Channel Director, HarfangLab
EMEA
Cyberattack detection & response
Be an early applicant
Cyberattack detection & response
101-200 employees
Be an early applicant
101-200 employees
Company mission
To protect businesses and government agencies from modern cybersecurity threats that endanger the economic health of companies and the security of the nation.
Role
Who you are
- You have around 10 years of experience in account management / channel management or a similar role and you have a strong understanding of indirect sales strategies and partner ecosystems,
- You have a good knowledge of the cybersecurity sector and worked for software publishers in that field,
- You evolved in international environments and ideally on the German market,
- You already successfully occupied a role with management and leadership,
- You are able to analyse data and KPIs (ideally with Salesforce),
- You are fluent in French and English and ideally speak another language (German, Dutch, Spanish, Italian,...),
- You have excellent communication and negotiation skills,
- You are able to frequently and proactively travel to meet with partners and attend industry events
What the job involves
- The Channel Director is responsible for driving the company's revenue growth through an indirect sales strategy
- This involves managing and expanding our network of Managed Security Service Providers (MSSPs) who integrate and sell our EDR (Endpoint Detection and Response) alongside their cybersecurity services
- This role is key in fostering strong partner relationships, optimizing sales pipelines and ensuring the successful deployment of partnership initiatives
- The Channel Director is also in charge of overseeing our three channel managers, ensuring their development aligns with HarfangLab's strategic objectives
- They will closely collaborate with other teams (Presales, Training, CSM, ...) to structure the hand over of partners
- Partnership Strategy and Reporting :
- You will be responsible for defining and implementing HarfangLab’s partnership strategy to drive growth in France and internationally, ensuring revenue targets are met through partners,
- You will have to monitor and analyze partnership performance, leveraging key data and KPIs to optimize business impact. You will then ensure CRM data accuracy and completeness (Salesforce) for all partner-related activities,
- You will report to the Chief Revenue Officer and to the Executive Committee on the execution of partner business plans and overall partnership performance
- Deployment of partnership’s activities and network engagement
- You will lead pipeline and funnel management for mid-market private and public sector opportunities in collaboration with partners, including lead sorting when necessary,
- You will ensure compliance with partnership commitments from both HarfangLab and its partners,
- You will identify, evaluate and develop new potential partnerships in France and abroad, with a strong focus on BENELUX and DACH regions,
- You will deploy and execute partnership initiatives to enhance collaboration and maximize business opportunities,
- You will coordinate partner events and ensure their successful execution in collaboration with the Marketing team,
- You will also proactively take part in key industry events and trade shows to represent HarfangLab and develop new opportunities
Application process
- A 30-minutes call with our Talent Acquisition Manager,
- A 30-minutes visio interview with the Hiring Manager,
- Case study
- A 2 hour technical on-site interview + team fit
- A workplace personality questionnaire to assess your motivations and soft skills,
- A final HR video appointment to review your soft skills and motivations
Our take
HarfangLab is a French cybersecurity startup addressing the persistent and ever-growing challenge of cyberattacks encountered by companies worldwide.
In an era where cyber threats continually advance in sophistication, HarfangLab provides a solution in the form of lightweight, cloud-agnostic, open endpoint detection and response (EDR). This technology not only fortifies the identification and neutralisation of cyberattacks but also enhances the overall security infrastructure of businesses.
The company has secured additional funding in 2023 that will facilitate geographical expansion and bolster its research and development efforts. By continuously investing in cutting-edge AI, detection automation, and threat intelligence technologies, HarfangLab aims to stay ahead of the ever-evolving threat landscape.
Steph
Company Specialist at Welcome to the Jungle
Company
Funding (2 rounds)
Oct 2023
$27.2m
SERIES B
Jun 2021
$3.8m
EARLY VC
Total funding: $31m
Company benefits
- Flexible remote work options
- Health insurance: The best health insurance with Alan and Moka Care, a mental health at work app
- Meal vouchers: We use the Swile card and also have access to a discount platform through our works council
- 7 to 11 additional days off (RTT) per year, in addition to the 25 days of paid vacation
- GymLib subscription, covered 80% by HarfangLab
- Access to training and events of your choice and according to your professional needs
Company HQ
Vivienne, Paris, France
Leadership
Grégoire Germain
(CEO)Served as an Officer in the French Navy for over 20 years. After this, they worked as a Business Development Director at Thales before co-founding HarfangLab in 2018.
Xavier Boreau
(CFO)Previously served in the French Navy in multiple roles. They then worked as an External Relations Manager for AREVA Logistics.
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