VP, Channel Growth & Go-to-Market

In this role you lead channel development and commercialisation for the EMOB business unit, reporting to the EVP for Emerging Markets. You grow OB, partner and channel routes to market by combining cybersecurity portfolio fluency, product/channel marketing, and commercial judgement. You design tailored propositions, GTM frameworks, and partner economic models, while owning financial reporting and KPIs to inform decisions. You work cross-functionally to align portfolio strengths with regional priorities and scale partner enablement across multiple regions.

• Define and execute the channel development strategy across Emerging Markets, OB and specialist partner routes
• Align partners to portfolio strengths and regional market priorities
• Build partner segmentation, coverage plans and growth targets
• Own the partner lifecycle from onboarding through enablement to performance management
• Develop deep understanding of the security portfolio (Managed Services, Exposure Management, Posture Management, Threat Intelligence, MDR, OT services, SensePost)
• Translate portfolio understanding into partner‑facing propositions
• Create targeted value propositions and define messaging for diverse regions and audiences
• Oversee channel content, GTM packs, service descriptions, campaign frameworks and training materials
• Build scalable onboarding and enablement programs across regions and partner types
• Design partner commercial frameworks including pricing, margins, discounts and consumption models
• Support partner agreements and terms with Legal and Sales Support
• Test proposition viability and profitability using internal financial models
• Own revenue, margin, pipeline, forecasting and partner performance reporting
• Lead KPI framework for business reviews and executive reporting
• Model financials for new services and commercial structures
• Act as financial sounding board for EMOB leadership
• Coordinate requirements gathering and prioritisation for the MSS Engine
• Ensure portfolio changes align with partner expectations and commercial viability
• Maintain close links with MSS Engine, Sales, Finance, PS, regional teams and partners
• Integrate professional services into partner propositions where strengthening the offer
• Act as central coordinator for partner and portfolio enablement across EMOB

• Seasoned channel leader with cybersecurity services or MSSP experience
• Proven track record in product marketing and channel marketing for service-led propositions
• Strong understanding of indirect sales models and partner economics
• Strong financial capability including modelling, pricing, profitability, forecasting and reporting
• Ability to translate technical security services into clear commercial narratives for international audiences
• Experience operating across complex global organisations and leading without formal authority
• Experience managing a direct team (3+ members)

• Cross-functional collaboration
• Strategic thinking
• Executive communication
• Cybersecurity portfolio fluency (Managed Services, Exposure Management, Posture Management, Threat Intelligence, MDR, OT services)
• Financial modelling and scenario planning
• Pricing and discount structuring