Distribution Channel Manager

About Huntress

Huntress is a fully remote, global team of passionate experts and ethical badasses on a mission to break down the barriers to cybersecurity. Founded in 2015 by former NSA cyber operators, Huntress protects all businesses—not just the 1%—with enterprise-grade, fully owned, and managed cybersecurity products at the price of an affordable SaaS application. The Huntress difference is our One Team advantage: our technology is designed with our industry-defining Security Operations Center (SOC) in mind and is never separated from our service. We protect 4M+ endpoints and 7M+ identities worldwide, elevating underresourced IT teams with protection that works as hard as they do. As long as hackers keep hacking, Huntress keeps hunting.

What You’ll Do as an EMEA Distribution Channel Manager

As the EMEA Distribution Channel Manager, you'll be a key player in expanding Huntress's reach and impact. In this hands-on role, you'll be responsible for identifying, developing, and nurturing relationships with our distributor partners to open new high-volume channels and amplify the Huntress brand. You'll report directly to the Director of Channel and Strategic Alliances. You'll work closely with internal teams and external stakeholders to identify opportunities, develop strategic initiatives, and drive the execution and long-term success of our distributor programs. Your efforts will directly contribute to increasing Huntress's revenues and market presence through these vital partnerships.

Responsibilities

• Distributor Partnership Development & Management: Serve as a primary point of contact for key EMEA distributor relationships, fostering strong day-to-day connections with their sales teams, product managers, and channel leadership. Establish regular planning cadences with distributors for partner and customer targeting, pipeline generation, deal registration, and ensuring readiness for both Huntress and distributor sales organizations. Support the development and deployment of mutual sales materials, and facilitate regular account planning, sales calls, and customer briefings with our distributors. Proactively identify and assess new market opportunities, specifically within the distributor landscape, and develop effective strategies for partnership expansion.
• Pipeline Generation & Program Evangelism: Work with distributors to originate and qualify opportunities, track them through the sales cycle, and shepherd them to closure with delivery teams. Support the execution of joint go-to-market plans with our distributor partners, contributing to strategy, execution schedules, resources, and budgets. Drive program evangelism through joint lunch-and-learns, roadshows, executive briefings, and webinars, highlighting Huntress's offerings mapped to distributor solution plays. Assist in planning and executing joint events, digital marketing strategies, and content creation with our distributor partners.
• Sales Enablement & Performance: Ensure Huntress's field readiness enablement for distributor channels, including supporting sales enablement programs and training. Facilitate introductions and meetings between Huntress and distributor account teams, assisting with account mapping and planning. Participate in regular business reviews, tracking progress against agreed-upon targets, including pipeline velocity and deal value for distributor-driven opportunities. Collaborate with distributors to identify and develop customer evidence, success stories, and case studies.

What You Bring To The Team

• 5+ years of experience in a channel, business development, or sales role, specifically with a focus on distributor relationships, within a B2B SaaS environment, preferably in cybersecurity.
• Experience with Distribution, both supporting MSP/Microsoft licensing and traditional resell routes to market, is highly preferred.
• Proven track record of contributing to the growth and management of successful distributor channels.
• Understanding of the cybersecurity ecosystem and the value of distributor partnerships.
• Strong relationship-building skills, comfortable interacting with various levels within distributor organizations.
• A proactive and results-oriented mindset, capable of initiating new relationships and maintaining organized tracking and reporting.
• Good communication and presentation skills, with the ability to articulate technical capabilities into clear business outcomes for distributors and joint customers.
• Strong organizational skills with an ability to manage multiple projects and priorities.
• Ability to work both independently and collaboratively to establish regular planning cadences and achieve joint targets.

What We Offer

• 100% remote work environment - since our founding in 2015.
• New starter home office set up reimbursement (£398).
• Generous personal leave entitlements.
• Digital monthly reimbursement (£92).
• Travel to the US 1-2 times/year for various company events.
• Pension.
• Access to the BetterUp platform for coaching, personal, and professional growth.

Key skills/competency

• Channel Management
• Distributor Relationships
• B2B SaaS Sales
• Cybersecurity Ecosystem
• Go-to-Market Strategy
• Pipeline Generation
• Sales Enablement
• Strategic Partnerships
• EMEA Market Expansion
• Relationship Building