Channel Partner Manager, EMEA

📋 Description

• • Manage day-to-day relationships with key EMEA channel partners including resellers, distributors, MSPs, and system integrators, serving as the primary point of contact for all partner engagement in the region.
• • Drive comprehensive partner enablement initiatives to ensure partners can effectively position Chainalysis solutions, qualify opportunities, execute sales plays, and navigate internal channel processes and requirements.
• • Develop and execute joint go-to-market plans with priority EMEA partners to increase partner-sourced pipeline, enhance partner engagement, and expand their contribution to regional revenue growth.
• • Collaborate closely with regional sales leaders, account executives, RevOps, and marketing teams to align channel partners with high-potential accounts, opportunities, and regional go-to-market strategies.
• • Identify and prioritize high-potential new partners in EMEA to fill market coverage gaps or capitalize on emerging opportunities, while also growing performance of existing partners.
• • Enable internal field sales teams by educating them on when and how to engage indirect channel partners, including program guidelines, compensation structures, and collaboration protocols.
• • Maintain a consistent operating cadence with top-tier partners through scheduled business reviews, pipeline check-ins, account mapping sessions, and escalation management workflows.
• • Track and measure partner performance metrics in partnership with RevOps and sales, including partner-sourced pipeline volume, training completion rates, deal registration accuracy, and revenue contribution.
• • Coordinate with the global Partnerships team to ensure regional execution aligns with overall program strategy while maintaining a sharp focus on local market activation and revenue generation.
• • Serve as the regional authority on Chainalysis product use cases, customer needs, and compliance requirements, translating technical capabilities into partner-ready sales narratives and enablement materials.
• • Support the recruitment and onboarding of new channel partners in underserved EMEA markets based on market demand, partner capability, and strategic alignment with Chainalysis objectives.
• • Ensure seamless integration of channel activities with broader regional marketing campaigns, events, and demand generation initiatives to maximize partner outreach and lead flow.
• • Monitor competitive dynamics and partner behavior across EMEA to adapt strategies, address channel conflicts, and reinforce Chainalysis’s value proposition in indirect sales channels.
• • Maintain accurate and up-to-date records of partner activities, deal registrations, and performance outcomes within designated CRM and PRM systems.
• • Act as a liaison between global partnership programs and regional operational realities, translating corporate policies into locally executable partner engagement frameworks.
• • Proactively identify friction points in partner workflows and propose process improvements to enhance efficiency, reduce administrative burden, and accelerate revenue cycles.
• • Communicate partner feedback and market insights back to product, marketing, and sales strategy teams to inform regional adaptations and global program enhancements.