Head of Channel CEE

Responsibilities

• Channel Leadership & Execution
• Own and deliver the country/regional Channel revenue target across transactional, solutions-led and services-led streams.
• Lead, coach and develop a high-performing team of PDMs and PSDMs with clear accountability.
• Drive execution discipline across pipeline generation, deal progression, forecast accuracy, close rates and business review cadence.
• Ensure Channel operates as a revenue-generating growth engine with clear focus on ARR, New Logo, platform adoption and partner-originated revenue.
• Strategic Partner Development
• Develop and manage the partner ecosystem across VARs, MSPs, MSSPs, SIs, GSIs, cloud partners, distributors and emerging service provider models.
• Ensure priority partners have joint business plans, QBRs, capability plans and measurable success criteria.
• Champion partner enablement including certifications, platform adoption, licensing models and programme compliance.
• Drive partner-sourced pipeline through joint account mapping, co-selling, executive alignment and structured follow-through.
• Move partner conversations beyond product resale towards customer outcomes: risk reduction, managed detection and response, compliance, incident response and operational resilience.
• Partner Intelligence & Ecosystem Prioritisation
• Segment the ecosystem and prioritise partners by strategic relevance, growth potential, service readiness and execution capability.
• Translate European partner intelligence into local action plans and investment decisions.
• Ensure PDMs, PSDMs and technical resources focus on partners with highest potential for ARR, New Logo, platform adoption and services-led growth.
• Services-Led Growth
• Lead the services-led agenda with focus on MSPs, MSSPs, DFIR, Professional Services and Risk Management partners.
• Ensure PSDMs help partners design, package, commercialise and scale repeatable managed security services on Trend Micro's platform.
• Oversee adoption of scalable managed service models including SOC integrations, automation, multitenancy and API use cases.
• Measure success through services-led ARR, service attach, partner profitability, customer retention and repeatability.
• Distribution & Market Coverage
• Partner with European Distribution and local distributors to execute the country/regional distribution strategy.
• Use distribution as a growth multiplier for long-tail, SMB, MSP and volume business - not only as fulfilment.
• Support MSSD models where appropriate, enabling distributors to scale managed security services through downstream partners.
• Identify coverage gaps and emerging partner opportunities; recruit, develop, consolidate or deprioritise accordingly.
• Cross-Functional Collaboration
• Work closely with country sales leaders, technical pre-sales, Channel Marketing, Business Operations and European Channel leadership.
• Establish clear rules of engagement with direct sales to avoid conflict and maximise joint opportunity.
• Collaborate with marketing on demand generation, events, partner case studies and co-branded initiatives.
• Surface partner feedback into product, pricing and program teams.
• Governance & Programme Compliance
• Ensure partners meet programme requirements: tier criteria, revenue targets, certifications and competencies.
• Drive adoption of partner tools including deal registration, pipeline management, portal usage, training platforms and QBR frameworks.
• Success Measures
• Channel revenue achievement; ARR growth; partner-originated and partner-influenced pipeline/bookings; New Logo contributi

Additional Information

TrendAI™, the global AI security leader and enterprise business unit of Trend Micro, empowers organizations with full AI visibility and consolidated security that inspires confidence, drives innovation, and eliminates risk. At TrendAI™, we're always seeking exceptional talent; people who want to collaborate with the best and push boundaries together. Here, your work goes beyond building a career. You will help protect what matters and play a vital role in shaping a safer, more trustworthy AI-powered future. AI Fearlessly. The Head of Channel / Director Channel leads the country or regional partner business within Trend Micro's unified European Channel model. The role is accountable for turning the partner ecosystem into a predictable growth engine across partner-originated and partner-influenced revenue, ARR, New Logo acquisition, platform adoption and services-led business creation. This is a commercial and transformational leadership role - delivering the Channel number today while building the partner capabilities required for Trend Micro's services-led, platform-based and AI-enabled cybersecurity strategy. The role leads Partner Development Managers (PDMs) and Partner Services Development Managers (PSDMs) as one coordinated motion. The ideal candidate is a builder and operator who can create structure, challenge legacy ways of working, develop people and translate ecosystem potential into measurable outcomes.

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