Note: The job is a remote job and is open to candidates in USA. HeroDevs is hiring a Channel Account Manager to build and grow its European partner channel. The role focuses on recruiting and activating partners, managing distribution and transacting operations, driving partner-sourced revenue, enabling and marketing with partners, and feeding European market insights into the channel program.
Responsibilities
- Build a country-by-country partner map for Europe — who resells security, DevOps and application modernisation into the enterprise and public sector, and which of them own the accounts we want
- Source, pitch, negotiate and sign new resellers, distributors, consultancies and referral partners, using the APEX track that fits each partner's business model rather than forcing everyone into the same one
- Run structured onboarding: contracting, price list access, deal registration setup, portal access, NFR/evaluation licences and first-deal support
- Kill dormant relationships honestly. A short list of producing partners beats a long list of logos
- Own day-to-day distributor relationships: price lists, quoting, purchase order flow, credit terms, multi-currency pricing and renewal processing
- Work with Finance, Legal and RevOps on the practicalities of transacting across European markets — entity and VAT treatment, local contracting requirements, GDPR and data residency questions, and localised reseller agreements
- Support partner-led routes into public sector and regulated buyers, including framework agreements and tender processes where our partners hold the vehicle
- Manage referral partners end to end, from introduction through to commission payout on first-year ACV once the deal closes through distribution
- Build and execute joint business plans with tier-one partners, with named target accounts, agreed pipeline goals and quarterly reviews
- Get in front of end customers alongside partner sellers — this is a co-selling role, not a programme-administration role
- Maintain an accurate partner pipeline and forecast in Salesforce and HubSpot, and report on sourced versus influenced contribution
- Coordinate with our direct Account Executives and Solutions Engineers on account mapping, rules of engagement and conflict resolution
- Train partner sales and technical teams on the NES value proposition: the true cost of an unplanned migration, the risk of unmaintained dependencies, and how a drop-in replacement changes the conversation
- Equip partners to lead with the European compliance narrative — CRA, NIS2 and DORA — in language their customers already use
- Plan and manage marketing development funds: co-branded campaigns, webinars, regional events and partner-hosted EOL assessment workshops
- Deliver EOL roadmap briefings so partners know what is going end-of-life next and can get ahead of it with their install base
- Bring European market reality back to the APEX programme team — where margins, tiers, terms or tooling need to flex for this region
- Contribute to pricing and packaging discussions for partner-led motions in Europe
- Help define what the next channel hire in this region should look like
Skills
- 3–6 years in channel, partner or alliances roles at a B2B software vendor, with at least two of those years covering multiple European countries
- Demonstrable partner-sourced pipeline and closed revenue you can speak to specifically — which partners, what motion, what number
- Hands-on experience with a two-tier model: distributors above, resellers below, and the quoting and PO mechanics that sit between them
- Comfort co-selling into technical buyers. You will be in rooms with CTOs, CISOs, VPs of Engineering and platform leads, and you need to hold your own on software lifecycle, dependencies and security risk
- Fluency in the operational side of channel: deal registration, margin and discount structures, MDF, QBRs and joint business planning
- Business-fluent English, plus the willingness to travel roughly 30% across the region
- Self-direction. This is a remote role in a region without a large local team around you
- A second European language — German, French, Spanish, Italian, Dutch or a Nordic language
- Background in open source, application security, DevSecOps, SCA/SBOM tooling, or application modernisation and migration services
- Experience selling into compliance-driven buying cycles, and familiarity with CRA, NIS2, DORA or equivalent regimes
- Existing relationships with European VARs, distributors or systems integrators in the security or developer tooling space
- Public sector channel experience, including framework agreements and tender-led procurement
- Salesforce and HubSpot proficiency, and a genuine habit of keeping a CRM clean
Company Overview