Channel Manager



Sales & Business Development
Munich, Germany
Posted on Tuesday, May 9, 2023

Founded by mathematicians and cyber defense experts in 2013, Darktrace is a global leader in cyber security AI, delivering complete AI-powered solutions in its mission to free the world of cyber disruption. We protect more than 8,400 customers from the world’s most complex threats, including ransomware, cloud, and SaaS attacks.

Our roots lie deep in innovation. The Darktrace AI Research Centre based in Cambridge, UK, has conducted research establishing new thresholds in cyber security, with technology innovations backed by over 130 patents and pending applications. The company’s European R&D center is located in The Hague, Netherlands.

Headquartered in Cambridge, UK, Darktrace has more than 2,400 employees located globally. Customers include public sector agencies, education institutions, media, organizations supplying critical infrastructure, and businesses of all sizes worldwide.

This is an excellent opportunity to join a fast-growing company, named one of TIME magazine’s “Most Influential Companies” for 2021 and one of Fast Company’s “Most Innovative AI Companies” in 2022. For more information on our cutting-edge technology, visit

At Darktrace our partnerships team is one of three strategic sales channels that operate in collaboration globally. The Partnerships team is accountable for maximising return business and new software product uptake from existing clients. Primarily focused on achieving successful software product sales.

We are looking for a bright and driven Channel Manager to lead partner and channel growth in DACH region. This position will report into the VP of Alliances EMEA.

There is an expectation for you to attend the Munich office a minimum of twice a week.


  • Generating new business opportunities with channel partners
  • Contributing to an evolving partner strategy
  • Working closely with the marketing and internal sales support teams to maximise partner recruitment, training and sales
  • Establishing and maintaining positive team and partner relationships including ensuring effective co-ordination with the wider sales team
  • Work closely with the local Sales Directors to ensure that the channel leads are converting and the pipe is growing
  • Providing the management team with activity reports, channel information and forecasting information
  • Engaging with growing organisations on the VAR and MSP cyber scene
  • Creation of strong long lasting partnership relationships that ensure quick ROIs

Candidate requirements:

As well as excellent communication skills and an ambitious approach, the successful Channel Manager will bring the following skills and experience:

  • A proven sales track record identifying and closing business, with experience in a new business generation role within software sales. (Essential)
  • Experience in a partner organization or in a Channel Vendor is highly valued (Essential)
  • Excellent communication, interpersonal skills, and a positive confident attitude (Essential)
  • Highly motivated with a pragmatic business acumen; proficient in problem-solving, decision-making and negotiation (Essential)
  • A good understanding of the DACH technology ecosystem and partner landscape (Essential)
  • Graduated with a minimum of a bachelor's degree at 2:1 or equivalent (Essential)
  • Fluency in German and English is essential (Essential)