You own and scale DataGuard’s partner go-to-market strategy, driving indirect revenue through strategic partnerships, distributors, and digital marketplaces
You expand and deepen our strategic alliance with Deutsche Telekom while building a high-impact distributor and reseller ecosystem from the ground up
You recruit, enable, and grow top-tier partners, establishing scalable frameworks across the full partner lifecycle — from onboarding to co-sell execution
You drive marketplace strategy (e.g., hyperscalers), positioning DataGuard in the ecosystems where customers increasingly purchase
You co-create and execute joint business plans with partners to accelerate pipeline generation and revenue growth
You stay close to the market, engaging customers, prospects, and partners to identify growth opportunities, inform geographic expansion, and shape product and GTM strategy
You act as a highly influential cross-functional leader, aligning Marketing, Customer Success, Product, and Professional Services to unlock scalable revenue engines
You leverage your deep SaaS expertise to optimize our global sales operations, refining processes, tools, and workflows that drive efficiency, transparency, and high performance across the commercial organization
You build, lead, and coach a high-performing channel sales team, leading from the front with hands-on execution, structured development, and a clear focus on exceeding targets.

Proven B2B SaaS sales leadership experience with a strong focus on channel/partner sales and building high-performing teams
Track record of scaling indirect revenue through distributors, resellers, and strategic partnerships, ideally with an existing network you can activate
Strong understanding of modern GTM models, including marketplace-led growth (AWS, Azure, etc.)
Data-driven and strategic mindset with consistent overachievement of commercial targets in high-growth environments
Excellent leadership, stakeholder management, and communication skills
Native-level German and fluent English

The proper tools and capacity to build and lead an ambitious, international team with diverse skill sets
Enjoy the freedom and trust to propose and execute your ideas at pace, with autonomy and the ability to make impactful decisions
Gain strategic insights into management topics with the opportunity to actively contribute, working closely alongside leadership and executive peers
Rapid development opportunities, attractive performance bonuses, and the chance to strengthen your leadership skills and business expertise
Step into a stable, forward-looking role within a dynamic scale-up poised to shape the fast-growing Security & Compliance industry

Director Channel Sales – Partnerships

Key skills