Channel Manager – Reseller Distribution, Firewalls, OT Security, IAM

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. Build, expand, develop, and manage strategic partnerships with systems integrators, resellers, and distributors .

Posted 11/11/2026full-timeRemote • GermanyMid-LevelSenior💰 €100,000 - €120,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in IT and cybersecurity sales, with a strong focus on building strategic partnerships and managing complex sales projects. Proficient in developing go-to-market strategies and generating a robust sales pipeline while effectively communicating with C-level executives.

Highest-signal resume keywords

IT/Cybersecurity Sales ExperienceChannel Sales ExpertisePipeline GenerationContract NegotiationGerman Language Proficiency (C2)

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Project ManagementMarket Trend AnalysisStrategic Partnership DevelopmentSecurity Solutions KnowledgeZero Trust SecurityOT SecurityIAM SolutionsC-Level Deal ClosingOpportunity Pipeline ManagementTechnical Requirement Translation

Soft Skills

Hunter MentalityStructured ApproachProfessional Presence

Certifications & Qualifications

Valid Driver’s License

Industry Keywords

Critical InfrastructurePublic SectorMid-Market SegmentsSales LeadershipGo-To-Market Strategies

Tech Stack

Tools & technologies

Cyber SecurityFirewallsGo

About the role

Key responsibilities & impact

Build, expand, develop, and manage strategic partnerships with systems integrators, resellers, and distributors
Analyze market trends, competitive developments, and technological innovations to identify new revenue opportunities
Take ownership of unassigned end-customer projects and position the solutions portfolio
Advise customers and partners on strategic security initiatives
Manage sales projects in collaboration with Presales, Consulting, Marketing, and Management
Develop sustainable go-to-market strategies
Lead contract and partnership negotiations
Expand the partner ecosystem and develop existing business relationships over the long term
Build and manage an opportunity and growth pipeline
Provide regular reporting and derive strategic recommendations for the sales leadership team

Requirements

What you’ll need

5+ years of experience in IT/cybersecurity sales or complex IT project sales, ideally in channel sales with resellers and/or distributors
German at C2 level
English at C1 level
Valid driver’s license
Willingness to travel 20–40%
Ability to generate a pipeline independently and close deals at C-level
Experience with firewalls, Zero Trust, OT security, and/or IAM solutions (preferred)
Network of resellers/distributors in the critical infrastructure, public sector, and mid-market segments (preferred)
Technical understanding of translating complex security requirements into business value (preferred)
Hunter mentality
Structured, self-directed approach to work
Professional presence in virtual and in-person settings

Benefits

Comp & perks

100% remote work within Germany with modern technical equipment
Flat hierarchies and short decision-making processes
Company car (electric, hybrid, or diesel)
Home office allowance (currently €300 per month)
Mobile phone
Health insurance support
Permanent employment contract