About the Role
You will own the day-to-day management of channel partners across EMEA, focusing on activating, enabling, and growing a defined set of partners. You'll build strong relationships with resellers, distributors, MSPs, and SI partners, serving as the primary point of contact for partner engagement in your region. You'll drive partner enablement, develop and execute joint plans with priority partners, and work closely with regional sales leaders, AEs, RevOps, Marketing, and Partnerships to align partners to the right accounts and opportunities. You'll identify and recruit high-potential partners, support internal field enablement, run a consistent operating cadence with top partners, and track partner activity and outcomes in partnership with RevOps and sales.
Requirements
- Proven experience managing channel, reseller, distributor, MSP, VAR, and SI relationships at a B2B technology company
- Demonstrated ability to enable partners effectively, including training on value proposition, sales plays, and qualification
- Experience driving measurable business outcomes through partners, including partner-sourced pipeline
- Strong cross-functional collaboration skills with sales, marketing, RevOps, and other internal stakeholders
- Strong commercial judgment and execution skills, including prioritizing partners and managing competing opportunities
- Experience working in EMEA or in a multi-country region with different market dynamics
- Strong communication and stakeholder management skills
- Knowledge of the crypto and blockchain ecosystem
- Background in crypto, financial services, public sector, fintech, cybersecurity, or risk/compliance software
Responsibilities
- Build strong working relationships with key partners in-region, including resellers, distributors, MSPs, and SI partners
- Serve as the primary point of contact for partner engagement within the geo
- Drive partner enablement so partners can effectively position Chainalysis and qualify opportunities
- Develop and execute joint plans with priority partners in EMEA to increase partner-sourced pipeline
- Work closely with regional sales leaders, AEs, RevOps, Marketing, and Partnerships to align partners to accounts and opportunities
- Identify high-potential regional partners to prioritize and help recruit new partners
- Support internal field enablement in EMEA so sellers understand when and how to engage partners
- Run a consistent operating cadence with top partners including business reviews and pipeline check-ins
- Track partner activity and outcomes in partnership with RevOps and sales
- Coordinate closely with the broader Partnerships team to align regional execution to the overall program