Varnish Software is a Scandinavian-based tech company developing caching technology for some of the world's biggest players in the content delivery market. Our technology helps businesses worldwide improve website performance, deliver video streams, and scale their infrastructure.
As our Partner Account Manager, you'll play a key role in growing our reseller business in Europe. You'll own the commercial relationship with our reseller partners - from identifying and onboarding new partners to enabling their success and helping them grow their business with Varnish.
This is a highly collaborative role where you'll work closely with Sales, Marketing and Product while serving as the trusted advisor to your partner portfolio.
Your mission is simple: empower partners to confidently sell, provision, bill, and support Varnish's SaaS solutions, and grow together.
Key ResponsibilitiesIdentify, recruit, and negotiate agreements with strategic reseller partners across Europe.
Lead the commercial and operational onboarding of new partners, ensuring they understand our reseller model, pricing structure, and provisioning tools.
Deliver sales enablement and Train-the-Trainer sessions that equip partner sales teams to confidently position and demonstrate our solutions.
Develop annual and quarterly business plans with partners, tracking performance against forecasts and growth targets.
Support partners on strategic sales opportunities through co-selling while maintaining a partner-first approach and ensuring they own the customer relationship.
Conduct Quarterly Business Reviews (QBRs) to evaluate business performance, identify expansion opportunities, reduce churn, and strengthen partner success.
Build trusted relationships with key stakeholders, including senior decision-makers and C-level executives.
5+ years of experience in SaaS partner management, channel sales, or business development.
Proven experience working with Value-Added Resellers (VARs), Managed Service Providers (MSPs), Professional Services organizations, hyperscaler marketplaces, or similar partner ecosystems.
An established network of potential partners within Europe.
Strong relationship management skills with the ability to engage and influence stakeholders at executive level.
A commercial, data-driven mindset with experience managing forecasts, sales pipelines, and business performance.
Strong business acumen combined with the ability to understand technical concepts and communicate the value of SaaS solutions effectively.
Excellent communication skills in English, both written and spoken.
We may not be able to provide visa/work permit sponsorship for this role. Current authorization to work in EU/EES will be needed to complete the hiring process.
We're looking for someone who enjoys building lasting relationships and creating value through collaboration. You're commercially driven and thrive in an environment where you can combine strategic thinking with hands-on execution. You take ownership of your work, are proactive in identifying opportunities, and are motivated by helping partners succeed.
You communicate with confidence, adapt easily to different stakeholders and cultures, and build credibility through trust and expertise. You're equally comfortable discussing commercial strategy with executives as you are collaborating with technical teams. Most importantly, you're curious, solution-oriented, and excited about being part of a growing international technology company where your impact will be visible.
About the team 💙Our team in Europe plays a crucial role in understanding our clients' need, implementing solutions effectively, and forging long-lasting partnerships.
We embrace a company culture inspired by innovation and teamwork. For us, a sense of belonging, equality and trust is key for building high performing teams who thrive as professionals and individuals.
How to ApplyIf you're excited about building strong partnerships and helping shape the future of SaaS infrastructure, we'd love to hear from you. Ready to join our team? Simply click the "Apply" button to start your application process. We look forward to learning more about you and how you can contribute to our success.
Please note that, due to the holiday season, it may take us a little longer than usual to get back to you regarding your application.
