Sits in the United Kingdom
Director of Channels & Alliances – EMEACompany OverviewTENEX is an AI-native, automation-first, built-for-scale Managed Detection and Response (MDR) provider. We are a force multiplier for defenders, helping organizations enhance their cybersecurity posture through advanced threat detection, rapid response, and continuous protection. Our team is composed of industry experts with deep experience in cybersecurity, automation and AI-driven solutions. Backed by leading investors, we are rapidly growing and seeking top talent to join our mission of revolutionizing the AI-Native MDR landscape.
We're a fast growing startup backed by industry experts and top tier investors led by Crosspoint Capital Partners and also backed by Shield Capital, DTCP (formerly Deutsche Telekom Capital Partners), Deepwork Capital, and the Florida Opportunity Fund. Seed round led by Andreessen Horowitz (a16z). As an early employee, you'll play a meaningful role in defining and building our culture. Get in on the ground floor. We're a small but well-funded team that just raised a substantial round – joining now comes with limited risk and unlimited upside.
The MissionAt Tenex.ai, we aren't just looking for a Channel leader; we are looking for a Founder-Mindset Operator. As our first dedicated Channels & Alliances leader for EMEA, you will be responsible for building the partner ecosystem that fuels our international expansion. This role reports into the Head of EMEA.
This is a high-autonomy, "player-coach" role. You will personally navigate the complexities of the Hyperscaler marketplaces (AWS, Azure, GCP), recruit the right MSPs to scale our reach, and manage regional Distributors. You aren’t inheriting a team of 12; you are building the blueprint that will eventually require a team of 12+.
What You’ll DoArchitect the EMEA Ecosystem: Build and execute a multi-tier partner strategy covering the EMEA region, focusing on Hyperscalers, MSPs, and Tier-1 + Boutique Distributors.
Hyperscaler Co-Sell: Own the relationship with Microsoft, AWS, and Google. Navigate their marketplaces to shorten sales cycles and leverage regional incentives.
MSP Recruitment & Enablement: Identify and onboard high-growth Managed Service Providers, ensuring Tenex.ai is integrated into their core security offerings.
Direct Execution: Lead from the front—signing key partners, onboarding, conducting technical/sales enablement, and driving the first 10–20 joint deal registrations yourself.
Cross-Functional Synergy: Work with the US-based product team and local EMEA sales to ensure our partner program is "localized" for European, Middle Eastern, and African markets.
Events & Incentives: Deliver channel-led events, conferences, and incentive programs to drive engagement.
The "Zero-to-One" Specialist: You don't need a playbook to win; you enjoy writing it. You thrive in the ambiguity of a Series A/B startup.
Technically Fluent: You can hold your own with Cloud Architects and Security Engineers, understanding how AI integrates into a partner's existing stack.
Radically Accountable: You act like an owner. You have the "dynamic range" to move from a C-suite presentation to fixing a partner's portal login in the same hour.
Hyper-Collaborator: You understand that "Channel vs. Direct" is a false dichotomy. You win when the whole EMEA team wins.
Strategically Minded: You can develop in-depth knowledge of a partner’s business and financial structure to create a comprehensive Alliance Business Plan.
EMEA Mastery: 8+ years of experience in Cyber Security/SaaS channel sales with a proven track record across the EMEA region.
The Trifecta: Documented success working with Hyperscalers (Marketplace co-sell), MSPs, Distributors, and technical alliance programs.
Start-up DNA: Previous experience in a high-growth environment where you were the primary builder of a region or program.
Relationship Equity: A "Rolodex" of active contacts across the security partner and alliance community.
Communication: The ability to simplify complex AI Cyber value propositions into "Why buy, why now" for partner sales reps.
Regional Execution: Experience adapted to EMEA regions: North, Central, South, and Middle East + Africa.
Direct experience launching a US-based Cyber startup into the EMEA market.
Deep familiarity with Cloud Marketplace mechanics (CPPO/Private Offers).
A background in technical pre-sales, product, or field marketing.
A bold, different, and disruptive approach to GTM strategy.
We are a team of deeply passionate security professionals. We provide a "force multiplier" for defenders, and we expect our Channel leader to be the force multiplier for our business. We offer a competitive salary, bonus schemes, and market-leading benefits.
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