Channel Sales Director – EMEA & APAC

About the role

Nord Security’s B2B team is seeking a Channel Sales Director to own and expand its partner ecosystem across EMEA and APAC. This senior commercial role will shape the regional channel strategy, drive revenue growth, and lead a high‑performing sales team.

Key responsibilities

• Define and execute the channel growth strategy for EMEA & APAC, covering revenue, pipeline, partner productivity and market expansion.
• Recruit, activate and develop distributors, resellers, MSPs/MSSPs and strategic technology partners.
• Build joint business plans, shared targets and go‑to‑market motions with key partners.
• Design scalable channel programs, incentives and enablement resources.
• Identify new market opportunities and partnership models to accelerate revenue.
• Collaborate with Marketing to generate partner‑sourced pipeline through campaigns and events.
• Set KPIs, operating rhythms and performance standards, using data to optimise channel performance.
• Lead, coach and grow a channel sales team, fostering a culture of ownership and execution.
• Work closely with Direct Sales and other commercial functions to ensure a cohesive GTM approach.

Required profile

• 7+ years of channel/partner sales experience, including leadership of commercial teams.
• Proven track record of building and scaling channel businesses and exceeding targets.
• Deep knowledge of distribution, reseller, MSP/MSSP and partner‑led GTM models.
• Existing network of relationships with distributors, resellers and strategic partners in EMEA and/or APAC is a strong advantage.
• Strong commercial and strategic thinking with data‑driven decision making.
• Experience in cybersecurity, SaaS or related technology environments.

Required skills

• Channel sales strategy and execution
• Partner ecosystem development
• Revenue forecasting and pipeline management
• Negotiation and senior‑level relationship building
• Analytical and data‑driven performance management