We are seeking a highly motivated VAD Manager to lead the recruitment, onboarding, and management of Value Added Distributors (VADs) across Europe. This role is critical to accelerating growth in Germany and Northern Europe while ensuring alignment with our indirect sales strategy and revenue objectives.

Key Responsibilities

  - Strategic VAD Recruitment

o   Identify and recruit VADs that align with our growth strategy and market coverage.

o   Prioritise high-potential partners in Germany and Northern Europe.

o   Conduct capability assessments and negotiate onboarding terms.

  - Contract Standardisation & Governance

o   Develop and implement standardised distribution agreements across Europe.

o   Ensure consistency in legal, commercial, and operational frameworks.

o   Collaborate with Legal and Finance to maintain compliance and profitability.

  - Commercial Model & Remuneration

o   Design and optimise remuneration structures, including margin policies and incentive schemes.

o   Monitor distributor performance and profitability to achieve revenue targets.

o   Align commercial frameworks with corporate objectives and market dynamics.

   - Performance Management

o   Define KPIs and reporting standards for VAD performance.

o   Conduct quarterly business reviews and implement corrective actions.

o   Drive partner enablement and operational efficiency.

   - Cross-Functional Collaboration

o   Work closely with Sales, Marketing, and Operations to ensure VAD strategy supports overall business goals.

o   Provide market intelligence and feedback to refine partner strategy.

Qualifications & Skills

·       Minimum 7+ years experience in channel management, distribution strategy, or partner ecosystems within IT or cybersecurity.

·       Strong understanding of indirect sales models and VAD dynamics in Europe.

·       Proven track record of driving revenue growth through distributors.

·       Excellent negotiation and contract management skills.

·       Ability to design and implement commercial frameworks and incentive programmes.

·       Languages: Fluent in German and English; French is a plus.

·       Strong analytical skills with experience in financial modelling and performance tracking.

·       Exceptional communication and relationship-building abilities.

What We Offer

·       Opportunity to shape the VAD strategy for a leading European cybersecurity company.

·       Strategic role with significant impact on revenue growth.

·       Competitive compensation package and benefits.