About the Role
As Channel Sales Manager, EMEA, you will report directly to the Senior Manager, Channel & Alliances, EMEA and will be responsible for building and growing a focused portfolio of Channel and Reseller partners across a defined region or set of priority markets. Your role will be to turn selected partners into active revenue contributors by recruiting the right organisations, enabling their teams, driving account alignment, creating joint go‑to‑market plans, and generating partner‑sourced and partner‑influenced pipeline.
You will be expected to create momentum, identify where partners can open doors Mixpanel cannot reach alone, and build repeatable motions that increase partner contribution to pipeline and revenue. You will work closely with regional Account Executives and Sales leadership to embed partners into target account planning, source new opportunities, support active sales cycles, and help accelerate deals through trusted partner relationships.
You will be accountable for building a regional partner business plan with clear targets, partner coverage, pipeline goals, activation milestones, and forecasted revenue contribution. Success in this role will be measured by the quality and quantity of partner‑sourced pipeline, partner‑influenced revenue, active co‑selling motions, partner‑generated opportunities, and the strength of the partner ecosystem in your market.
Responsibilities
- Own and grow a defined portfolio of Channel and Reseller partners across EMEA, with a clear focus on generating partner‑sourced pipeline, partner‑influenced pipeline, and resell revenue.
- Identify, recruit, qualify, and onboard high‑potential partners in priority markets, including Regional System Integrators, Digital Agencies, Product Development Agencies, Consultancies, and specialist analytics partners.
- Build partner‑specific business plans that define target accounts, revenue goals, pipeline targets, sales plays, marketing activity, enablement needs, executive relationships, and quarterly milestones.
- Create repeatable partner motions that multiply Mixpanel’s reach, including account mapping, referral generation, co‑selling, reseller motions, services‑led opportunities, regional campaigns, and event‑based demand generation.
- Work directly with Account Executives and Sales leaders to align partners to priority accounts, identify where partner influence can accelerate active opportunities, and ensure partner involvement is captured correctly in Salesforce and PartnerStack.
- Drive partner pipeline generation by running regular account‑planning sessions, target account reviews, joint prospecting activity, campaign follow‑up, and partner‑sourced opportunity reviews.
- Enable partner sales, consulting, and technical teams so they can confidently identify Mixpanel opportunities, position the platform, qualify customer needs, and support early‑stage sales conversations.
- Own the day‑to‑day management of Mixpanel’s PRM system, ensuring partner communications, deal registrations, onboarding workflows, partner updates, and programme content are accurate, timely, and consistently managed.
- Develop a strong understanding of each partner’s business model, customer base, services capability, commercial incentives, and regional market strengths.
- Partner with Marketing to plan and execute campaigns, webinars, roundtables, executive dinners, customer events, and MDF‑funded activities that create measurable pipeline.
- Build internal visibility for partner activity by ensuring Sales, Marketing, Customer Success, Solutions Engineering, and regional leadership understand where partners can help create or accelerate revenue.
- Maintain accurate reporting on partner pipeline, forecasted revenue, partner activity, account mapping, campaign performance, and quarterly progress against plan.
- Act as a commercial operator, not just a relationship manager, by constantly looking for ways to turn partner relationships into measurable growth for Mixpanel.
Qualifications
- Experience in channel sales, partnerships, alliances, business development, or direct SaaS sales, ideally in a quota‑carrying or pipeline‑generating role.
- Direct experience building, managing, or scaling partner relationships across Southern Europe, the Middle East and Africa, with a strong understanding of the SEMEA partner landscape and how to generate pipeline through local resellers, agencies, consultancies, and systems integrators.
- Strong commercial instincts and a clear understanding of pipeline creation, opportunity progression, forecasting, partner‑sourced revenue, partner‑influenced revenue, and deal acceleration.
- The ability to translate partner relationships into practical sales activity, including account mapping, joint prospecting, opportunity qualification, co‑selling, campaign follow‑up, and executive alignment.
- A strong understanding of SaaS go‑to‑market models, reseller economics, services‑led selling, partner incentives, and how partner ecosystems can support regional growth.
- Confidence working directly with Account Executives, Sales Managers, Solutions Engineers, Marketing, Customer Success, and senior stakeholders to align around shared revenue goals.
- An entrepreneurial mindset, with the ability to build structure, create momentum, and operate effectively in a fast‑moving environment where not everything is already defined.
- Strong communication skills and the ability to explain complex value propositions clearly to both commercial and technical audiences.
- A data‑driven approach to managing partner performance, with the ability to track activity, inspect pipeline, identify gaps, and take action quickly.
- A genuine interest in product intelligence, customer data, digital products, and how companies use behavioural insights to build better customer experiences.
Bonus Points For
- Experience utilizing AI tools as part of your daily workflow.
- Speaking multiple languages.
- Experience working in growth markets.
Benefits and Perks
- Comprehensive Medical, Vision, and Dental Care
- Generous Vacation Policy & Additional Company Holidays
- Enhanced Parental Leave
- Additional US Benefits: Pre‑Tax Benefits including 401(K), Wellness Benefit, Holiday Break
- Benefits and perks for contract positions will vary.
Equal Opportunity Employer
Mixpanel is an equal‑opportunity employer supporting workforce diversity. At Mixpanel, we are focused on things that really matter—our people, our customers, our partners—out of a recognition that those relationships are the most valuable assets we have. We actively encourage women, people with disabilities, veterans, under‑represented minorities, and LGBTQ+ people to apply. We do not discriminate on the basis of race, religion, color, national origin, gender, gender identity or expression, sexual orientation, age, marital status, veteran status, or disability status. Pursuant to the San Francisco Fair Chance Ordinance or other similar laws that may be applicable, we will consider for employment qualified applicants with arrest and conviction records. We’ve immersed ourselves in our Culture and Values as our guiding principles for the impact we want to have and the future we are building.
