Channel Sales Director - UKI & NEUR

Location: United Kingdom

About the Position:

We are seeking a dynamic and strategic Channel Sales Director to lead a growing high-performing team and drive growth with key Global System Integrators (GSIs), Value-Added Resellers (VARs), Managed Security Service Providers (MSSPs), distributors, and security-focused partners across the UKI & NEUR. This role requires a visionary leader with a deep understanding of channel ecosystems, the ability to execute regional go-to-market strategies, and a passion for fostering strong partnerships to maximise revenue growth.

Responsibilities include:

Strategic Leadership

Lead and mentor a team of channel account managers based across the UK, Ireland & Northern Europe, driving business development efforts across UKI & NEUR.

Coach and train the team to excel in new business acquisition, competitive displacement, managed services, and resale of Netskope products and services.

Develop and execute a comprehensive business plan for key partners — including distributors, VARs, GSIs, and MSSPs — with a particular focus on personally owning and leading the distribution strategy in a two-tier GTM environment.

Cultivate long-term, strategic relationships to ensure sustainable business growth and success.

Team Leadership

Manage and develop a team of channel account managers across UKI & Northern Europe, holding them accountable for success with partners of all types — resellers, distributors, GSIs, and MSSPs — across the region.

Lead a virtual cross-functional team — including channel marketing, business line specialists (GSI, MSP/MSSP, SDR), and, where relevant, partner success — ensuring structured engagement and strategic alignment with the Regional VP (RVP).

Influence and collaborate with local country sales managers, regional sales leaders, and global channel teams to drive alignment with the Netskope Partner Program.

Key Goals:

Revenue & Growth

Drive business expansion with enterprise and major customers, increasing pipeline generation and closure rates across the region.

Identify, recruit, and enable the right channel partners — including GSIs, MSSPs, and distributors — to penetrate large enterprise clients and address their cybersecurity needs.

Grow the MSSP/MSP motion across UKI & NEUR, expanding managed services revenue alongside traditional resale.

Business Planning & Execution

Develop and execute UKI & NEUR-specific business plans aligned with global strategies, securing partner commitment for revenue targets, market focus, and capability development across VARs, GSIs, MSSPs, and distributors.

Work cross-functionally with sales, marketing, presales, and services teams to implement structured marketing and enablement initiatives.

Ensure consistency with global go-to-market strategies and execution through a matrixed team.

Own the distribution strategy in a two-tier GTM model, managing distributor relationships to maximize reach and partner recruitment.

Performance Management & Enablement

Lead quarterly business reviews and strategic meetings with partners — including distributors and MSSPs — to assess performance and drive results.

Establish and maintain a strong cadence of collaboration between Netskope and distribution leadership at both the UKI & NEUR and regional levels.

Develop and deploy enablement programs to enhance partner teams' technical and sales expertise, including MSSP-specific enablement.

Mindshare & Relationship Management

Build and nurture executive-level relationships within the UKI & NEUR partner community — VARs, GSIs, MSSPs, and distributors — to enhance brand awareness and partner engagement.

Operate confidently at C-level with partner executives — CEOs, CROs, and CTOs of VARs, distributors, GSIs, and MSSPs — building the kind of trust that turns transactional relationships into strategic ones.

Drive strategic engagement with partner executives to strengthen collaboration.

Communicate success stories and key business priorities across NEUR and regional teams.

Reporting & Best Practices

Own regional partner forecasting and provide key business updates to stakeholders.

Share best practices across regions and business units to enhance efficiency and performance.

Support local channel sales teams in customer engagements, identifying competitive opportunities, and driving successful pursuits.

Key Competencies:

Initiative & Experience

Proven track record in managing large resellers, distributors, GSIs, and MSSPs, driving business through channel partnerships.

Experience in senior leadership roles within major technology organisations.

Sales & Negotiation Expertise

Strong sales negotiation skills with the ability to articulate product value to partners.

Proficient in professional sales techniques and forecasting.

Communication & Partner Engagement

Exceptional communicator and presenter with the ability to build trust and credibility with partners and customers.

Strong influencing and stakeholder management skills across multiple levels.

Business Acumen & Execution

Strategic thinker with strong financial and business acumen.

Ability to balance technical and commercial considerations to drive customer satisfaction.

Results-oriented with a strong sense of urgency and accountability.

Teamwork & Cultural Adaptability

Ability to thrive in a matrixed organisation and collaborate across functional and cultural boundaries.

Open-minded, adaptable, and committed to teamwork.

Work Ethics & Integrity

Demonstrates high professional standards, reliability, and integrity.

Committed to excellence and quality in all aspects of work.

Self-Reliance & Flexibility

Self-motivated and adaptable, capable of working independently while maintaining strategic alignment.

Job Requirements:

Extensive experience managing large partner networks and global partnerships — including distributors and MSSPs — within a leading technology company.

Strong strategic planning and execution skills, particularly in go-to-market strategies with regional and global partners.

Exceptional stakeholder management capabilities, with the ability to drive results through virtual teams.

Demonstrated experience engaging and influencing C-level partner executives, with the credibility and gravitas to shape joint strategy at the highest level.

Proven success in quota achievement and executive-level sales engagements.

Experience in both direct sales and partner sales models, including distribution and managed services (MSSP) motions.

Excellent verbal and written communication skills, including presentation capabilities.

Strong ability to work in a collaborative, matrixed environment.

Solid business and commercial acumen with a keen eye for detail.

Fluency in French and English required; additional regional languages a plus given the geographic scope.

Personal Attributes:

Self-starter with high energy and initiative.

Goal-driven and results-oriented.

Strong executive presence with the ability to influence and operate confidently at C-level with both internal senior stakeholders and partner executives.

Effective in managing internal resources and cross-functional teams.

Committed to continuous learning and professional development.

Excellent time management and organisational skills.

Qualifications:

Bachelor's degree required; professional training in sales or account management preferred.

Netskope is committed to implementing equal employment opportunities for all employees and applicants for employment. Netskope does not discriminate in employment opportunities or practices based on religion, race, color, sex, marital or veteran statues, age, national origin, ancestry, physical or mental disability, medical condition, sexual orientation, gender identity/expression, genetic information, pregnancy (including childbirth, lactation and related medical conditions), or any other characteristic protected by the laws or regulations of any jurisdiction in which we operate.