Channel Manager (m/f/d) 

About Kiteworks
 Kiteworks’ mission is to empower organizations to effectively manage risk in every send, share, receive, and save of sensitive content. Our platform delivers content governance, compliance, and protection by unifying, tracking, controlling, and securing sensitive information flows – significantly enhancing risk management and ensuring regulatory compliance.

DRACOON Joins the Kiteworks Group
DRACOON is now part of the Kiteworks Group, marking an exciting milestone. While this role is with DRACOON, you’ll be part of the Kiteworks Group, benefiting from the combined expertise. Kiteworks, headquartered in Silicon Valley, offers a Private Content Network that helps organizations manage risks related to sensitive content. This partnership strengthens resources, innovation, and data security solutions with a global reach, while retaining DRACOON’s local expertise.

About the Role
As a Channel Manager (m/f/d) at Kiteworks, you will play a central role in growing and strengthening our partner ecosystem within the EMEA region. You will act as a strategic interface between Kiteworks and key channel partners, helping them to succeed through enablement, joint go-to-market initiatives, and sales support.
 
You are passionate about building strong partner relationships, have a deep understanding of the IT channel landscape, and thrive in a fast-paced, customer-centric environment. Ideally, you bring experience in selling cybersecurity SaaS solutions and have a strong track record in achieving ambitious revenue targets.

• Develop and manage channel partners to drive deal registrations and revenue 
• Engage partner sales/account teams to identify opportunities for new business 
• Develop, manage, and report on partner sales funnel. Accountable for deal registrations and revenue target 
• Work hand-in-hand with partners through entire sales process including sales collateral, joint customer meetings and demos. 
• Presentations, tender preparation, pricing, negotiating, contracting, etc.  
• Assure partners have up-to-date knowledge of new products, features, roadmap, etc., and provide regular training. 
• Close deals and supervise deployments until invoicing and collection is completed 

• 4+ years experience working at a channel partner organization preferred.  
• Strong sales background - Proven sales ability including pricing, relationship building, and management, consultative selling 
• Hands-on individual, self-starter 
• Experience selling enterprise security software and services; cloud-enabled file-sharing solutions is a plus. 
• Creative thinking and problem-solving. Strong human and interpersonal skills. 
• Excellent communication skills in German and English are a must; additional languages (French, Italian, Spanish) are a plus
• Can operate with a high degree of independence within agreed policies, targets, and budgets 
• Enjoys working in a team environment  
• Some travel is required for closing sales as well as industry and partner events. (40%) 

• Your Workplace: Remote work, hybrid, or in the office – work wherever you want!
• Your Working Hours: Whether you're a night owl or an early bird, work when you're most productive.
• Your Workation: Work from home or the other side of the world, up to 183 days a year.
• Your Equipment: Mac or Microsoft – you work with the IT equipment of your choice.
• Your Pension: We contribute 20% to your company pension scheme (BAV) and also cover ongoing contracts.
• Your Discounts: Enjoy attractive employee discounts via Bitkom with numerous well-known providers.
• Your Extra: Shop with the Edenred gift card, with an average of €20 per month.
• Your Stock Options: After one year with us, you have the opportunity to participate in our stock option program.
• Your Flexibility: With your flexitime account, you can make up for longer days at any time.
• Your Birthday: Celebrate yourself with a special day off on your birthday.
• Your Engagement: Use a special vacation day to engage in social or environmental causes.

Patrizia Grünwald

Senior Recruiter EMEA