EXCLUSIVE NETWORKS | Introduction

Exclusive Networks is the global cybersecurity go-to-market specialist that provides partners and end-customers with a wide range of services and product portfolios. With offices in over 45 countries and the ability to serve customers in over 170 countries, we combine deep local expertise with the scale and delivery of a single global organization.

Our best-in-class vendor portfolio is carefully curated with all leading industry players. Our services range from managed security to specialist technical accreditation and training and capitalize on rapidly evolving technologies and changing business models. For more information visit www.exclusive-networks.com.

At Exclusive Networks, we are passionate about making a difference. That means delivering the best to our ecosystem, shaping a prosperous and trusted digital world, and helping our people to realize their full potential.

DUTIES AND RESPONSIBILITIES | About the role

The Sales Director leads the German partner-facing sales organization and is accountable for revenue growth, market-share capture, and consistent sales execution across all partner segments. Working side-by-side with the Vendor Director (not in a reporting line), the Sales Director drives a unified go-to-market motion that maximizes partner value, accelerates vendor momentum, and scales Exclusive Networks’ Exclusive Driven Business (EDB) and Service-First strategy in Germany.

As the Sales Manager, you will:

Key Responsibilities

1. Revenue Growth & Market Share Expansion

• Own Germany’s sales targets (Revenue, GP, EBIT) and deliver predictable quarterly performance.

• Accelerate market-share gains with strategic vendors by activating partners, acquiring new ones, and winning competitive takeouts.

• Transform the sales organization to be EDB-focused: driving deals, initiating opportunities, and proactively owning the customer journey with partners.

• Grow services revenue (installation services, managed services, premium support, training) within every sales motion.
  

2. Leadership of the Partner Sales Organization

• Lead and develop the entire partner-facing sales team (channel managers, inside sales, GSI sales, telesales).
• Establish a high-activity, high-accountability culture with strong KPIs, consistent QBRs, and rigorous forecasting discipline.
• Ensure deep partner engagement across all levels (Tier-1, GSIs, MSSPs, VARs, long tail).

3. Close Collaboration With the Vendor Director

• Work in lockstep with the Vendor Director and vendor managers to execute vendor business plans, target lists, renewal and expansion motions.
• Ensure one face to the partner while maintaining grounded alignment with vendor strategies.
• Jointly coordinate campaigns, partner programs, GTM plays, and funnel acceleration initiatives with the VD and marketing.
• Ensure that partner insights, blockers, and opportunities are directly fed into vendor teams and acted upon.

4. Exclusive Driven Business (EDB) Leadership

• Lead the shift from reactive to Exclusive-driven, distribution-led sales motions.
• Increase the share of deals initiated or influenced by Exclusive Networks.
• Drive pipeline creation through targeted partner outreach, cross-sell/upsell programs, and competitive displacement motions.
• Maximize the use of Exclusive Networks’ service portfolio, CyberLab, pre-sales, financing, and partner enablement tools.

5. Services Acceleration (Service-First Strategy)

Embed services into every sales cycle:

• Installation & professional services
• Managed services
• Training & certifications (including CyberLab and Compendium Academy)
• Support and maintenance renewals
• Build partner awareness of value-added services and ensure sellers position services proactively, not reactively.
• Collaborate with regional service leaders to create scalable, repeatable service offerings.
• Increase services penetration rate per deal and total services revenue YoY.

6. Predictable Forecasting & Operational Excellence

• Ensure full compliance with forecasting standards (accuracy, timing, methodology).

• Drive opportunity hygiene and funnel velocity in NetSuite.

• Partner with finance and operations to improve margins, optimize payment terms, and reduce deal friction.

7. Strategic Programs & Regional Transformation

Execute global and regional priority programs such as:

• OT/SASE ecosystem plays
• Marketplace & XaaS growth
• GSI acceleration
• Drive consistency, scalability, and alignment with the six-region operating model.

QUALIFICATIONS AND EXPERIENCE | About you

The ideal Sales Manager:

Essential Requirements

• 10+ years in sales leadership in cybersecurity, distribution or vendor environment.
• Strong understanding of the German partner ecosystem (Tier-1, GSIs, MSSPs, VARs, long tail).
• Proven success in building high-performing sales teams and exceeding revenue targets.
• Experience driving services-led sales motions.
• Strong collaboration skills with vendor teams while maintaining independent commercial direction.
• Excellent forecasting, KPI management, and operational discipline.

Preferred Attributes

• Background in value distribution or cybersecurity vendor management.
• Experience with managed services, XaaS, and marketplace business models (AWS/Azure).
• High energy, hands-on leadership, and a results-driven, entrepreneurial mindset.
  

WHO ARE EXCLUSIVE NETWORKS? | Why work for us

We are people focused and strongly believe that talent empowers us to continue our dynasty of disruption and growth in the future. Our Mission is to drive the transition to a totally trusted digital world for all people and organizations. Visit our website www.exclusive-networks.com.

We are proud to be an Equal Opportunity Employer. We are committed to the recruitment and hiring of individuals from diverse backgrounds and experiences, as we believe this strengthens our ability to develop superior solutions, make informed decisions, and better serve our valued customers. We do not discriminate against individuals on the basis of race, religion, color, national origin, gender, sexual orientation, disability status, or any similar characteristic. Employment decisions are made solely on the basis of qualifications, merit, and business need. Please click here to review our Diversity and Inclusion Policy for further information.

We care about your data: please click here to read our Recruitment Data Protection Policy prior to applying, and therefore sharing your data with us.

If you think the open position you see is right for you, we encourage you to apply!
Our people make all the difference in our success.