Context & Strategic Objectives

As part of the transformation of its Revenue Operations (RevOps) model, WALLIX is restructuring its Business Development function to become a strategic growth engine. This global function currently includes the Channel, Presales, and Solution Business Development teams. It plays a critical role in aligning with Sales, Marketing, and Customer Success, and in driving our go-to-market strategy.

WALLIX operates a 100% indirect sales model across all geographies. The development and performance of our partner ecosystem is central to our growth strategy, with a priority focus on the EMEA region (Europe, Middle East, Africa). Expansion into Asia is under consideration.

We are seeking a seasoned and visionary Vice President of Business Development to lead this transformation, structure and scale the organization, expand our partner network across all market segments (SMBs, mid-market, enterprise), and drive indirect revenue growth globally.

Key Responsibilities

·       Define and execute the global Business Development strategy in alignment with WALLIX’s RevOps and revenue growth objectives.

·       Lead and develop the Channel, Presales, and Solution Business Development teams.

·       Build and manage a high-performing partner ecosystem (resellers, integrators, MSPs, strategic alliances) across all market tiers in EMEA, with a roadmap for global expansion.

·       Collaborate closely with Sales, Marketing, Customer Success, and Product leadership to ensure cross-functional alignment and execution.

·       Establish scalable processes, tools, and KPIs to manage performance (forecasting, pipeline health, partner ROI, etc.).

·       Drive organizational transformation: develop and upskill teams and embed new ways of working.

·       Represent WALLIX at strategic partner meetings, industry events, and executive-level negotiations.

·       Contribute to the evolution of the revenue model and identify new growth opportunities and go-to-market innovations.

Core Competencies

·       Strategic leadership with a RevOps mindset and ability to align multiple revenue functions.

·       Deep expertise in indirect sales, channel development, and strategic alliances at international scale.

·       Proven ability to lead organizational transformation and scale high-impact teams.

·       Strong understanding of technical environments (cybersecurity, IT, B2B SaaS).

·       Exceptional communication, negotiation, and stakeholder management skills.

·       Data-driven decision-making and performance management.

·       Proficiency with CRM systems, partner platforms, and revenue analytics tools.

Experience

·       10+ years of experience in Business Development, Channel Management, or Strategic Alliances, including 5+ years in a senior leadership role.

·       Experience in the cybersecurity, B2B software, or IT sectors is highly preferred.

·       Demonstrated success in building and scaling partner ecosystems across EMEA.

·       International leadership experience is essential.

Education

·       Master’s degree (business, engineering, or equivalent).

·       Fluent English required; additional languages are a plus.

What We Offer 

·       A strategic executive role at the heart of WALLIX’s growth and transformation.

·       A fast-growing, innovative company committed to digital sovereignty and cybersecurity.

·       A collaborative, high-performance, and values-driven culture.

·       A competitive executive compensation package (base + bonus + benefits).

·       Long-term career development opportunities, including potential COMEX participation and global scope.