EMEA Channel Marketing Manager

Role Overview The EMEA Channel Marketing Manager is responsible for driving partner-led demand and pipeline growth across the region by deeply understanding the local channel ecosystem and activating the right partners through targeted programmes, communications, content, and events. This role sits at the intersection of Marketing, Sales, and the Partner Organisation, working closely with regional sales leadership on shared goals and outcomes. The ideal candidate understands how different partner types go to market, knows how to enable partners to generate demand on our behalf, and brings strong regional execution discipline. This is a high-impact, hands-on individual contributor role for someone who takes commercial ownership of regional outcomes, thinks strategically, and knows how to turn strategy into action. The role requires frequent travel across EMEA to engage partners, attend industry events, and support field activity. Key Responsibilities Channel & Ecosystem Expertise - Develop and maintain deep expertise in the EMEA channel ecosystem, with particular focus on the UK market - one of the most competitive VAR and MSP markets in the region, as well as key markets across Western and Northern Europe. - Understand the business models, customer segments, buying motions, and go-to-market approaches of partner types including: ◦ Value-Added Resellers (VARs) ◦ Systems Integrators ◦ Managed Service Providers (MSPs) ◦ Distributors (including key UK distributors such as Exertis, TD SYNNEX, and Ingram Micro) ◦ AV Integrators and AV Manufacturers - Act as the regional authority on how partners influence, generate, and close demand across EMEA. Partner Demand Enablement - Ensure partners are equipped with the right content, messaging, and tools to drive demand on our behalf. - Localise and activate global partner campaigns for EMEA relevance and impact. - Develop and deliver partner enablement assets including campaign-in-a-box toolkits, partner-type-specific value propositions, and content aligned to regional customer use cases. - Drive partner adoption of marketing programmes, tracking engagement and optimising based on performance data. - Plan, activate, and optimise regional MDF investments in close collaboration with Sales, with clear accountability for outcomes. Sales Alignment & Regional Planning - Align channel marketing plans directly to regional sales priorities, focus areas, and growth targets. - Participate in regional sales planning, QBRs, and cadence meetings as the channel marketing lead. - Ensure tight coordination between partner-led activities and direct sales motions to avoid conflict and maximise pipeline contribution. Partner Communications - Own EMEA partner communications - ensuring clarity, consistency, and regional relevance across all touchpoints. - Develop and manage regional partner newsletters, programme announcements, and campaign communications. - Ensure global updates, product launches, and programme changes are effectively translated into regional context and landed with partners in a timely way. Events & Field Activation - Own EMEA partner communications - ensuring clarity, consistency, and regional relevance across all touchpoints. - Develop and manage regional partner newsletters, programme announcements, and campaign communications. - Ensure global updates, product launches, and programme changes are effectively translated into regional context and landed with partners in a timely way. Partner Recruitment & Programme Support - Support regional execution of the partner programme, including enablement, launches, and ongoing engagement. - Collaborate with Partner and Sales teams to identify coverage gaps and recommend marketing strategies to attract the right partners. - Reinforce partner value proposition and programme benefits through consistent, compelling messaging. Measurement & Optimisation - Track and report on the performance of EMEA channel marketing activities against defined KPIs - incl…