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. 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.

You’ll turn early-stage curiosity into real commercial engagement, drive adoption of ShareGate’s migration and governance solutions, and build the follow-up discipline that converts conversations into revenue.

Your impact:

• Convert inbound EMEA partner inquiries into active, revenue-generating partnerships by measurably improving activation rates across non-managed accounts;
• Drive adoption of ShareGate Protect within the partner ecosystem by opening governance conversations with partners who traditionally focus only on migration;
• Build a scalable partner development framework — pipeline tracking, re-engagement sequences, progression stages — so no opportunity stalls without a reason;
• Accelerate transactional onboarding by coordinating with QBS Software, ensuring partners move from initial engagement to first transaction without friction;
• 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 into your daily workflows — drafting follow-ups, summarizing partner calls, analyzing engagement patterns — to cover more partners with more rigor.

Your team:

You’ll join ShareGate’s EMEA Channel team: a tight-knit, commercially ambitious group that operates with high trust, high ownership, and zero ego. Channel Account Managers own named strategic accounts; your job is making sure the broader ecosystem becomes commercially productive. Day-to-day, you’ll work closely with the Channel Manager – EMEA, Channel Account Managers, and the QBS Software team for transactional coordination — and collaborate as needed 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 how the indirect channel actually works;
• Solid understanding of the Microsoft 365 ecosystem (migration, governance, tenant-to-tenant — the fundamentals, no certification required);
• Ability to position technical solutions commercially: you translate complexity into clear business value;
• Strong follow-up discipline and structured pipeline management — you don’t let opportunities die quietly;
• Comfortable using AI tools (Claude, ChatGPT, Copilot) daily as a work accelerator — not an experiment, a habit;
• Bonus: experience in high-volume partner recruitment environments;
• Bonus: exposure to governance or security-focused SaaS solutions.