Channel Sales Director (EMEA)

Channel Sales Director EMEA About iProov iProov provides science-based biometric solutions that enable the world’s most security-conscious organizations to streamline secure remote onboarding and authentication for digital and physical access. Our award-winning liveness technology and iSOC offer unmatched resilience against deepfakes and generative AI threats while ensuring effortless, scalable user experiences. Trusted by leading governments and enterprises, including the U.S. Department of Homeland Security, U.K. Home Office, GovTech Singapore, ING, and UBS, iProov sets the standard in biometric identity assurance. This global trust is built not only on our technology but on the strength of the people behind it. For us, diversity at iProov is about reflecting the customers we serve, holding the principles of equality and inclusion at the heart of everything we do and all that we stand for, embracing differences, creating possibilities, and growing together. We aim to foster a culture where individuals of all backgrounds feel confident in bringing their whole selves to work, feel included, and their talents are nurtured, empowering them to contribute fully to our purpose. The Role Reports to: VP, Global Partnerships Location: WeWork Waterloo - Hybrid (at least twice per week in the office) Comp: Negotiable (Base) + Company Performance Bonus (10%) + Share Options + UK iProov Benefits As a key member of the EMEA/US/APAC team, you will be responsible for scaling iProov’s market share by leveraging strategic partnerships and driving co-selling motions with the partner ecosystem. You will build, manage, and strengthen relationships with existing partners, while recruiting and developing new partners. This role focuses on generating new and upsell business by building a robust partner pipeline, driving initial sales, and laying the foundation for long-term channel success. This is a high-impact role that blends strategic outreach, partnership and relationship development, and strategic planning to drive iProov’s growth through new and existing channels. How you can make an impact Recruit, onboard and activate high-potential channel partners, including resellers, system integrators, and strategic alliances to expand reach and drive new revenue. Manage and nurture relationships with existing channel partners to maximize sales of our biometric solutions. Develop and execute joint go-to-market business plans with partners to achieve revenue and growth targets. Own pipeline generation and partner-led bookings; track and meet/exceed partner-sourced revenue targets. Cultivate strong partner relationships from initial outreach through onboarding and activation. Deliver compelling presentations and proposals. Collaborate internally with product, marketing, legal, and sales to create partnership collateral, training, and support frameworks that drive partner performance. Monitor and analyse partner metrics (pipeline, conversion rates, bookings), using data to optimise recruitment strategies and partner performance. Stay abreast of industry and channel trends. Identify emerging opportunities or competitive threats to refine channel engagement tactics. Lead negotiations, draft agreements, define commercial terms, SPIFs, incentives, commercial models, and go-to-market commitments. Serve as the internal advocate for new channels, aligning cross-functional stakeholders around channel strategies and partner success. What we would like to see from you 5+ years of demonstrated experience in channel development/management or partner sales, preferably in B2B SaaS, identity verification, or technology sectors. Proven success in partner recruitment, building pipelines and driving revenue growth through channel partnerships. Strong understanding of channel ecosystems, including resellers, integrators, or MSPs. Exceptional prospecting, negotiation, and closing skills. Ability to build and maintain relationships with diverse stakeholders, including C-level executives and technical teams. Experience with CRM tools (e.g., Salesforce) and pipeline management. Ability to work independently and remotely, demonstrating a strong work ethic and eagerness to take on responsibility. Proactive, results-driven approach to new business generation. Ability to prioritize and manage multiple partner accounts effectively. Excellent interpersonal and communication skills, with the ability to influence and motivate partners. Willingness to travel, as this position requires travel exceeding 30%. Preferred experience Strong knowledge of the identity verification, biometrics, or cybersecurity landscape. Existing relationships with key Identity partners who serve the Public Sector and/or Enterprise markets in the region. Understanding of compliance requirements in digital identity or financial services. Benefits 25 days Annual Leave, plus 8 Bank Holidays (more holiday with service - up to an extra 5 days off per year based on your continuous service) Growth Shares allocated after passing probation (6 months of service) Salary sacrifice schemes including: Pension, Cycle To Work and Electric Car Scheme Nursery Sacrifice Scheme Work Overseas Perk - Work globally for up to 2 weeks Life Assurance SmartHealth - Access to private GP, Psychologist, Nutritionist along with tailored fitness plans for both you and your family Benefit from personalized 1:1 career coaching with our in-house Occupational Psychologist Award winning L&D platform with personal allocated training budgets Enhanced paid family leave Pension - 5% employee, 3% employer Flexible hybrid working environment Free Barista Coffee/Tea, biscuits with fruit in the WeWork office Free access to WeWork discounts and free online well-being sessions Vitality Health - a range of options available on this below The Vitality Programme includes a number of reward benefits that all employees have access to as part of the plan, for example: Private Health cover including Dental, Optical, and Audiology 50% off monthly gym memberships Apple watches significantly discounted based member vitality status Half price trainers with Runners Need Weekly rewards – Free coffee with Café Nero Monthly rewards – Free Cinema ticket Discounts on travel with Expedia (hotels) and Mr & Mrs Smith with discounts getting greater throughout the year based on a members vitality status Amazon prime free months based on activity Up to 25% cashback at Waitrose when buying healthy foods 75% off stays at Champneys Health Spas Allen Carr’s £299 no smoking programme for free Access to Vitality Healthy Mind with 30% off Headspace subscriptions and the ability to earn Vitality points for using Buddhify, Calm and Headspace Discounts on Weight Watchers 50%-80% off Comprehensive Private Health screenings Our Culture & Recruitment Process At iProov, we're incredibly proud of the culture we've carefully curated. Our culture enables diverse thought, curiosity and innovation. Our team strives to do everything to the highest standard possible to achieve the remarkable. To do that we need different perspectives, experiences and ideas alongside an environment where these are welcomed - we want everyone to feel confident in bringing their full capabilities to work. We firmly believe psychological safety is key to building and nurturing great teams. We’re a small and dynamic company, that means having the right skills is important, and we know that our best work emerges when people feel secure, welcomed and respected. As an equal opportunities employer, we encourage applications from people of all backgrounds. We’re committed to building a workforce that is representative of the people we serve. We will not put someone at a disadvantage or treat them less favourably because of race, color, national origin, ancestry, age, disability, creed, religion or belief, sex, sexual orientation, gender reassignment, marriage or civil partnership, or pregnancy and maternity. Our goal is to find people who are passionate about creating a safer, more secure world. Our recruitment process is designed to be fair and transparent, focusing solely on your qualifications, competence, and suitability for the role. We review all applications carefully and will be in touch with shortlisted candidates regarding the next steps in our interview process. If you need an adjustment for a disability or any other reason during the hiring process, please send a request to [email protected]