Senior Partner Development Manager, EMEA

Job Description

Ready to embark on the quest to join Hack The Box?

At the end of this journey, you'll become a proud member of Hack The Box, with the ultimate mission to raise cyber resilience, so that every organization can stay ahead of tomorrow’s threats.🚀🔒💻 

✨ The core mission of the Sr Partner Development Manager

The Partner Manager, EMEA will play an impactful role in scaling our footprint across the region. You will be responsible for nurturing our existing strategic resellers, identifying growth opportunities, and driving co-sell motions with both traditional resellers and complementary technology partners. You will work closely with our Sales, Marketing, and Customer Success teams to ensure our partners are enabled, motivated, and hitting their pipeline goals.

This is an exciting opportunity to join a company with a cult following in the cybersecurity community. With your relationship-building skills and commercial acumen, you will evolve our partner program and drive tangible impact in a mission-driven industry.

🏢 Location & Work Mode

• UK, London, preferred)
• Fully Remote

🚀 The adventures that await you

1. Relationship Management

• Existing Resellers & Distributors: This is your core focus. You will build and nurture deep relationships at all levels (Sales Reps, Practice Leads, and Executive Stakeholders) across our EMEA partner base. You’ll ensure HTB is "top of mind" for their sales teams through regular connects and alignment sessions.
• Complementary Partners: Work with existing strategic technology partners that align with HTB’s mission. You will explore collaborative opportunities for joint GTM. 

2. Business Development & Growth

• Pipeline Generation: Work hand-in-hand with partners to identify and qualify new enterprise opportunities. You’ll drive "Partner-Sourced" revenue through targeted account mapping and co-marketing initiatives.
• Co-Selling & Deal Support: Manage partner sales cycles by providing expertise on HTB’s value proposition, navigating complex procurement processes, and leveraging customer success stories to close deals.
• Go-to-Market (GTM) Plans: Collaborate with internal teams to build EMEA-specific GTM strategies. 
• Funding & Incentives: Manage and optimize partner incentive programs and MDF (Marketing Development Funds) to drive maximum ROI and partner loyalty.

3. Communication & Operations

• QBRs & Executive Alignment: Lead Quarterly Business Reviews with key partners to track performance, share updates on the HTB roadmap, and realign on strategic goals.
• Enablement: Facilitate the training and onboarding of partner sales and technical teams. You’ll ensure they are equipped to demo the HTB platform and articulate our unique gamified approach to upskilling.
• Partner Ops: Keep data hygiene high by tracking sourced pipeline, deal registrations, and certification levels to ensure a transparent and efficient ecosystem.

Targets: The role is measured on partner-sourced pipeline in focus regions (UKI, DACH, Nordics).

🏆 Skills, knowledge, and experience points required to unlock the role

• 5-6 years of experience in partnerships or business development, cyber experience a huge plus 
• Experience creating an actionable plan to grow revenue.
• Must be willing to travel throughout the regions including attendance at all business reviews and ad hoc meetings.
• Demonstrate leadership that promotes and exemplifies the highest levels of teamwork, personal accountability, and mutual support to the Partner.
• Experience collaborating with internal and external teams
• Excellent communication, presentation, prioritization, time management and negotiation with stakeholders at all levels.

🕹️ What your Hack The Box adventure will have in store:

• 🎯You'll have the exhilarating opportunity to contribute to a product that is highly appreciated by users and the cybersecurity community at large.
• 🎯 You'll experience a highly supportive and caring environment, fostering growth, flexibility, and autonomy.
• 🎯 You'll embark on an exciting journey of continuous learning and problem-solving, leveling up as our organization grows.
• 🎯 Most importantly, you'll have a blast at HTB 🥳 because fun is an essential ingredient in our recipe for success! Just wait until you see our global meet-ups!

💰 The gems you’ll be enjoying:

• Private Health Care & Life Insurance

• Home Office Allowance
• Ticket Restaurant Allowance
• Paid paternity leave
• Dedicated budget for training and professional development, participation in conferences
• State-of-the-art equipment
• Full access to the Hack The Box lab offerings; so you can learn how to hack 😉

ABOUT HACK THE BOX

Hack The Box (HTB) is the cybersecurity upskilling and talent development platform trusted by individuals, enterprises, and government agencies to sharpen offensive and defensive capabilities. Powered by a vibrant global community and hands‑on, real‑world training, HTB helps security teams practice like attackers, validate skills continuously, and move faster against emerging threats. We’re scaling rapidly across the enterprise market—especially in Financial Services, MSSPs, and Technology—and we’re just getting started.

If you’re excited to turn technical depth into crisp stories, to shape a category, and to fuel measurable growth in a fast, collaborative environment—come build with us.

🚨 Exciting News:

• Get the most important updates on HTB’s latest year!
• We are super proud to share that Hack The Box’s entities in the US, the UK & Greece have been certified as a Great Place to Work (2024-2026). 
• Furthermore, Hack The Box’s Greek entity has been listed by the Great Place to Work Institute in the Top 5 of Best Workplaces for three consecutive years (4th, 2nd, 3rd) 
• On the European level, the Greek entity has been listed as Best Workplace in Europe for three consecutive years
• Take a sneak peek at how it is to be part of HTB and our 2023 Global Retreat. Get more insights about our HTB culture and employee experience by visiting the “about us” section of our site, our career site, and Glassdoor.