EMEA Channel Account Manager

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🔥 0 minutes ago

🇪🇺 Europe – Remote

⏰ Full Time

🟡 Mid-level

🟠 Senior

💰 Account Manager

👻 Ghost score 12%

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Echo

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2025

🔒 Cybersecurity

☁️ SaaS

🏢 Enterprise

🔥 Funding within the last year

💰 $35M Series A on 2025-12

Cybersecurity • SaaS • Enterprise

Echo is a security platform that hardens software across the supply chain by providing vetted, vulnerability-free base artifacts (containers, libraries, OS packages, VMs, and serverless images). It continuously scans, patches, and ships clean images and components so engineering teams can replace insecure artifacts with secure drop-in alternatives, reducing CVEs to zero on customer scans. Echo also includes integrations, deployment tooling (Helm charts), compliance and readiness features for public-sector and regulated customers (FedRAMP, CRA, DORA), and positions itself as a DevOps-friendly solution for enterprise software supply chain security.

📋 Description

• Find, recruit and onboard resellers, distributors, MSPs, MSSPs and regional system integrators across EMEA • Build joint business plans with key partners and drive partner-sourced and partner-influenced pipeline • Train partner sales and technical teams to position, demonstrate and sell Echo independently • Co-sell with Echo account executives on partner deals from first meeting to signed order • Build partner program foundations, including partner tiers, deal registration, rules of engagement, discounts and margins • Run joint marketing events, workshops and campaigns with partners and Echo’s marketing team • Work with the Alliances team on AWS, Azure and Google Cloud marketplace deals involving partners • Maintain accurate partner activity and pipeline records in Salesforce and share regular partner performance updates • Bring partner and customer feedback to Product, Pricing and leadership

🎯 Requirements

• 5+ years of experience in channel sales, partner management or partner development within B2B software, ideally in DevOps, cloud or cybersecurity • Hands-on experience working with resellers, distributors, MSPs or MSSPs, and regional system integrators, including partner-sourced or partner-influenced revenue • Ability to build trusted relationships and support partners across EMEA, with an existing partner network in the region • Excellent interpersonal, negotiation, and communication skills, with the ability to influence stakeholders at all levels • Strong collaboration skills, with experience co-selling closely with direct sales teams on deals • Familiarity with enterprise sales methods such as MEDDPICC or similar • Understanding of software supply chain or container security • Understanding of EU rules such as NIS2, DORA and the Cyber Resilience Act is a strong plus • Excellent communication and organizational skills • Comfortable building from scratch in a fast-paced, high-growth startup

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