Channel Sales Manager
At a glance
Mid-level Channel & Partnerships role at Cryptonext Security. Paris · full-time.
Pay not stated
Growth Roles summary, based on the employer's posting.
What you'll do
- Set the indirect sales plan across service providers, hyperscalers, and technology alliances
- Create the partner structure, including levels, commercial rules, and deal registration
- Find, assess, and onboard partners, then help them generate initial opportunities
- Work with partners on discovery, qualification, and early proposals for prospects
- Track indirect forecasts, CRM activity, reporting, events, and ongoing partner enablement
What you bring
- At least five years selling B2B technology, including starting a partnership with major global partners
- A record of complex, lengthy sales cycles in cybersecurity, infrastructure, or infrastructure software
- You can operate without established processes and hold credible technical discussions with demanding buyers
- Fluent French and English, plus fluency with modern tools for lead generation, presentations, and RFP work
Who this fits
You will suit a builder who can create a partner motion from scratch, source early opportunities, and maintain relationships over time. The role reports to the CEO and works with Key Accounts, Marketing, and Product across an international territory. It is an onsite position in Paris.
From the employer
Who we are
Founded in 2019 as a spin-off from Inria, CNRS and Sorbonne University, CryptoNext Security is a European pioneer in post-quantum cryptography and crypto-agility. As a software vendor, our mission is to help organisations migrate their IT systems and products toward quantum-safe, crypto-agile architectures.
Our platform supports the entire post-quantum transition, across three product lines: discovery of cryptographic assets to expose risks and blind spots; crypto-agility management to govern policies and steer the transition of business applications; and remediation toward quantum-safe solutions for a smooth, controlled migration.
We serve major enterprises, public institutions and system integrators across financial services, defence, industry and the public sector.
This is no longer a speculative market. National security agencies have published their migration timelines, the standards are settled, and organisations are moving into implementation. Demand runs on a regulatory clock, not a discretionary budget cycle.
The role
Selling through partners is how CryptoNext scales and how we reach international markets. The challenge is to move CryptoNext from a direct-sales business to one where growth is driven by partners — and the timing matters: service providers are building their post-quantum offers right now. The partner relationships formed this year will shape who wins this market.
You define and execute our indirect commercial strategy end to end: building the partner programme from a blank page, recruiting partners, sourcing the first opportunities through them, and sustaining the relationships over time.
You report to the CEO and work closely with Key Accounts, Marketing and Product.
What you will own
• Channel strategy across service providers, hyperscalers and technology alliances
• The partner programme: design, tiers, commercial terms, deal registration
• Partner recruitment — prospecting, selection and onboarding
• First opportunities: discovery, qualification and building the initial proposals alongside partners
• Long-term partner management and enablement
• Industry events and conferences
• Indirect forecasting and reporting, and disciplined use of the CRM and sales stack
Requirements
What we are looking for
• 5+ years in B2B technology sales, including experience building a partnership from zero with major global partners
• A track record in complex, long-cycle sales within cybersecurity, infrastructure or infrastructure software
• Comfort in an environment where the processes do not exist yet, and the credibility to hold a technical conversation with demanding buyers
• Fluency with modern tools to accelerate lead generation, presentations and complex RFP responses
• Fluent French and English
Familiarity with cybersecurity, cryptography or PKI is a real advantage, but not a requirement — we will bring you up to speed on the technology.
Benefits
What we offer
• You design the partner programme rather than inherit one, levering current business relationships
• An international territory, reporting to the CEO
• A market driven by regulatory deadlines rather than economic conditions
• Deep scientific foundations, led by recognised experts in the field
Hiring process
• Introductory call
• Interview with the CEO
• Working session: a deep dive into what you have built, and where we go from here
• Conversation with Product, and with our Founder & CTO
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