cornerstone of the European Sales organisation, driving strategic growth and operational excellence across the region. Reporting directly to the Channel Director Europe, your mandate is twofold: the aggressive acquisition of new MSSP partnerships and the lifecycle management of our established partner ecosystem.
Your primary objectives will be geographically focused: cultivating and scaling our robust existing partner base in the Adriatic region, while simultaneously spearheading market development and penetration within the Northern Eastern European territories.
By leveraging deep industry insights and technical acumen, you will play a decisive role in advancing the cybersecurity landscape, empowering our partners to deliver sophisticated, industry-leading solutions while accelerating your professional trajectory within a high-growth sector.
Tasks to solve:
- Target, recruit, develop, scale and manage strategic security-focused managed service partners, defining paths that align with the company’s long-term business objectives throughout the region.
- Cross-organisational collaboration for local execution and sales alignment.
- Identify, build and maintain strong executive relationships with focus partners. Ability to manage all aspects of partner engagement from negotiation to integration, partner sales forecasting and ongoing sales support to drive revenue growth.
- Work with focus partners to expand and evolve their offering catalogue to develop new lines of revenue, powered by Group-IB offerings.
- Generate net new pipeline and revenue through partner-sourced opportunities and market expansion initiatives.
- Work closely with field marketing to deliver marketing events/programs/campaigns that generate interest and awareness among partners’ customers.
- Ensure partners are equipped with the necessary messaging, training, resources and support to successfully position and sell their Group-IB-powered offerings.
- Set goals and validate that partners are meeting the training, certification and support requirements of the partner programme.
- Regularly review partner engagement, performance, and make adjustments to strategies as necessary.
- Work closely with internal teams, including sales, marketing, programs, operations and systems engineering to leverage all resources available, to develop and implement strategies to drive growth for MSSPs and Group-IB.
- Proactively work with Group-IB Eastern Europe sales leaders and other key stakeholders on the partner pipeline and forecast.
- Support existing and grow the right IT channel ecosystem.
- Execute campaigns to target new sales opportunities through follow-up and outbound cold calls/emails.
- Work closely with the Sales Teams, Partner Channel, and Marketing teams on lead management.
- Develop our commercial business in your territory under the guidance of the relevant sales executives and ensure an accurate overview and forecasts.
- Target, educate and persuade new customers to use Group-IB products.
- Update and maintain clients’ database details within CRM diligently.
This role is perfect for you if...
- Proven experience in South Eastern Europe, especially in Poland, the Czech Republic, and Hungary.
- Experience building and executing joint business plans, outlining how target revenues and objectives will be achieved in detail, with measurable success.
- Strong organisational, collaboration and communication skills.
- 5+ years, minimum, of indirect experience selling with/or working for Managed Service partners (MSPs, MSSPs, outsourcers, SIs, etc).
- Deep knowledge of indirect, managed sales motions (fully managed, co-managed).
- Experience working in partnership with legal and finance to develop and negotiate master agreements for sale to/with, and through.
- Experience developing models to support joint GTM with MSSP and MDR partners.
- Exceptional communication skills, including listening, writing and public speaking.
- Can work in a fast-paced, start-up environment.
- Must have experience with Enterprise software for the Security Operations domain
- Fluency in English and Croatian or Slovenian - Czech is a plus.
- Please share your CV in English.
What else do we appreciate in our team:
- Higher education (preference is given to candidates with a technical degree).
- Excellent communication skills.
- Experience working in a multitasking environment.
Why GROUP-IB?
- Your happiness is important to us: We want every single team member to be happy.
- Continuing professional development: At Group-IB, you can choose from various paths to growth: progress as an expert, advance to a management position, try your hand in another department, relocate abroad, or launch a new business area.
- Group-IB.A team with extensive international expertise: Do you have experience but are looking for exciting challenges? By choosing us, you will be choosing complex tasks and continuously improving your skills in a fast-growing international company.
- Globally recognized technologies: Group-IB's members are located in 25 countries, and our products and services are sold in 60 countries. What’s more, Gartner, IDC, and Forrester have ranked our technologies among the best in their class. We work with over 450 international partners and about 500 clients.
- A culture created by each of us: Group-IB’s employees speak many different languages and understand one another. We respect each other's beliefs, share common values, and strive toward the happiness of every employee.
- Economic stability: Group-IB's sustainable growth helps rapidly develop careers that would take years to progress as far as most other companies.
What else should you know:
- Flexible schedule: Group-IB does not have fixed working hours. You choose your schedule. We adhere to the principle advocated by Steve Jobs: “We have to work not 12 hours and head.
- Certificates and training courses: Group-IB specialists hold over 1,000 professional certificates, including CEH, CISSP, OSCP, GIAC, MCFE, BSI, as well as some rare ones that would be a source of pride for experts in forensics, penetration testing, and reverse engineering worldwide. We have an incentive program that helps employees achieve certifications at the company's expense.
- Challenges: A wide selection of GIB programs helps you improve soft skills, gain new competencies, and receive monetary rewards.
- The initiative is rewarded: At Group-IB, you can bring your most daring ideas to life. The company encourages technical blogging, writing articles, building sports teams, and other creative activities.
WHY CHOOSE GROUP-IB
- Continuing professional development. At Group-IB, you can choose from various paths to growth: progress as an expert, advance to a management position, try your hand in another department, relocate abroad, or launch a new business area at Group-IB.
- A team with extensive international expertise. Do you have experience but are looking for exciting challenges? By choosing us, you will be choosing complex tasks and continuously improving your skills in a fast-growing international company.
- Globally recognized technologies. Group-IB's members are located in 25 countries and our products and services are sold in 60 countries. What’s more, Gartner, IDC, and Forrester have ranked our technologies among the best in their class. We work with over 450 international partners and about 500 clients.
- A culture created by each of us. Group-IB’s employees speak many different languages and understand one another. We respect each other's beliefs, share common values, and strive toward the happiness of every employee.
Requires 5+ years of indirect sales experience with MSPs, MSSPs, outsourcers, or SIs; security operations enterprise software experience; regional expertise; English and Croatian or Slovenian fluency.
Key Responsibilities
- managing partnerships
- generating pipeline
- forecasting revenue
Skills & Tools
CRM, Enterprise software
Job Details
- Category: Business Development
- Seniority: Senior Level
- Commitment: Full Time
- Workplace: Remote — Europe
- Languages: English, Croatian, Slovenian
About Group-IB
A global cybersecurity technology company that investigates, prevents, and combats digital crime. — Industry: Information Technology