Channel Sales Manager

Why Hexnode?

Hexnode combines global scale, product excellence, and startup-level velocity. We operate in a mission-critical category—supporting organizations that rely on secure, reliable device management every single day. Joining Hexnode means stepping into a hyper-growth environment where you will shape the next phase of a category-defining enterprise security platform.

Role Overview

We are seeking an experienced Channel Sales Manager to drive high-velocity pipeline and revenue growth through a strategic partner ecosystem across Germany (DACH region). You will own the full partnership lifecycle: recruiting, enabling, and actively co-selling with top-tier VARs, MSPs, Systems Integrators, and Distributors to win complex enterprise deals.

In this role, you will target key decision-makers in IT, Cybersecurity, and Endpoint Management, building the operational blueprint for how Hexnode wins at scale through the German channel.

Key Responsibilities

• Strategic Partner Acquisition & Activation: Identify, recruit, and activate a strategic portfolio of German channel partners (VARs, MSPs, System Integrators, Distributors), prioritizing quality and long-term strategic alignment over sheer partner volume.

• Joint Business Planning: Develop and execute quarterly "Top 10" business plans with priority partners, driving joint pipeline development, executive alignment, and structured Business Reviews (QBRs).

• Enablement & Competitive Co-Selling: Empower partner sales and technical teams through pitch coaching, live product demos, and sharp competitive positioning against incumbents such as Microsoft Intune, Jamf, Ivanti, and VMware Workspace ONE.

• Deal Execution & Enterprise Co-Selling: Actively support partners throughout complex, long-cycle sales engagements to close mid-market and enterprise deals (1,000 to 10,000+ seats).

• Partner Programs & Co-Marketing: Collaborate on targeted partner initiatives, including joint campaigns, MDF allocation, localized marketing events, and tailored resale/referral frameworks.

• Pipeline Management & Forecasting: Maintain a disciplined cadence for forecasting partner-sourced pipeline and bookings to ensure consistent quota over-performance.

• Internal Collaboration: Serve as a dedicated internal advocate for German partners, coordinating with Solution Engineers, Product Management, Legal, and Executive teams to secure resources, localized collateral, and pricing approvals.

Required Experience & Qualifications

• 5 to 10 years of B2B channel sales / partner management experience within SaaS, Cybersecurity, or IT Infrastructure.

• Proven Track Record: Consistent history of carrying and exceeding partner-sourced quota via 2-tier distribution models (Distributor → VAR/MSP).

• Segment Focus: Strong track record of selling into the German mid-market (Mittelstand) and commercial enterprise segments (1,000–10,000+ employees).

• Ecosystem Expertise: Deep network and experience working with German MSPs, VARs, Systems Integrators, and specialized Apple/Enterprise IT resellers.

• Market & Regulatory Knowledge: Deep understanding of the German business landscape, IT security priorities, local compliance requirements (e.g., GDPR / DSGVO, BSI standards), and regional partner dynamics.

• Communication Skills: Professional fluency in both German and English (written and spoken) is required.

• Mobility: Willingness to travel as needed within Germany and the broader DACH region for partner meetings, trade shows, and customer engagements.

Hexnode is an Equal Opportunity Employer. We welcome and encourage candidates of all backgrounds, identities, and experiences to apply.