Vice President, Channel Sales - EMEA & LATAM
About the position:
The Vice President, Channel Sales - EMEA & LATAM will be responsible for leading, establishing, and scaling strategic revenue-generating channel relationships across Europe, the Middle East, Africa, and Latin America. This executive role will focus on driving indirect revenue growth by expanding our channel partner ecosystem, including VARs, GSIs, Distributors, and System Integrators. The ideal candidate will build strong, high-impact alliance frameworks, ensure deal profitability, and align channel strategies with Netskope’s direct sales operations to accelerate market expansion across the regions.
Channel Leadership and Strategic Responsibilities:
In this position, you will lead the EMEA & LATAM channel strategy to maximize partner-led revenue, channel engagement, and operational excellence. This includes:
Accountability for partner-sourced and partner-influenced revenue targets, gross/net customer retention, and market share growth across EMEA and LATAM.
Developing and executing joint go-to-market strategies with top-tier channel partners, GSIs, and distributors to drive incremental revenue growth.
Accurate channel pipeline forecasting and tracking using company systems, providing consistent updates and commitments to executive leadership.
Structuring partner enablement programs, channel incentives, tiering models, and co-selling frameworks to optimize partner productivity and performance.
Monitoring regional security market trends and partner dynamics to provide strategic insights and channel innovation back to executive leadership.
Serving as the senior channel leader in EMEA & LATAM, collaborating closely with regional Direct Sales, Sales Engineering, Support, and Marketing teams to ensure alignment and customer success.
Job Requirements:
20+ years of channel sales and business development experience in enterprise technology, preferably within cybersecurity or SaaS environments.
15+ years in sales leadership, with at least 5 years operating at a VP level overseeing regional channel organizations and managing leaders.
Proven track record of building and scaling strategic channel partnerships across EMEA and LATAM to drive significant revenue growth in cloud security, networking, or SaaS solutions.
Verifiable history of consistently exceeding partner-driven revenue quotas and performance targets.
Deep, existing C-level relationships across key EMEA and LATAM distributors, VARs, GSIs, and System Integrators.
Demonstrated expertise in recruiting, mentoring, and leading high-performing regional channel management teams.
Strong understanding of cross-cultural business practices across European, Middle Eastern, African, and Latin American markets.
Willingness to travel 50%+ across the assigned regions.
Education:
Bachelor Degree preferred
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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.