Partner Development Manager – EMEA

Your Role

ShareGate has built a strong base of named strategic partners across EMEA, but the real growth opportunity lies in the long tail: hundreds of IT resellers and service providers who are knocking on the door without structured engagement. This is where you come in.

As Partner Development Manager – EMEA, you’ll be the first structured point of contact for new and emerging partners across Europe, the Middle East, and Africa. Your mission is to:

• Convert inbound EMEA partner inquiries into active, revenue-generating partnerships by improving activation rates across non-managed accounts;
• Drive adoption of ShareGate Protect within the partner ecosystem by initiating governance conversations with partners traditionally focused solely on migration;
• Build a scalable partner development framework, including pipeline tracking, re-engagement sequences, and progression stages, ensuring no opportunity stalls without a valid reason;
• Accelerate transactional onboarding by coordinating with QBS Software, ensuring seamless transitions from initial engagement to first transaction;
• Reduce time-to-first-transaction by implementing systematic follow-up workflows and consistent outreach discipline across a high volume of active conversations;
• Integrate AI tools (e.g., Claude, ChatGPT, Copilot) into daily workflows for drafting follow-ups, summarizing partner calls, and analyzing engagement patterns to cover more partners with greater rigor.

Your Team

You’ll join ShareGate’s EMEA Channel team, a tight-knit, commercially ambitious group that thrives on high trust, high ownership, and zero ego. Channel Account Managers focus on named strategic accounts, while your role ensures the broader ecosystem becomes commercially productive. You’ll collaborate closely with the Channel Manager – EMEA, Channel Account Managers, and the QBS Software team for transactional coordination. Additionally, you’ll work with Technical Sales Specialists, Channel Marketing, and Revenue Operations. Over the next 6–12 months, the mandate is clear: increase inbound conversion, open new conversations around ShareGate Protect, and prove that the non-managed partner base can become a reliable, structured revenue source.

What You’ll Bring

• 2–5+ years in partner development, channel sales, or IT solution sales;
• Experience working with IT resellers or managed service providers — you understand the indirect channel dynamics;
• A solid understanding of the Microsoft 365 ecosystem (migration, governance, tenant-to-tenant), with no certification required;
• The ability to position technical solutions commercially by translating complexity into clear business value;
• Strong follow-up discipline and structured pipeline management — you ensure no opportunities are lost;
• Comfortable using AI tools (Claude, ChatGPT, Copilot) daily as a work accelerator, not just an experiment;
• Bonus: Experience in high-volume partner recruitment environments;
• Bonus: Exposure to governance or security-focused SaaS solutions.

Most of this sounds like you? Apply.