About Zafran: Our Mission: To stop the exploitation of vulnerabilities, everywhere. What makes us different: In a world where AI-enabled attackers weaponize vulnerabilities within minutes, the old scan-and-patch-everything model no longer holds. Zafran's Exposure Graph continuously maps every vulnerability across your hybrid environment, chains exploitability through real attack paths and proves 90% of "critical" vulnerabilities can't actually reach you. It then neutralizes the real 10% using your compensating controls and safely remediates only where it matters. Who's behind us : Zafran is backed by Menlo Ventures, Sequoia Capital, Cyberstarts, and a deep belief that cybersecurity should move as fast as attackers do. We're one of the fastest-growing companies in the industry, scaling to meet demand from the world's most advanced, security-obsessed organizations. We're serious about our mission
- so expect work that matters, teammates who challenge and inspire you, and plenty of fun along the way What you will do:
* Partner Relationship Management: o Build and nurture long-term relationships with channel partners to drive mutual success in delivering Zafran's CTEM platform. o Serve as the primary point of contact for assigned partners in EMEA addressing their needs, challenges, and growth opportunities. o Develop and execute joint business plans with partners to achieve revenue targets and expand market reach in the exposure management space.
* Revenue Growth: o Drive sales through channel partners by identifying opportunities, managing pipelines, and collaborating on deal closures. o Monitor and report on partner performance metrics, including indirect revenues, pipeline generation, and deal registrations, using Zafran's CRM tools. o Partner with resellers and distributors to create demand and close high-impact deals,



leveraging Zafran's ability to mitigate thousands of vulnerabilities with a single recommendation.
* Partner Enablement and Support: o Provide comprehensive training, certifications, and resources to enable partners to effectively sell and support Zafran's solution set. o Equip partners with the latest product knowledge, sales tools, and marketing collateral tailored to the CTEM market. o Facilitate access to Zafran's technical support, pre-sales engineering, and customer success teams to ensure partner and customer success.
* Program Development and Execution: o Implement and manage Zafran's channel programs, including incentives, deal registration, and market development funds (MDF), to motivate partner performance. o Collaborate with Zafran's marketing team to develop co-branded campaigns and materials that highlight our award-winning CTEM solutions. o Ensure partner compliance with Zafran's channel program guidelines and agreements.
* Cross-Functional Collaboration: o Work closely with Zafran's sales, marketing, engineering, product, and customer success teams to align channel strategies with company objectives. o Provide partner feedback to product teams to influence Zafran's roadmap and enhance our platform's value for partners and customers. o Coordinate with field sales teams to manage channel conflicts and deliver seamless customer experiences.
* Market Intelligence and Strategy:



o Stay informed about cybersecurity trends, competitor activities, and market opportunities to guide partner strategies in EMEA. o Identify and recruit new partners to expand Zafran's coverage in high-growth markets and verticals. o Analyze partner performance data to optimize channel strategies and maximize ROI.
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Experience:
o 3-5+ years of experience in channel sales, partner management, or business development, ideally in cybersecurity, SaaS, or IT solutions. o Proven track record of driving revenue growth through channel partners in the Western U.
S. market. o Experience working with resellers, distributors, VARs, or MSPs in a B2B technology environment.
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Skills:
o Strong relationship building and interpersonal skills to manage diverse partner ecosystems. o Excellent communication and presentation skills, with the ability to articulate Zafran's value proposition. o Proficiency with CRM tools (e.
G., Salesforce) and partner management platforms. o Ability to thrive in a fast-paced, remote work environment with strong organizational and time-management skills. o Knowledge of cybersecurity, vulnerability management, or CTEM markets is a plus.
* Attributes: o Self-motivated, results-driven, and able to work independently in a remote setting. o Strategic thinker with a proactive approach to problem-solving and partner success. o Adaptable to the evolving needs of partners and the cybersecurity landscape. Preferred

Qualifications:
* Established network of contacts within the cybersecurity or IT channel ecosystem in EMEA
* Experience with channel programs similar to those at leading cybersecurity firms (e.
G., Axonius, Wiz, Cyera, or Palo Alto Networks).
* Familiarity with AI-driven security solutions or vulnera

📌 Channel Account Manager (España)
🏢 Zafran Security
📍 España