Channel & Alliances Sales Manager

Channel & Alliances Sales Manager

Location: Germany (Remote – DACH Region)

RSA provides trusted identity and access management for 12,000 organizations around the world, managing 25 million enterprise identities and providing secure, convenient access to millions of users. RSA specializes in empowering security-first organizations in financial services, healthcare, energy, technology services, and other industries to thrive in a digital world, delivering complete capabilities for modern authentication, access, lifecycle management, and identity governance. Whether in the cloud or on-premises, RSA connects people with the digital resources they depend on everywhere they live, work, and play.

For decades, RSA has pioneered many of the encryption, authentication, and identity federation technologies that still power the internet. And now RSA is transforming the industry yet again, paving the way for the future of digital identity through the RSA Unified Identity Platform; next-generation hybrid and cloud solutions; the first ever and only multi-functional, passwordless hardware authenticator; and a frictionless, mobile-optimized experience for the modern workforce. If you are self-motivated and looking for a fast-paced challenge doing something that truly matters, come join our winning team!  For more information, go to rsa.com.

RSA is seeking a mid-level Channel & Alliances Sales Manager to support and expand our indirect routes-to-market across the DACH region, with a particular focus on strategic alliances (including the Microsoft partnership) and regional distribution partners. This role blends channel partner management, alliance development, and co-sell/co-market motion execution. The Distribution & Alliances Account Manager is responsible for building, managing, and growing revenue-generating relationships with distribution partners and strategic Alliances such as Microsoft. This role drives partner-led growth by enabling partners to successfully sell, implement, and support the company’s products or services.

This individual contributor role combines traditional Distribution sales responsibilities with alliances development, ensuring RSA’s solutions are effectively positioned, enabled, and jointly driven through distributors, VARs, MSPs, and strategic technology partners such as Microsoft. They will work closely with the regional sales team, global alliances, distributors, and partner marketing to maximise RSA’s influence and revenue via indirect channels.

Key Responsibilities

Channel Responsibilities

• Manage a portfolio of channel partners, including VARs, distributors, and resellers across DACH.
• Build and maintain productive relationships with distributor managers and partner leadership.
• Identify, onboard, and develop distribution partners and strategic alliances
• Define joint business plans, revenue targets, and go-to-market strategies
• Manage the growth plan and strategy with regular cadences and milestones
• Expand partner footprint across geographies, verticals, or customer segments
• Work with channel partners to identify, qualify, and execute mutually rewarding sales opportunities. Identify upsell, cross-sell, and co-selling opportunities with partners. Drive partner-sourced and partner-influenced revenue
• Provide channel feedback to RSA to ensure product offering aligns with market needs.
• Ensure service-level expectations are met and oversee escalations as the primary point of contact.
• Identify opportunities for partners to fill geographic or vertical coverage gaps.
• Educate and support partners on RSA’s go-to-market strategy, value proposition, and solutions.
• Track pipeline, forecasts, and partner performance against targets, host regular QBR
• Act as the primary point of contact for assigned partners
• Enable partners through training, sales tools, messaging, and product updates
• Build strong executive and operational relationships within partner organizations

Alliances Responsibilities

• Support and develop RSA’s strategic alliances, with emphasis on the Microsoft partnership (e.g., co-sell, marketplace, ISV alignment).
• Serve as a point of contact for key alliance activities, ensuring alignment between RSA and strategic partners.
• Research, design, and deliver value-based, jointly positioned solutions that align with alliance partner requirements.
• Identify and qualify opportunities to leverage alliance relationships to generate incremental pipeline.
• Coordinate joint initiatives with Microsoft and distribution in areas such as co-marketing, events, enablement, and technical alignment.
• Interface with partners and customers to expand alliance influence and identify additional solution opportunities.
• Track alliance-related performance metrics and influence joint business planning.

Skills & Competencies

• Strong relationship-building skills across distributors, VARs, alliance partners, and internal teams.
• Ability to negotiate and influence stakeholders to achieve mutual goals.
• Good knowledge of contract interpretation, project management, and channel/alliances motion execution.
• Strong understanding of partner go-to-market strategies and indirect sales motions.
• Excellent communication and presentation skills appropriate for partner leadership and alliance executives.
• Familiarity with joint solution design, partner enablement, and co-sell frameworks.

RSA is committed to the principle of equal employment opportunity for all employees and applicants for employment and to providing employees with a work environment free of discrimination and harassment. All qualified applicants will receive consideration for employment without regard to race, color, and any other category protected by applicable country law.