EMEA Channel Account Manager

echo is looking for its first EMEA Channel Manager to help build, grow and manage our partner ecosystem across EMEA. This is a build role: you will shape how Echo works with partners in the region, from choosing the first partners to setting up the program, processes and joint go-to-market plans that make them successful. You will work closely with Echo's EMEA GTM team to turn partners into a steady source of pipeline and revenue.

Responsibilities:

• Find, recruit and onboard the right partners across EMEA: resellers, distributors, managed service providers (MSPs and MSSPs) and regional system integrators with strong DevOps, cloud and security practices.

• Build joint business plans with key partners and drive partner-sourced and partner-influenced pipeline.

• Train partner sales and technical teams, together with Echo's Sales Engineers, so they can position, demo and sell Echo on their own.

• Co-sell with Echo account executives on partner deals, from first meeting to signed order.

• Help build the partner program foundations: partner tiers, deal registration, rules of engagement, discounts and margins.

• Run joint marketing with partners, such as events, workshops and campaigns, together with Echo's marketing team.

• Work with our Alliances team on deals through AWS, Azure and Google Cloud marketplaces that involve partners.

• Keep partner activity and pipeline accurate in Salesforce and share regular updates on partner performance.

• Bring partner and customer feedback back to Product, Pricing and leadership.

Requirements:

• 5+ years of experience in channel sales, partner management or partner development within B2B software, ideally in DevOps, cloud or cybersecurity.

• Hands-on experience working with resellers, distributors, MSPs or MSSPs, and regional system integrators (both partner-sourced or partner-influenced revenue)

• Ability to build trusted relationships and supporting partners across EMEA, with an existing partner network in the region.

• Excellent interpersonal, negotiation, and communication skills, with the ability to influence stakeholders at all levels.

• Strong collaboration skills, with experience co-selling closely with direct sales teams on deals.

• Familiarity with enterprise sales methods such as MEDDPICC or similar.

• Understanding of software supply chain or container security, and of EU rules such as NIS2, DORA and the Cyber Resilience Act, is a strong plus.

• Excellent communication and organizational skills, and comfortable building from scratch in a fast-paced, high-growth startup.