Why This Job is Featured on The SaaS Jobs
This Channel Account Manager role sits at the intersection of SaaS go to market and the cybersecurity ecosystem, where partner routes to market often determine regional coverage and deal velocity. With responsibility spanning Iberia and Italy and a base in Milan, the position signals a company that relies on established reseller networks and field engagement to expand adoption across multiple local markets.
For a SaaS career, channel leadership builds a durable skill set in indirect revenue engines: partner segmentation, enablement, joint account planning, and aligning internal sales teams around shared pipeline goals. Experience here tends to translate across B2B SaaS categories because it develops fluency in distribution models, co selling motions, and how product positioning is carried through third parties rather than delivered only by direct sellers.
This role is best suited to professionals who enjoy relationship centric work with senior partner stakeholders and who prefer being close to the market through travel and in person engagement. It will fit someone comfortable balancing strategic planning with hands on support in live sales cycles, and who can operate in English while navigating regional nuances across Southern Europe.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job Description
Channel Account Manager - Iberia & Italy
Description
Location: Must be based in Milan, Italy
English – high level required
*Please submit your resume in English*
Accelerate Your Career in Cybersecurity
As a leader in Automated Security Validation, we help businesses around the world safely emulate real-world attacks to uncover their vulnerabilities. At Pentera, you will be at the forefront of cybersecurity innovation, working on advanced tools that challenge organizations' defenses and push the limits of security testing.
With over 400 team members and 1,300+ customers in more than 60 countries, Pentera is a growing company supported by top investors like Insight Partners, K1, and The Blackstone Group.
If you are looking to grow your skills, make a difference, and be part of an innovative team, Pentera is the place for you.
About the Role:
We are looking for a Channel Account Manager to join our growing team and be accountable for the region of Iberia and Italy. In this role, you will be responsible for developing and managing strategic relationships with reseller partners, enabling partner sales teams, and driving new business through the channel.
This is a field-driven leadership role that combines strategic partner management with active participation in the sales process. We are looking for someone who enjoys being present with partners and prospects, understands the local market deeply, and brings energy, ownership, and collaboration to every interaction.
Responsibilities:
- Establish and grow relationships with senior-level contacts in partner organizations to accomplish joint partner strategies.
- Work closely with new and existing reseller partners to develop strategic account plans and drive the adoption of Pentera solutions.
- Accelerate partner-sourced revenue and support new customer acquisition.
- Provide training to partners on Pentera's solution, positioning, and best practices.
- Collaborate with Pentera Regional Sales Managers to align with partner sales teams and assist in closing deals.
- Represent Pentera at partner events, conferences, and industry gatherings throughout the region.
Requirements
- 5+ years of experience working in a cybersecurity vendor as a Channel Manager in Italy and/or the Iberia region.
- Experience working with large VARs and resellers in the region.
- Proven track record in channel sales success and partner-driven business growth.
- Strong understanding of channel and distribution models.
- Experience in executive-level engagements and joint planning with partners.
- Fluent English communication skills (spoken and written).
- Willingness to travel 30-40% of the time.
We are an equal opportunity employer and we are committed to building a diverse and talented workforce. We do not discriminate on the basis of race, sex, religion, colour, national origin, gender, gender identity, sexual orientation, age, marital status, veteran status, medical condition, disability, or any other class or characteristic protected by applicable law. We welcome candidates from all backgrounds to join us!
