Channel Account Manager

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🔥 0 minutes ago

🇬🇧 United Kingdom – Remote

⏰ Full Time

🟠 Senior

🔴 Lead

💰 Account Manager

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Flare

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2020

⚖️ Legal

💼 Consulting

☁️ SaaS

💰 Venture Round on 2021-04

Legal • Consulting • SaaS

Flare is a legal technology company that provides a client-facing app and back-office tools to streamline how attorneys manage cases, communicate with clients, handle paperwork, and process billing and payments. The platform emphasizes transparent pricing, flexible payment options, automated administrative workflows, secure document management, and modern client communication to make legal services more accessible and efficient.

📋 Description

• Own and grow Flare’s indirect sales motion across UKI and DACH • Recruit and develop VARs across UKI • Recruit and develop VARs and MSSPs across DACH • Own and execute the DACH distributor strategy, including commercial frameworks, enablement, and joint go-to-market plans • Support Softprom with partner recruitment, enablement, and pipeline generation across Central & Eastern Europe • Develop and execute an indirect revenue strategy meeting or exceeding assigned quotas • Leverage existing UKI VAR and DACH MSSP/VAR relationships to accelerate recruitment, activation, and revenue growth • Establish partner-segment priorities and own revenue growth strategies with specific partners • Collaborate with regional Account Executives on territory plans, co-selling, and joint pipeline development • Partner with Customer Success on partner onboarding and enablement • Collaborate with Partner Marketing on lead generation, brand awareness, product adoption, pipeline objectives, and scalable campaigns • Represent Flare as a subject matter expert on its partner program and value proposition • Deliver presentations and business cases to prospective and existing partners and distributors • Travel approximately 50% of the time to DACH markets for partner meetings and industry events • Adapt to evolving products, competitive landscapes, and internal priorities

🎯 Requirements

• 8+ years of experience in channel management and/or alliances roles • 5+ years of experience in cybersecurity • Strong existing relationships within the UKI VAR community and DACH MSSP and VAR communities • Proven experience building and executing selling motions with MSSPs, GSIs, VARs, CSPs, and Technology Alliances • Expertise in VAR-led motions in UKI and MSSP and VAR-led motions in DACH • Proven experience managing and developing distributor relationships • Experience owning distributor strategy from partner identification and commercial negotiation through enablement, joint planning, and pipeline accountability • Experience collaborating with existing distribution partners without disrupting established relationships • Prior experience in a start-up or early-stage company environment • Ability to build structure, move quickly, and make sound decisions with incomplete information • Resilience, adaptability, and positive attitude toward change • Bachelor’s degree in Business, Technology, or a related field • Native German speaker, written and spoken, able to conduct business fully in German • Native or near-native English language skills, written and spoken • Comfortable operating in a UK-based role with approximately 50% travel to DACH • Bonus: experience with threat intelligence, dark web monitoring, or cybersecurity SaaS platforms • Bonus: familiarity with MSSP commercial models, including white-labeling, resell, and referral structures • Bonus: relationships with the Distology partner community • Bonus: network within DACH cybersecurity events and communities • Bonus: experience with Central & Eastern European distributors • Bonus: experience scaling a channel function through multiple company-growth stages

🏖️ Benefits

• Competitive salary • Uncapped sales commissions • Stock options • Health coverage/insurance and pension plan • Generous holiday allowance • Travel budget to support approximately 50% travel across the DACH region • Fun company events; “Flamping”, curling, rock climbing and many others • Work-life balance valued • Personal and professional growth opportunities • Autonomy to shape and build a best-in-class channel function • Inspiring and award-winning team