Channel Sales & Partnerships Lead

TL;DR

Channel Sales & Partnerships Lead (SaaS/Cybersecurity): Develop and execute channel strategy through MSPs, IT resellers, and ecosystem partners with an accent on building partner programs, onboarding, and joint GTM motions. Focus on structuring incentives, enablement materials, performance tracking, and driving revenue via B2B2C agreements.

Location: London, Barcelona, Paris (Office First: 3 core days in office, up to 30% remote)

Company

Proton builds privacy-focused tools like Proton Mail, VPN, Calendar, Drive, and Pass, serving over 100 million users worldwide without VC funding.

What you will do

• Build and launch partner program with tiers, incentives, enablement, and co-marketing.
• Identify and onboard MSPs, IT resellers, SaaS integrators in UK, DACH, Nordics, Benelux.
• Develop joint GTM with partners: webinars, bundles, compliance outreach (GDPR, HIPAA, LGPD).
• Structure B2B2C agreements with associations, NGOs, tech ecosystems.
• Manage pipeline, performance tracking with RevOps and Sales.
• Create enablement kits and act as partner voice internally.

Requirements

• 3–5 years in channel partnerships, B2B2C sales, or MSP management (SaaS, cybersecurity, privacy tech ideal)
• Proven partner ecosystem building from recruitment to tracking.
• Strong MSP business models and reseller economics knowledge.
• Entrepreneurial, structured, resourceful for zero-to-one environment.
• Excellent communicator, relationship builder, negotiator.
• Fluent English; cross-functional with Sales, Marketing, Product.

Nice to have

• Built partner program from scratch at early-stage/scaling SaaS.
• Compliance industries (healthcare, legal, finance) or data-sovereignty.
• Channel tools like PartnerStack, Crossbeam, HubSpot integrations.

Culture & Benefits

• Office First with hybrid flexibility (up to 30% remote), offices in Geneva, Zurich, Prague, Barcelona, Paris, London, Vilnius, Skopje, Taipei.
• Devices/software provided, daily lunch/snacks, transport subsidies.
• Stock options, flexible hours, learning programs, conferences.
• Comprehensive health insurance, retirement, generous vacation/leave, wellness.
• Flat structure, empowerment, community-first, user subscriptions only.