Director Channel Partnership - Deutsche Telekom

Director, Strategic Channel Partnerships | DACH (Deutsche Telekom) (Remote, Germany)

The Company

Our client is a high-growth cybersecurity vendor in the autonomous offensive security space, expanding rapidly across EMEA. They're now hiring a Director, Strategic Channel Partnership to drive the Deutsche Telekom AG business. - an important partner relationship in the DACH region.

The Role

This is executive-level ownership of a flagship strategic alliance - not reactive account management. You'll hold full accountability for growing sell-through revenue across the partner's B2B organisation in Germany, building a predictable and scalable channel revenue engine.

You'll design and execute a multi-year joint business plan, build alignment at VP and C-suite level within the partner, and lead cross-functional teams to activate go-to-market motions. You'll be the vendor's senior voice into the partnership at executive level.

What You'll Do

Strategy & Leadership

• Own the full strategic relationship - account planning, executive engagement, and revenue accountability across all sales segments and campaigns.
• Lead a multi-year joint business plan with quarterly and annual revenue targets.
• Shape the DACH channel strategy alongside EMEA sales and marketing leadership.
• Serve as executive sponsor and senior escalation point, building C-level relationships within the partner.

Business Development & GTM

• Identify and close new business within the partner's B2B segment.
• Design joint marketing and investment campaigns.
• Drive joint account targeting, co-selling motions, and field alignment.
• Lead all business planning and QBR cycles, tracking performance against joint targets.

Enablement & Partner Development

• Own partner enablement at scale - sales, technical, and competitive training in partnership with Solutions Engineering and Product Marketing.
• Drive certification and accreditation adoption.

Pipeline & Forecasting

• Maintain rigorous forecast hygiene in Salesforce across partner-sourced and partner-influenced pipeline.
• Contribute reliable channel-derived bookings visibility to EMEA forecasts.
• Ensure partner-generated leads are qualified and progressed in line with the sales process.

What You'll Bring

• 8+ years in channel sales, partner management, or strategic alliances within cybersecurity or B2B SaaS, with consistent overachievement against revenue targets.
• Deep experience managing complex, high-value relationships within Deutsche Telekom.
• Proven ability to influence at executive level and build C-suite relationships.
• Track record of building and executing joint GTM plans.
• Strong command of channel economics: deal registration, joint account planning, partner P&L, pipeline attribution.
• Highly organised; able to run multiple campaigns and workstreams in a fast-paced, high-growth environment.
• Excellent executive presentation skills - comfortable from boardroom to practitioner level
• Proficiency with Salesforce and common GTM tools (Outreach, Sales Navigator, ZoomInfo, etc.)
• Fluent German and English required

Nice to Have

• Experience activating MSSP programmes with a Tier 1 carrier or service provider.
• Background in offensive security, vulnerability management, or autonomous security platforms.
• Familiarity with the DACH enterprise security buyer landscape and regulatory frameworks.
• Startup/scale-up experience where playbooks are still being built.

Location & Travel

• Remote, based in Germany. Up to ~40% travel within DACH, occasionally wider EMEA.