Regional Channel Manager

Sentra is the AI Data Readiness platform for enterprises deploying AI at scale. Sentra continuously discovers, classifies, and governs sensitive data across cloud, SaaS, data warehouses, and AI environments - giving security teams complete visibility into what AI systems can access, what they can expose, and where compliance violations exist. Unlike alternatives that copy data to vendor clouds or require customer-managed outpost infrastructure, Sentra provisions ephemeral scanners directly inside the customer's environment, delivering petabyte-scale classification at a fraction of the cost. Trusted by Lyft, SoFi, Munich RE, PennyMac, Glovo and others.

About the Role

As Sentra continues to expand globally, we're looking for a driven and entrepreneurial Regional Channel Manager, EMEA to help build and scale our partner ecosystem across the region.

Based in the UK, you'll play a key role in developing strategic relationships with value-added resellers (VARs), managed security service providers (MSSPs), distributors, and technology partners to accelerate Sentra's growth across EMEA.

This is an opportunity to build, not just manage. You'll help shape our regional channel strategy, identify and recruit the right partners, and create joint go-to-market initiatives that generate pipeline and drive revenue.

Working closely with EMEA Sales leadership and our global Channel, Sales, and Marketing teams, you'll help establish Sentra's presence in key markets and develop a strong network of partners who can position and sell our data security and AI readiness solutions.

We're looking for someone who understands the EMEA cybersecurity channel landscape, enjoys building relationships from the ground up, and thrives in a fast-paced startup environment where they can make a direct impact on business growth.

Responsibilities

Partner Development & Relationship Management

• Build and execute the EMEA channel strategy, aligned with regional sales objectives and business growth priorities.
• Identify, recruit, onboard, and develop strategic channel partners, including VARs, MSSPs, distributors, and technology partners across the UK and EMEA.
• Establish strong relationships with key partner stakeholders, including sales leadership, technical teams, and executive decision-makers.
• Develop and manage a high-performing partner ecosystem that drives new customer acquisition, pipeline generation, and revenue growth.
• Serve as the primary point of contact for regional partners, ensuring ongoing engagement, communication, and collaboration.

Channel Sales & Revenue Growth

• Partner closely with EMEA Sales leadership to identify target accounts, priority markets, and opportunities for partner-led and partner-influenced revenue.
• Develop joint business plans with strategic partners, including pipeline targets, revenue objectives, account mapping, and go-to-market activities.
• Drive partner-sourced and partner-influenced opportunities through the sales cycle, working alongside Account Executives and Sales Engineering teams.
• Identify new partnership opportunities that expand Sentra's market reach and accelerate regional growth.
• Track and report on partner performance, including pipeline generation, deal registration, revenue contribution, and partner engagement.

Partner Enablement & Go-to-Market

• Develop and execute partner onboarding and enablement programs to ensure partners can effectively position, demonstrate, and sell Sentra's solutions.
• Work closely with Sales Engineering and Product teams to provide partners with the technical knowledge and resources needed to succeed.
• Collaborate with Field Marketing to develop joint marketing campaigns, executive events, webinars, and partner-focused demand generation initiatives.
• Ensure partners have access to relevant sales materials, product updates, competitive positioning, and marketing resources.
• Support partners in identifying customer needs and developing opportunities within the data security, cloud security, and AI readiness markets.

Market Expansion & Strategy

• Help establish and expand Sentra's channel presence across key EMEA markets, with an initial focus on the UK and strategic European markets.
• Identify regional market trends, competitive dynamics, and emerging partnership opportunities.
• Provide feedback to Sales, Marketing, and Product teams on partner needs, customer requirements, and market opportunities.
• Develop scalable channel processes and programs that support Sentra's long-term growth across EMEA.

Requirements

• 5+ years of experience in channel sales, partner management, alliances, or business development within cybersecurity, enterprise software, or SaaS.
• Established relationships within the UK and EMEA cybersecurity channel ecosystem, including VARs, MSSPs, distributors, and technology partners.
• Proven track record of recruiting, developing, and growing channel partnerships that generate measurable pipeline and revenue.
• Experience building or expanding a regional channel programme, ideally within a high-growth startup or emerging technology company.
• Strong understanding of the cybersecurity market, preferably including cloud security, data security, or related technologies.
• Experience developing joint business plans, partner enablement initiatives, and go-to-market strategies.
• Demonstrated ability to collaborate with regional Sales teams and influence partner-led opportunities.
• Strong commercial acumen, negotiation skills, and ability to build relationships at both executive and operational levels.
• Self-motivated, resourceful, and comfortable working independently in a fast-paced, evolving environment.
• Excellent communication, presentation, and relationship-building skills.
• Experience with Salesforce or similar CRM platforms.
• Willingness to travel across the UK and EMEA to meet with partners, customers, and attend industry events.