Senior Channel & Alliances Manager - Europe

What You’ll Do (Responsibilities)

As Senior Channel & Alliances Manager - Europe, you'll be responsible for executing Strivacity's partner growth strategy across Europe by recruiting, activating, and developing strategic partners within the cybersecurity and identity ecosystem. This Individual Contributor (IC) role will work closely with Sales, Marketing, Product, and Customer Success to accelerate partner-sourced pipeline and revenue through strong field engagement and trusted partner relationships.

Success in this role is measured by partner activation, partner-sourced pipeline, strategic partner growth, and Strivacity's visibility within the European identity and cybersecurity market.

Key Responsibilities:

• Execute Strivacity's European partner strategy while providing regional market feedback and recommendations to continuously improve our partner approach.
• Recruit, onboard, and activate partners that align with our Ideal Partner Profile (IPP), including identity-focused systems integrators, cybersecurity consultancies, advisory firms, distributors, cloud partners, and technology alliances.
• Build executive and field-level relationships across the European cybersecurity and identity ecosystem through regular in-person engagement with partners.
• Develop quarterly business plans with strategic partners focused on account planning, pipeline generation, enablement, and measurable revenue objectives.
• Drive joint account mapping, co-selling, and partner-led opportunity creation with an emphasis on generating qualified new-logo pipeline.
• Participate directly in customer meetings, workshops, executive briefings, and sales pursuits alongside partners to help create and advance opportunities.
• Expand and enhance partner sales and presales enablement by collaborating with the technical enablement team to deliver end-to-end partner onboarding, certification, and ongoing enablement.
• Collaborate with Sales leadership to execute partner-sourced pipeline strategies and regional revenue goals.
• Negotiate and manage partner agreements, joint business plans, and MDF investments to maximize partner engagement and measurable pipeline outcomes.
• Partner cross-functionally with Sales, Marketing, Product, Customer Success, and Global Channel teams to ensure a consistent partner experience and scalable execution.
• Track partner performance, pipeline creation, partner activation, and revenue contribution while using data to continuously improve partner effectiveness.
• Represent Strivacity throughout the European IAM and cybersecurity community by participating in industry conferences, partner events, executive roundtables, and regional networking opportunities to strengthen market visibility and recruit strategic partners.

 What We’re Looking For (Requirements)

Experience & Background:

• 4+ years in channel management, alliances, partner development, or business development within enterprise SaaS, cybersecurity, CIAM, or identity solutions.
• Demonstrated success building and growing partner relationships that generate measurable pipeline and revenue.
• Existing relationships with European cybersecurity consultancies, identity-focused systems integrators, regional SIs, distributors, advisory firms, or IAM/CIAM specialists are strongly preferred.
• Experience selling or partnering around Identity & Access Management (IAM), Customer Identity (CIAM), cybersecurity, fraud prevention, or adjacent security technologies is highly preferred.
• Strong understanding of how enterprise technology purchasing and partner engagement differs across the UK and continental Europe.

Skills & Competencies:

• Strong relationship builder who enjoys developing trust and credibility across executive, sales, and technical stakeholders.
• Proven ability to execute partner business plans that translate into measurable pipeline and revenue.
• Excellent interpersonal and communication skills - you’re just as comfortable presenting to a partner’s executive team as you are aligning internally with a sales rep
• Highly self-motivated and comfortable operating independently across multiple countries and partner organizations.
• Strong organizational and program management skills with the ability to manage multiple strategic partner relationships simultaneously.
• Proficiency with CRM and partner management tools (e.g., Salesforce, PRM platforms).
• Willingness and ability to travel 40–60% throughout Europe to meet partners, support customer engagements, and represent Strivacity at industry events.

Bonus Skills:

• Familiarity with CIAM or IAM industry players and technology stacks.
• Familiarity with two-tier channel strategies involving distributors.
• Experience working in a remote-first or distributed team environment for a US based company.
• Exposure to go-to-market motions involving cloud marketplaces like AWS Marketplace.

The successful candidate will:

• Recruit and activate strategic partners aligned to Strivacity's Ideal Partner Profile.
• Establish Strivacity as a recognized and visible partner within the European cybersecurity and identity community.
• Develop and execute quarterly business plans with priority partners.
• Generate measurable partner-sourced pipeline through joint account planning, partner referrals, co-selling, and field engagement.
• Build trusted executive relationships that create long-term strategic opportunities.
• Serve as Strivacity's primary field-facing partner representative across Europe.

Perks & Benefits

• Competitive salary and stock options
• UK-based remote work environment with flexible hours
• Generous PTO and paid holidays
• A collaborative, no-BS, fun-loving team that loves to win together