Channel Account Manager (EMEA)

About Zafran:

Our Mission: To stop the exploitation of vulnerabilities, everywhere.

What makes us different: In a world where AI-enabled attackers weaponize vulnerabilities within minutes, the old scan-and-patch-everything model no longer holds. Zafran's Exposure Graph continuously maps every vulnerability across your hybrid environment, chains exploitability through real attack paths and proves 90% of "critical" vulnerabilities can't actually reach you. It then neutralizes the real 10% using your compensating controls and safely remediates only where it matters.

Who’s behind us: Zafran is backed by Menlo Ventures, Sequoia Capital, Cyberstarts, and a deep belief that cybersecurity should move as fast as attackers do. We’re one of the fastest-growing companies in the industry, scaling to meet demand from the world’s most advanced, security-obsessed organizations.

We’re serious about our mission- so expect work that matters, teammates who challenge and inspire you, and plenty of fun along the way!

What you will do:

- Partner Relationship Management:

- Build and nurture long-term relationships with channel partners to drive mutual success in delivering Zafran’s CTEM platform.

- Serve as the primary point of contact for assigned partners in EMEA addressing their needs, challenges, and growth opportunities.

- Develop and execute joint business plans with partners to achieve revenue targets and expand market reach in the exposure management space.

- Revenue Growth:

- Drive sales through channel partners by identifying opportunities, managing pipelines, and collaborating on deal closures.

- Monitor and report on partner performance metrics, including indirect revenues, pipeline generation, and deal registrations, using Zafran’s CRM tools.

- Partner with resellers and distributors to create demand and close high-impact deals, leveraging Zafran’s ability to mitigate thousands of vulnerabilities with a single recommendation.

- Partner Enablement and Support:

- Provide comprehensive training, certifications, and resources to enable partners to effectively sell and support Zafran’s solution set.

- Equip partners with the latest product knowledge, sales tools, and marketing collateral tailored to the CTEM market.

- Facilitate access to Zafran’s technical support, pre-sales engineering, and customer success teams to ensure partner and customer success.

- Program Development and Execution:

- Implement and manage Zafran’s channel programs, including incentives, deal registration, and market development funds (MDF), to motivate partner performance.

- Collaborate with Zafran’s marketing team to develop co-branded campaigns and materials that highlight our award-winning CTEM solutions.

- Ensure partner compliance with Zafran’s channel program guidelines and agreements.

- Cross-Functional Collaboration:

- Work closely with Zafran’s sales, marketing, engineering, product, and customer success teams to align channel strategies with company objectives.

- Provide partner feedback to product teams to influence Zafran’s roadmap and enhance our platform’s value for partners and customers.

- Coordinate with field sales teams to manage channel conflicts and deliver seamless customer experiences.

- Market Intelligence and Strategy:

- Stay informed about cybersecurity trends, competitor activities, and market opportunities to guide partner strategies in EMEA.

- Identify and recruit new partners to expand Zafran’s coverage in high-growth markets and verticals.

- Analyze partner performance data to optimize channel strategies and maximize ROI.

- Experience:

- 3-5+ years of experience in channel sales, partner management, or business development, ideally in cybersecurity, SaaS, or IT solutions.

- Proven track record of driving revenue growth through channel partners in the Western U.S. market.