Director of Channels & Alliances (EMEA, Cybersecurity)

TL;DR

Director of Channels & Alliances (EMEA, Cybersecurity): Building the partner ecosystem for an AI-native MDR provider with an accent on Hyperscalers, MSPs, and Distributors. Focus on architecting multi-tier strategies, co-sell execution, and driving joint deals across EMEA markets.

Location: Remote EMEA, sits in the United Kingdom

Company

Fast-growing AI-native MDR startup backed by top investors like a16z and Crosspoint Capital, revolutionizing cybersecurity through automation and advanced threat detection.

What you will do

• Architect and execute multi-tier partner strategy across EMEA, focusing on Hyperscalers, MSPs, and Distributors.
• Own relationships with AWS, Azure, and GCP; navigate marketplaces for co-sell and incentives.
• Recruit, onboard, and enable high-growth MSPs to integrate Tenex into their security offerings.
• Lead direct execution: sign partners, conduct enablement, and drive initial joint deal registrations.
• Collaborate with US product team and EMEA sales for localized partner programs.
• Deliver channel events, conferences, and incentive programs to boost engagement.

Requirements

• EMEA Mastery: 8+ years in cybersecurity/SaaS channel sales with proven track record across EMEA.
• Documented success with Hyperscalers (marketplace co-sell), MSPs, Distributors, and technical alliances.
• Start-up DNA: built a region or program in high-growth environment.
• Active network (Rolodex) in security partner and alliance community.
• Technically fluent in cloud architectures and AI integration; strong communication for value propositions.
• Experience adapted to EMEA: North, Central, South, Middle East + Africa.

Nice to have

• Direct experience launching US cyber startup into EMEA.
• Deep knowledge of Cloud Marketplace mechanics (CPPO/Private Offers).
• Background in technical pre-sales, product, or field marketing.
• Bold, disruptive GTM strategy approach.

Culture & Benefits

• High-autonomy "player-coach" role in fast-growing startup with founder-mindset culture.
• Competitive salary, bonus schemes, and market-leading benefits.
• Opportunity to build and define team and culture as early employee.
• Backed by top-tier investors for stability and upside potential.