Channel Development Manager

About Kaseya

Kaseya is the leading provider of AI-powered IT management and cybersecurity software, serving Managed Service Providers (MSPs) and internal IT organizations worldwide. Our comprehensive platform helps organizations efficiently manage, secure, and automate their IT environments, driving operational efficiency and long-term business success.

Backed by Insight Partners, a leading global software investor, Kaseya has experienced sustained double-digit growth and continues to expand its global footprint. Today, Kaseya supports customers in more than 20 countries and manages over 15 million endpoints worldwide.

Founded in 2000, Kaseya has built a culture centered around innovation, accountability, and results. We are a high-growth, high-performance organization that values individuals who are driven, adaptable, and committed to delivering exceptional outcomes for our customers and teammates alike.

At Kaseya, success comes from embracing challenges, moving with urgency, and continuously raising the bar. 

Position Summary

Kaseya are looking for an experienced Channel Development Manager to grow and strengthen our partner ecosystem across EMEA. You will recruit and develop strategic partners, drive partner-sourced pipeline and revenue, and increase engagement across Kaseya’s Partner Programme.

This is a highly visible, partner-facing role with an expectation of up to 75% travel, primarily within EMEA, with occasional global travel, working closely with regional Sales, Marketing, Business Development and Channel teams.

This role can be based from one of our key EMEA hubs, including Dublin, Reading, Munich, Amsterdam or Stockholm. 

Key Responsibilities

• Partner Recruitment & Development: Identify, recruit and onboard strategic MSP, reseller and technology partners across EMEA, while developing existing partner relationships.
• Pipeline & Revenue Growth: Drive partner-sourced pipeline and revenue through joint business planning, prospecting and partner-led opportunities.
• Partner Strategy: Build and execute quarterly partner and territory plans covering recruitment, pipeline development, campaigns, events and growth opportunities.
• Partner Enablement: Educate partners on Kaseya’s solutions, Partner Programme and available sales, marketing and business development resources.
• Events & Engagement: Plan and execute partner events, roadshows and industry events across EMEA, including presenting to partners and end customers.
• Cross-Functional Collaboration: Work with regional Sales, Marketing, Business Development, Product and Channel teams to deliver partner initiatives.
• Performance Management: Track and report on partner engagement, pipeline, revenue, programme adoption and event performance.
• Market Development: Identify emerging opportunities, challenges and trends across the EMEA MSP and technology channel.

Required Qualifications

• 4+ years’ experience in channel development, partner management, business development, strategic partnerships or a similar partner-facing commercial role.
• Experience within the software, SaaS, IT services, MSP, cybersecurity or wider technology sector.
• Demonstrable experience working with channel partners, MSPs, VARs, resellers, distributors or strategic technology partners.
• Experience in partner recruitment, onboarding and/or partner development.
• Experience working against revenue, pipeline or other commercial targets/KPIs.
• Experience using Salesforce or a comparable CRM for opportunity, pipeline or partner management.
• Experience working across European or EMEA markets.
• Professional proficiency in English.
• Ability and willingness to travel up to 75%, primarily within EMEA, with occasional global travel.

Desirable

• Strong commercial awareness with the ability to identify partner opportunities that generate measurable pipeline and revenue.
• Strong prospecting and partner recruitment skills, with the ability to identify and secure high-value strategic partners.
• Ability to build and maintain trusted relationships with senior and C-level partner stakeholders.
• Experience creating strategic partner or territory plans and successfully executing against agreed objectives.
• Excellent presentation skills, with experience presenting to VARs, MSPs, partners and end customers, including large audiences.
• Confidence presenting across a range of topics, including technology, products, business strategy and industry trends.
• Excellent written and verbal communication skills, with the ability to communicate effectively across different markets and cultures.
• Strong organisational and time management skills, with the ability to manage multiple priorities within a fast-paced sales environment.
• Strong working knowledge of Microsoft Office, particularly PowerPoint and Excel.
• Experience with partner programmes, MDF, joint marketing initiatives and partner enablement.
• Strong understanding of the MSP, IT management and cybersecurity landscape.
• Experience providing commercial, strategic or business growth guidance to partners.
• Additional European language proficiency would be advantageous.

Additional information

Kaseya provides equal employment opportunity to all employees and applicants without regard to race, religion, age, ancestry, gender, sex, sexual orientation, national origin, citizenship status, physical or mental disability, veteran status, marital status, or any other characteristic protected by applicable law.