About GitGuardian

GitGuardian is a global post-Series B cybersecurity scale-up.

Among our early investors who saw our market value proposition, are the co-founder of GitHub, Scott Chacon, along with Solomon Hykes, Docker's co-founder. American and European top-tier VC firms have also invested in GitGuardian.

GitGuardian leads the way in Non-Human Identity security, offering end-to-end solutions from secrets detection in code, productivity tools and environments to strong remediation, observability and proactive prevention of leaks. Our solutions are already used by more than 600K developers worldwide!

About your team and your mission

After having officially launched our partner program in the USA in 2022, we have recently launched our EMEA program, which includes a generous deal registration component.

You will join a team of 2, reporting to Lynne (Director of Partnerships), based in the US. You will work closely with our Sales team based in Paris, France (Account Executives, Account Managers & Sales Engineers) and with Guillaume (Sales Director). By the way, our reps are comp neutral and are looking to build their territories with and through the right set of Focus partners.

Our typical customers are companies with hundreds or thousands of developers that are leveraging hundreds of third party SaaS, PaaS and IaaS services and are mature on DevOps and cloud adoption.

Our products are used by different teams: Application Security, Threat Response, Software Development and Cloud Ops. The buying decision comes from CISOs / Directors of Security (and sometimes, although more rarely from CTOs or VPs of Engineering).

As the EMEA Channel Account Manager, you will play a critical role in expanding and managing our network of channel partners. You will be responsible for developing and executing a strategic plan to build and maintain strong relationships with partners, drive sales through the channel, and achieve revenue targets. This position requires a combination of strategic thinking, relationship-building skills, and hands-on execution.

Your main responsibilities will be:

• Identify, recruit and onboard 2-4 focus partners for each territory that align to the sales team top targets
• Build and maintain strong, mutually beneficial relationships with channel partners
• Train, educate and engage channel partners’ sales rep on GitGuardian Solutions
• Assist in developing sales and marketing strategies to drive partner-generated deals
• Work with channel partners to develop and manage sales pipelines
• Write and distribute Partner Win Wires every month to maintain and gain partner mindshare

About you

If you think you match at least 70% of these criteria, please apply!

Here's what we consider essential for success in this role

• Native level or fluency in English
• Proven experience (3-5 years) in channel management and partner relationships, selling security software
• Knowledge of the territory, who to work with and which partners can move the needle
• Demonstrated leadership capabilities in guiding both internal teams and external partners toward common goals
• GRIT, the ability to get things done and deliver results in a dynamic scale-up environment without all of the processes or resources available to larger organizations
• Ability to work in a fast paced, geographically dispersed organization
  Availability to engage with partners and industry events through occasional travel
• Ability to travel to events, partners, etc. Approx 30%

The following skills would strengthen your application but aren't required:

• Prior startup experience is ideal
• AWS Marketplace fluency is a great bonus!

The interview process

At GitGuardian, we are committed to building a diverse, equitable and inclusive workforce.

We will ask for your gender on the application page to help us understand the diversity of our applicant pool and to track our progress in attracting and hiring a diverse workforce. The information is optional and will not be disclosed to the hiring manager or the interview team and will not be considered in the hiring process. We appreciate your willingness to share this with us so that we can continue to improve our diversity and inclusion efforts.

1. Video call with a Talent Acquisition team member

To discover your professional project and evaluate if there could be a mutual match.

2. Interview with your future manager

To know more about yourself and your achievements, and present to you the team.

3. Business case

To evaluate your skills for the position and project yourself into the role.

4. Final interview with an Executive Manager

To detail our company’s vision and ambitions for the next couple of years.

Benefits

• 💰 Package that includes stock-options
• 🍜 Lunch voucher (Swile)
• 🏥 Non-charged health insurance for children (Sidecare / Generali)
• 💻 Up to €300 to improve your home office set-up
• 🌴 Yearly holiday allowance
• 🤝 Referral bonus of 4000€ for any new Guardian we might hire thanks to you
• 🎡 Team building: monthly budget dedicated to each employee that you can spend as you wish, with colleagues (latest examples to date: star restaurant, karaoke, stand-up show, karting, ...)
• 🐕 Pet-friendly offices, some Guardians gets to bring their dogs from time to time

And also...

• 🏡 Remote policy: at least 2 days/week at the office for people living in Île-de-France, at least 3 days/month for people living elsewhere in France
• 👊 Working on a meaningful product, we already helped more than 600k developers across the globe
• 🚀 Many opportunities for career development in the long term
• 👫 Trust & autonomy on your perimeter with a very transparent internal communication and a strong impact on the company development

More about GitGuardian!

Products

• Want to go even further? Check out our public roadmap!
• Check out the State of Secrets Sprawl Report to understand our mission and the industry.
• Mackenzie (DevRel) will tell you about how GitGuardian works in this video!
• Our solutions are already used by hundreds of thousands of developers in all industries and GitGuardian platform is the n°1 security app on the GitHub marketplace 🔥

Clients

• GitGuardian helps organizations find exposed sensitive information that could often lead to tens of millions of dollars in potential damage.
• More than 70% of our customers are in the United States.
• Many F500 companies use GitGuardian's platform.

People

• The Guardians are knowledgeable, committed, serious, aligned with the company’s mission, and true team players: always willing to help each other grow our skill sets!
• The team is diverse and we hail from more than 20 different countries.
• We are also agile, remote-friendly, and fun people to work with.