Director, EMEA New Channel Business (Hybrid - Cork, Ireland)

Here at ThreatDown, powered by Malwarebytes, we believe that when you’re free from threats, you’re free to thrive. It all started in 2008 with one person who needed help with a malware infection, and a community coming together to find solutions. In that moment in time a product was born for all people, with a mission to rid the world of malware. Our product has since grown and evolved, from removing malware, to protecting devices, to ever-changing prevention.

About ThreatDown

ThreatDown, the corporate business unit of Malwarebytes, is redefining cybersecurity for growing businesses with solutions that stop ransomware, malware, phishing, and AI-powered attacks. Our platform is trusted, intuitive, and built for lean IT teams that need speed without complexity. At ThreatDown, you’ll join a team driven by innovation, resilience, and a passion for empowering businesses to thrive securely. If you're ready to make a real impact in cybersecurity, we’d love to meet you.

ThreatDown is looking for..

ThreatDown is seeking an execution-focused Director of EMEA Channel to lead new business growth across the region. This leader carries a primary mandate to drive and own new customer Annual Recurring Revenue (ARR) as the key target, delivered through hands-on leadership of the EMEA channel territory management team and a partner ecosystem built for new logo acquisition.

Beyond new business, this role holds overall responsibility for EMEA channel strategy — including dotted-line ownership of distribution and accountability for all channel business across the region, spanning retention and upsell as well as new acquisition. Recruiting new partners is central to this strategy: the Director sets the regional channel vision, continuously expands the partner base, aligns partners and distributors behind it, and ensures ThreatDown captures the full lifetime value of every channel-sourced customer.

Compensation Range: €140k - €160k OTE

What You Will Do:

New Business Revenue Ownership (Primary Target)

• Own new customer ARR as the defining metric of the role; accountable for delivering and exceeding new logo acquisition targets across EMEA.

• Lead the EMEA channel territory management team to consistently meet or exceed new business quotas.

• Manage forecast and pipeline development to ensure accurate, real-time visibility into all new customer ARR.

• Build and defend a partner-sourced new business pipeline sufficient to underwrite regional growth goals.

Channel Strategy & Overall Regional Ownership

• Make partner recruitment a cornerstone of channel strategy: continuously identify, recruit, and onboard new high-potential partners to grow regional coverage and new business capacity.

• Own overall EMEA channel strategy across all partner types, setting the regional vision and go-to-market model.

• Hold dotted-line ownership of distribution: steering distributor relationships, coverage, and enablement to extend ThreatDown's reach.

• Carry accountability for all EMEA channel business, including retention and upsell of the installed base alongside new acquisition.

• Ensure channel strategy captures full customer lifetime value: land through new business, then expand and retain through the partner ecosystem.

Channel Territory Management

• Drive day-to-day sales execution through a team of Channel Territory Managers who own discrete new business quotas.

• Align field-level activity with company-wide sales goals and regional territory plans.

• Ensure tight collaboration between partners, distributors, Channel Territory Managers, and ThreatDown's retention and account management teams.

Partner & Distribution Recruitment & Growth

• Expand ThreatDown's footprint by recruiting new, high-potential partners and distributors across EMEA.

• Drive joint go-to-market efforts with partners and distributors to accelerate partner-sourced pipeline.

• Grow productivity of existing partners through field alignment, enablement, and incentives — driving both new business and upsell motions.

Sales Process & Execution Discipline

• Enforce rigorous sales process discipline across the channel team including qualification, registration, and pipeline management.

• Leverage tools such as Salesforce and PRM systems to drive process efficiency and forecast accuracy.

• Track and optimize KPIs such as partner activation, opportunity conversion, time-to-close, retention, and upsell attach.

Cross-Functional Alignment

• Collaborate with marketing and enablement teams to deliver targeted programs that support partner-led new business and expansion.

• Act as the EMEA channel execution voice in internal planning discussions.

• Collaborate with product and support teams to ensure partner and customer feedback is shared, issues are addressed, and product value is reinforced.

Skills You'll Need to Have:

• 8+ years of experience in channel or indirect sales roles, with a focus on the EMEA region.

• Proven track record of owning and delivering new business revenue targets through a channel model.

• Demonstrated success leading quota-carrying channel sales teams to drive new customer acquisition.

• Experience owning regional channel strategy and managing distribution relationships across EMEA.

• Deep knowledge of the cybersecurity partner ecosystem across EMEA, including VARs, MSSPs, MSPs, and distributors.

• Strong execution skills with the ability to lead by example and drive operational discipline.

• Experience across the full channel lifecycle, new business, retention, and upsell, with command of pipeline management, forecasting, and CRM/PRM tools.

• Collaborative, field-oriented leadership style with a passion for driving measurable outcomes.

Perks & Benefit:

• Comprehensive medical, dental, and vision insurance coverage

• Employee Referral Bonus Program  

• Wellness programs   

• Comprehensive Time Off policy

• An opportunity to do something great for yourself and the world!

(Benefits and Perks subject to change by country/region)

Legal Language:

(US Employees Only)

Applicants have rights under the Federal Employment Laws: 

• Employee Polygraph Protection Act 

• Know Your Rights: Discrimination is Illegal

• Family and Medical Leave Act (FMLA)

This is to affirm our policy of providing equal employment opportunities to all employees and applicants for employment in accordance with all applicable laws and regulations. 

Our company will not discriminate against or harass any employee or applicant for employment because of race, color, creed, religion, national origin, sex, sexual orientation, gender identity, disability, age, marital status, familial status, membership or activity in a local human rights commission, or status regarding public assistance. We will ensure that all our employment practices are free of discrimination. Such employment practices include, but are not limited to, the following: hiring, upgrading, demotion, transfer, recruitment or recruitment advertising, selection, layoff, disciplinary action, termination, rates of pay or other forms of compensation, and selection for training, including apprenticeship. We will provide reasonable accommodation to applicants and employees with disabilities whenever possible.