Regional Partner Manager

Location: Netherlands / Hybrid / Remote
Job Type: Internship, Freelance, Parttime, Fulltime
Industry: Cloud Security Platform, Advisory
Responsibilities: In consultation

What You’re Going to Do

As a Regional Partner Manager, you will own and grow our partner ecosystem in your region, turning partnerships into a meaningful, scalable growth engine.

Build and scale a high-impact regional partner ecosystem
Identify, recruit, onboard, and enable strategic partners
Drive co-selling, co-marketing, and joint solution development
Act as the regional face of our partner strategy
Collaborate with Sales, Product, Marketing, and Community teams
Represent the company at industry events, partner summits, and meetups
Help shape our global partner program based on regional insights

Your Key Responsibilities

Own partner recruitment and relationship management for your region
Develop joint go-to-market plans with partners
Enable partners with training, content, and technical understanding
Drive partner-sourced and partner-influenced pipeline and revenue
Work closely with Sales to support deal execution and expansion
Track partner performance, pipeline, and engagement metrics
Provide structured feedback from partners to Product and Leadership
Build long-term trust with partners, not just transactional relationships

What We Ask

Strong relationship-building and communication skills
Experience working with technology, cloud, or security partners
Ability to understand and explain cloud security concepts at a high level
Strategic mindset with hands-on execution ability
Comfort operating in a fast-moving startup environment
High ownership, accountability, and autonomy
Willingness to travel within the region when needed

Bonus If You Have Experience With

Cloud providers (AWS, GCP, Azure) partner ecosystems
MSSPs, GSIs, VARs, or cloud consultancies
Cybersecurity domains (CNAPP, CSPM, CWPP, ASM, DevSecOps)
SaaS partner programs and channel sales
Community-led growth or developer ecosystems
Regional market knowledge in cloud or security sectors

Extra Information

You’ll help define and scale our partner-led growth motion
You’ll work with partners that sell to highly technical buyers
You’ll influence product roadmap through partner feedback
You’ll play a critical role in building a global cloud security ecosystem
You’ll collaborate closely with leadership and GTM teams
We value long-term partnerships over short-term transactions

Future Career Path (From Intern to Senior)

We believe in building long-term careers and growing leaders internally. Your progression is based on impact, ownership, and ecosystem thinking, not just tenure.

1. Intern / Junior Partner Associate (0–9 months)

Focus: Learning foundations and ecosystem exposure

Learn cloud security, CNAPP, and partner ecosystems
Support partner onboarding, enablement, and communications
Assist with partner operations, CRM, and reporting
Join partner calls and events to learn relationship dynamics

Promotion outcome: Partner Manager

2. Regional Partner Manager (9–24 months)

Focus: Ownership and regional impact

Own partner strategy and execution for a defined region
Drive partner-sourced pipeline and revenue
Build repeatable enablement and co-selling motions
Become the trusted point of contact for key partners

Promotion outcome: Senior Regional Partner Manager

3. Senior Regional Partner Manager (24–36 months)

Focus: Strategic leadership and scale

Own strategic and top-tier regional partners
Mentor junior partner managers
Design regional partner programs and incentives
Influence global partner strategy and program design

Next career paths open up

Post–Partner Manager Career Tracks

Global Partner / Alliances Lead

Own worldwide partner strategy
Manage hyperscaler and strategic alliances

Head of Partnerships

Build and scale global partner teams
Define partner GTM, programs, and revenue targets

Revenue or GTM Leadership

Move into broader go-to-market leadership roles

Community & Ecosystem Leadership

Lead industry communities, ecosystems, and events

Quick Overview 13 Sales Phases

Preparation & Research. Global cybersecurity market research. Defining the ideal customer profile (ICP). Competitor analysis. Understanding customer pain points. Setting sales goals & strategy.
Prospecting. Identifying potential leads (cold calling, email outreach, social selling, networking, referrals, inbound leads). Building lead lists (CRM, LinkedIn, events, purchased lists, etc.). Segmenting & qualifying initial interest.
Lead Qualification. Determining fit based on budget, authority, need, and timing (BANT or MEDDIC frameworks). Discovery calls. Filtering out unqualified leads to save time.
Initial Contact. First outreach (call, email, LinkedIn, networking, etc.). Making a strong first impression. Securing interest for a meeting/demo.
Discovery & Needs Assessment. Asking open-ended questions. Identifying pain points and challenges. Uncovering buying motivations and priorities. Mapping buyer journey and decision-making process.
Solution Presentation / Demonstration. Tailoring pitch to customer needs. Product demo or proposal. Case studies, proof of concept, or pilot programs. Highlighting ROI and differentiators.
Handling Objections. Addressing concerns (price, timing, trust, competition). Active listening and empathy. Using data, testimonials, and success stories. Negotiation techniques.
Proposal & Negotiation. Formal proposal (pricing, terms, service levels). Aligning with stakeholders. Negotiating pricing, packages, and conditions. Internal approvals (on both sides).
Closing the Sale. Asking for commitment. Verbal agreement or signed contract. Handling last-minute hesitation ("closing techniques" — assumptive close, summary close, etc.). Ensuring mutual understanding of deliverables.
Onboarding & Implementation. Customer handoff to delivery/support team. Training and setup. Smooth transition from sales to account management.
Post-Sale Relationship Building. Customer success check-ins. Follow-up support and service. Gathering feedback (surveys, interviews). Identifying upsell/cross-sell opportunities.
Retention & Expansion. Renewals. Upselling additional features/services. Cross-selling complementary products. Long-term relationship nurturing.
Advocacy & Referrals. Turning satisfied customers into promoters. Encouraging testimonials, case studies, and online reviews. Generating referrals to new prospects.

Sales Planning Essentials

Set Clear Objectives. Define revenue targets, sales volume, market share, or customer acquisition goals. Align sales goals with overall business strategy.
Understand the Market. Market analysis: size, trends, seasonality. Customer segmentation: identify high-value customer groups. Competitive analysis: know strengths, weaknesses, opportunities, and threats (SWOT).
Define Sales Strategies. Decide on approach to market: direct sales, partners, online, hybrid. Develop positioning and messaging for different segments. Identify key value propositions for customers.
Sales Forecasting. Use historical sales data, pipeline analysis, and market trends to predict future sales. Establish realistic quotas for teams and individuals.
Allocate Resources. Sales team structure (territories, accounts, roles). Budget for training, tools, and marketing support. Technology stack (CRM, automation, analytics).
Action Plan. Daily/weekly/monthly activities (prospecting, demos, follow-ups). Campaigns (product launches, seasonal promotions). Cross-team collaboration with marketing and customer success.
Performance Metrics. KPIs: revenue, win rate, average deal size, pipeline coverage, conversion rate. Regular reporting and dashboard reviews. Incentives and compensation plans.
Review & Adjust. Conduct quarterly business reviews (QBRs). Identify gaps between plan and actuals. Adapt strategies to changing customer or market conditions.

Advanced Sales Planning

Strategic Alignment. Tie sales goals to corporate strategy (growth, profitability, market penetration, or customer retention). Use a balanced scorecard approach (financial, customer, internal processes, innovation/learning). Integrate go-to-market (GTM) strategy: direct sales, channel, digital, or hybrid.
Market & Customer Intelligence. Advanced segmentation: Use RFM (Recency, Frequency, Monetary), firmographics, technographics, or behavioral data. Propensity models: Predict which accounts are most likely to convert using AI/ML scoring. Buying center mapping: Identify decision-makers, influencers, gatekeepers in complex B2B deals. Competitive playbooks: Document competitor tactics, pricing models, and counter-strategies.
Sales Forecasting & Modeling. Move beyond static forecasts: Pipeline velocity analysis (time in stage, conversion ratios). Scenario planning (best-case, base-case, worst-case). Leading indicator models (activity-based metrics like calls, demos, meetings tied to outcomes). Predictive forecasting (CRM + historical data + external signals like market shifts).
Territory & Account Planning. Use data-driven territory optimization: Balance potential revenue vs. workload. Apply white space analysis to find untapped accounts. Account scoring models: revenue potential, strategic fit, buying intent, churn risk. Create account-based sales (ABS) plans for top-tier accounts: Personalized engagement roadmaps. Multi-channel touchpoints (email, events, LinkedIn, exec-level outreach).
Resource & Capacity Planning. Sales capacity model: Calculate total reps × available selling time × productivity rate. Compare against quota to check coverage. Decide hunter/farmer model (new business vs. existing accounts). Optimize compensation plans: Tiered accelerators, SPIFs, team bonuses, or retention-based rewards.
Execution Roadmap. 90-180-365 day plan with milestones. Align sales & marketing plays (ABM campaigns, product launches). Implement sales playbooks: Discovery scripts, objection handling, competitor battle cards. Enablement: continuous training, role-play sessions, deal coaching.
Performance Management. Use advanced KPIs: Pipeline coverage ratio (3–5× quota). CAC payback period. Net revenue retention (NRR). Sales efficiency (Revenue ÷ Sales & Marketing spend). Dashboards & analytics: Real-time revenue dashboards in CRM. Cohort analysis for deal cycles. Rep-level performance heatmaps.
Continuous Optimization. Quarterly business reviews (QBRs): Analyze gaps between forecast vs. actual. Share best practices across teams. Feedback loop: Customer insights → product roadmap. Sales objections → marketing content. Experimentation: A/B testing messaging, pricing, discounting strategies.

Key Performance Indicators (KPIs)

Revenue & Growth KPIs

Total Sales Revenue
Revenue Growth Rate
Average Revenue per Account (ARPA)
Average Revenue per User (ARPU)
Recurring Revenue (MRR / ARR)
Revenue per Sales Rep
Revenue per Product/Service
Sales per Region / Territory
Year-over-Year Growth
Sales Forecast Accuracy

Sales Activity & Productivity KPIs

Number of Calls Made
Number of Emails Sent
Meetings Scheduled
Demos Conducted
Proposals Sent
Opportunities Created
Follow-up Rate
Sales Cycle Length (Average Days to Close)
Time Spent Selling vs Admin Work
Lead Response Time

Conversion & Funnel KPIs

Lead-to-Opportunity Conversion Rate
Opportunity-to-Customer Conversion Rate
Sales Win Rate (%)
Pipeline Coverage Ratio
Average Deal Size
Sales Qualified Leads (SQLs)
Marketing Qualified Leads (MQLs)
Opportunity-to-Win Ratio
Quote-to-Close Ratio

Customer KPIs

Customer Acquisition Cost (CAC)
Customer Lifetime Value (CLV / LTV)
CAC Payback Period
Customer Retention Rate
Customer Churn Rate - % of customers lost.
Net Promoter Score (NPS)
Expansion Revenue (Upsell/Cross-sell)
New vs Returning Customers
Customer Satisfaction (CSAT)

Team & Individual Performance KPIs

Sales per Rep
Quota Attainment (%)
Percentage of Sales Reps Hitting Quota
Leaderboard Rankings
Sales Coaching Hours per Rep
Employee Turnover Rate in Sales Team
Training Completion Rate

Profitability & Efficiency KPIs

Gross Margin per Sale
Profit Margin per Sale
Sales Expense Ratio
Cost per Lead
Sales Efficiency (Revenue ÷ Sales & Marketing Costs)
Return on Sales (ROS)

Forecasting & Pipeline KPIs

Pipeline Value
Pipeline Growth Rate
Weighted Pipeline Value
Forecast Accuracy (%)
Deal Slippage Rate
Sales Velocity

Digital & E-commerce Sales KPIs (if applicable)

Website Conversion Rate
Cart Abandonment Rate
Online Sales Growth
Average Order Value (AOV)
Sales by Channel (social, email, ads, SEO)