Channel Director

**_Who we are?_**:
**HarfangLab is a**cybersecurity scale-up** **that has developed an** **EDR** (Endpoint Detection and Response) **software**, **d**esigned to prevent, detect and neutralize attacks targeting workstations and servers**. In 2024, our solution has incorporated **EPP** (Endpoint Protection Platform) capabilities and monitoring tools to simplify IT infrastructure audits.

Since our founding in 2018, **HarfangLab's technology has earned widespread recognition**, winning prestigious awards and achieving the distinction of being **the first ANSSI-certified EDR** in 2020, followed by becoming the first to receive **ANSSI qualification** in 2025.

We have raised a total of **€30 millions**, enabling us **to strengthen our teams and expand internationally across Europe**. In just three years, HarfangLab’s workforce has nearly tripled, with the majority of its team members coming from technical backgrounds and dedicating themselves to R&D and continuous product enhancement.

Today, HarfangLab protects the endpoints of several hundred clients of all shapes and sizes, from CAC 40 corporations and government agencies to SMEs, hospitals, and local councils.

Driven by a strong sense of teamwork and global ambitions, HarfangLab continues to grow while staying true to its mission**:to protect organisations from increasingly sophisticated cyber threats while ensuring that customers maintain full control over their data.**

**_
What you will do with us?_**

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 **c**oordinate 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.

**_ About you_**
- 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.

**_ About us_**
- Our office and Team Life:_
- Offices located **in the heart of Paris**, near Bourse (75002),
- **High-quality equipment** based on preferences and needs (PC, Mac, additional screens, etc.),
- Thanks to our Office Manager, we regularly organize events such as seminars, happy hours, themed evenings, and more,
- An **onboarding process** to welcome each new colleague with an explanation of the roles an