Hybrid Senior Channel Manager

at Entrust

• Job title: Senior Channel Manager
• Job type: Full Time
• Experience level: Senior
• Salary: Not specified
• Degree requirement: Bachelor's Degree
• Location requirements: Hybrid, France

About the role

• Senior Channel Manager driving significant growth across Southern Europe and French-speaking Africa at Entrust, a leader in identity-centric security solutions.

Responsibilities

• Establish, build, and maintain deep, trusted relationships with distributors, resellers, Global Systems Integrators (GSIs), service providers, and technology partners.
• Develop and execute regional and partner-specific business plans to drive aggressive sales and business development activity.
• Work closely with Entrust's direct sales and partner sales teams to identify new business opportunities.
• Collaborate on GTM activities, sales collateral, and joint customer presentations to accelerate the sales process.
• Create demand for Entrust's products and services by articulating compelling value propositions and entry-point value statements, and by identifying key buying influences within complex sales environments.
• Develop and manage a full pipeline of qualified sales prospects by leveraging your network of channel partners to consistently achieve quarterly and annual sales revenue targets.
• Deploy and execute account strategies by collaborating effectively with a wide range of internal stakeholders, including Territory Sales, Marketing, Sales Engineering, Inside Sales, Professional Services, Finance, and Operations.

Requirements

• A Degree with a minimum of 10 years of industry experience is required.
• A clear understanding of various partner business and partnership models (including single-tier and 2-tier distribution).
• Proven channel sales experience managing these models.
• Strong Enterprise IT infrastructure/application knowledge, with a background in the IT security industry involving both hardware and/or software solutions.
• Experience with data protection and encryption/cryptography is highly desirable.
• Applicable regional/country market, industry, or company knowledge for the Southern Region is essential.
• Experience in structuring and negotiating partnership agreements (e.g., pricing, support, professional services, etc.) to meet specific channel partner needs.
• Ability to develop senior-level relationships, present effectively to various groups, and act as a highly motivated, self-starter and results-orientated goal achiever.

Benefits

• Career Growth: Whether you’re a budding developer or a seasoned expert, we’re invested in your professional journey. With learning-forward initiatives and exciting challenges, your growth is our priority.
• Flexibility: Life is all about balance. Whether you’re remote, hybrid, or on-site, we offer flexible options that fit your lifestyle.
• Collaboration: Here, your voice matters. Our teams thrive on sharing ideas, brainstorming solutions, and working together to build a better tomorrow.
• Diversity, Inclusion, and Respect: At Entrust, we’re passionate about valuing all identities.