Hungry, Humble, Honest, with Heart

The Opportunity

As a Senior Channel Sales Manager for Northern Europe, you will take ownership of a high-growth territory with a specific focus on Sweden, Denmark & Iceland. Your primary objective is to develop and drive the regional channel strategy, transitioning our established partners toward outcome-based selling and service delivery. You will manage deep investments in five focus partners while simultaneously developing the broader regional ecosystem to secure future growth. Supported by local technical and marketing teams, you will act as a commercial coach and strategic business planner.

About the Team

You will be joining the growing Northern Europe Channel team. This is a high-visibility, growth-oriented group where you will collaborate closely with aligned regional technical support and centralized EMEA marketing based in Amsterdam. The team operates with high autonomy and values individuals who bring their own structured approach to the business. We are heavily investing in our channel programs and need strong leaders to operationalize these benefits in the market, driving critical mass across the region and building sustainable capabilities within our channel partners.

 

You will report directly to Chris Pickerill, who leads the Northern Europe growth team with a strong emphasis on accountability, autonomy, and strategic coaching. The leadership style here is focused on providing a sounding board and listening to your insights, rather than dictating daily direction. You are expected to be the CEO of your territory, utilizing structured sales methodologies to influence partner decisions and drive investments. This environment is highly collaborative, integrating closely with technical and marketing leadership to ensure your regional business plan succeeds.

 

This role requires strong regional awareness and travel to partner sites across Sweden and Denmark as dictated by the business, focusing primarily on developing key relationships and driving localized strategy execution.

Your Role

• Own and execute the regional channel business plan for Sweden, Denmark & Iceland balancing targeted growth across five core focus partners with broader regional ecosystem development.

• Coach and enable partners to transition from product-led sales to outcome-based selling, ensuring alignment with our new technical certification and Authorized Service Provider (ASP) programs.

• Collaborate with Local sales leadership on priority sales messaging and route to market focus

• Collaborate closely with local Systems Engineering and Marketing teams to build and execute joint go-to-market strategies that drive critical mass in the region.

• Hold partners accountable to business plans, provide strategic coaching, and manage senior stakeholder relationships to influence partner investment decisions.

What You Will Bring

• Extensive experience in channel sales or partner management within the IT infrastructure, software, or security sectors.

• Deep understanding of the Scandinavian partner landscape, with established relationships in Sweden.

• Demonstrated application of a structured sales methodology (e.g., MEDDIC, Challenger) to manage complex business plans and pipeline.

• Proven ability to operate as a self-sufficient business leader who can complete territory planning and execute against it autonomously.

• Strong commercial acumen with the ability to coach partners on sales best practices and service delivery models.

• Fluent in Swedish and English. Ideally Danish too. 

Work Arrangement

Remote: This position is primarily remote. There is no specific in-office requirement, however, there may be circumstances where you may be required to come into a local office for a specific purpose, and/or to travel to other locations based on business needs.

 

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