Channel Manager - Cybersecurity

As organizations increasingly rely on cloud services, digital identities, connected devices and AI-powered tools, security teams often have to manage multiple, disconnected solutions. This fragmentation creates gaps in visibility and makes cyber threats harder to identify and stop.

HarfangLab brings these protections together in a single platform. Powered by lightweight software and AI designed specifically for cybersecurity, our technology helps organizations detect suspicious activity, investigate incidents and respond to threats across computers, servers, identities, email, cloud environments, internet-facing systems and AI tools.

Organizations can deploy our platform in the cloud or within their own infrastructure, allowing them to retain control over their technology and data. Our EDR was the first to be certified and qualified by ANSSI, France’s national cybersecurity agency, and the first EDR to receive certification from the BSI, Germany’s Federal Office for Information Security.

Today, HarfangLab’s technology protects more than 1,000 customers across a wide range of sectors, from major corporations and public institutions to SMEs, hospitals, and local authorities. Having grown from 40 employees in 2023 to 140 today, we now have teams working across several European countries.

As we continue to grow across Europe, we are looking for talented people to join our teams and support the next stage of HarfangLab’s development.

You will build strong relationships across partner organizations, engage their sales teams, and identify new business opportunities. You will also ensure that partners have the knowledge, support and resources they need to successfully grow their business with HarfangLab.

As part of the Customer Journey Circle and our three-person Channel team, you will work closely with Sales, Pre-Sales, Training, Marketing and Customer Success teams to:

• Map partner organizations and engage key stakeholders;

• Identify, track and follow up on opportunities generated by partners, in collaboration with the relevant Sales teams;

• Develop joint business plans and support partner-generated revenue;

• Organize partner onboarding, enablement and skills development in collaboration with the Training team;

• Monitor partner performance and KPIs, particularly in Salesforce;

• You hold a Master’s degree or equivalent (Bac+5);

• You have around five years of experience in channel management, account management or a similar role;

• You have a strong understanding of indirect sales strategies and partner ecosystems;

• You have experience in cybersecurity, ideally with a software vendor;

• You have worked with strategic or national partners and know how to navigate complex organizations.

Skills and mindset

• You are comfortable analysing business data and KPIs;

• You have excellent communication, relationship-building and negotiation skills;

• You are business-oriented, proactive, autonomous, and curious.

Practical requirements

• You are based in Paris;

• You are willing to travel regularly to meet partners and attend industry events;

• You are fluent in French and English, both written and spoken.