About the role

AT NORD SECURITY’S B2B TEAM, WE BUILD CYBERSECURITY PRODUCTS THAT ENABLE BUSINESSES TO PROTECT THEMSELVES AND THEIR DATA. We are looking for a Channel Sales Director, EMEA & APAC to build and scale our channel business across two strategic regions. This is a high-impact commercial leadership role for someone who knows how to build high-performing partner ecosystems, accelerate revenue through distribution and strategic partners, and turn channel potential into predictable, scalable growth. You will own the regional channel strategy and revenue performance, lead a high-performing channel sales team, and work closely with Product, Marketing and Partner Success to build a truly scalable partner-led growth engine. MAIN RESPONSIBILITIES - Own the channel growth strategy across EMEA & APAC, including revenue, pipeline, partner productivity, and market expansion. - Build and scale the partner ecosystem across distributors, resellers, MSPs/MSSPs, and strategic technology partners. - Recruit, activate, and develop high-potential partners, increasing their contribution, productivity, and long-term revenue potential. - Build strong relationships with strategic partners and distributors, creating joint business plans, shared targets, and go-to-market strategies. - Develop scalable channel programs, incentives, enablement, and GTM motions that make it easier for partners to sell and grow with us. - Identify new markets, opportunities, and partnerships that can materially accelerate channel revenue. - Partner with Marketing to generate partner-sourced and partner-influenced pipeline through campaigns, events, and joint initiatives. - Establish clear KPIs, operating rhythms, and performance standards, using data to continuously improve channel performance. - Build, lead, and develop a high-performing channel sales team, creating a culture of ownership, ambition, and execution. - Collaborate closely with Direct Sales and other commercial teams to maximize the total revenue opportunity and ensure a cohesive GTM motion. WHAT YOU BRING - 7+ years of channel / partner sales experience, including leadership responsibility for commercial teams. - A proven track record of building and scaling channel businesses and consistently exceeding ambitious targets. - Deep understanding of distribution, resellers, MSPs/MSSPs, and partner-led GTM models. - An existing network of strong relationships with key distributors, resellers, MSPs/MSSPs, and other strategic channel partners across EMEA and/or APAC is a significant advantage. - Strong commercial and strategic thinking, with the ability to turn market opportunities into clear plans and measurable revenue outcomes. - Exceptional ability to build and influence senior-level relationships with partners and distributors. - Experience in Cybersecurity, SaaS, IT, or a related technology environment; - Strong analytical skills and a data-driven approach to managing channel performance and investment. - Hands-on, entrepreneurial, and highly execution-oriented - someone who builds, challenges the status quo, and gets things done. - A strong growth mindset and genuine passion for building something bigger. WHAT WE OFFER - Sharpen your edge: training, mentorship, and room to grow — always. - Take the time you need: extra vacation days, sick days, and time off when life calls. - Get premium healthcare: private health insurance in Lithuania and Poland — fully covered. - Protect your peace: enjoy free subscriptions to Calm, Headspace, and Mindletic, and our own resilience and mindfulness trainings. - Own your fitness: in-house gyms, sport cards, online workouts, and personal guidance — on us. - Pack your bags for workation: experience our company-wide trip abroad to the fullest. - Work from anywhere: work from wherever keeps you in the zone. - Celebrate your milestones: birthdays, weddings,