Channel Growth & Go-to-Market

Purpose of the Role

This role leads channel development and commercialisation for the EMOB business unit and reports directly to the EVP, CyberSecurity Strategy for Emerging Markets, Channel and Orange Business. The role exists to grow and strengthen OB, partner and channel routes to market by combining three capabilities: a strong working knowledge of the cybersecurity services portfolio, seasoned product marketing and channel marketing skills, and sound commercial judgement.

The role owns the development of tailored propositions and go to market frameworks for OB, channel and specialist partners, and translates partner and market needs into structured requirements for the MSS Engine. It designs partner commercial models and pricing structures and owns commercial and financial reporting for the business unit including KPIs, forecasting and performance insight. While the reporting responsibility is significant, the centre of gravity of the role remains channel growth, with reporting serving as the evidence base for channel and proposition decisions.

Key Responsibilities

1. Channel Strategy and Development

• Define and execute the channel development strategy across Emerging Markets, OB and specialist partner routes.

• Align partners aligned to portfolio strengths and regional market priorities.

• Build partner segmentation, coverage plans and growth targets for each route to market.

• Own the partner lifecycle from onboarding through enablement to performance management.

2. Cybersecurity Portfolio Fluency

• Build and maintain a deep working understanding of the full security portfolio including Managed Services, Exposure Management, Posture Management, Threat Intelligence, MDR, OT services and specialist capabilities such as SensePost.

• Analyse the strengths, gaps, differentiators and commercial levers within each service line.

• Translate portfolio understanding into propositions that partners can position, sell and deliver.

3. Product Marketing and Value Propositions

• Create targeted value propositions for OB, channel and specialist partners based on their market position, customer maturity and commercial expectations.

• Define the messaging, outcomes and commercial positioning for each proposition, in plain language that works across regions and non-native English speaking audiences.

• Ensure all propositions support both direct and indirect sales motions.

4. Channel Marketing, Enablement and GTM

• Create or oversee all channel facing content including GTM packs, service descriptions, campaign frameworks and partner training materials.

• Build scalable partner onboarding and enablement programmes that are consistent across regions and partner types.

• Work with regional teams to localise propositions and campaigns for Emerging Markets, US, APAC, MEA, SA, China and Europe.

5. Commercial Structuring for Partners

• Build partner commercial frameworks including pricing, margin models, discount structures and consumption models, working closely with Finance.

• Support the structuring of partner agreements and commercial terms, working with Legal and the Sales and Commercial Support function rather than owning legal drafting.

• Test proposition viability, partner profitability and investment cases using the role's own financial models and reporting.

6. Financial Insight and Commercial Reporting

• Own commercial and financial reporting for the business unit including revenue, margin, pipeline, forecasting and partner performance.

• Lead and build out the KPI framework used in business reviews and executive reporting.

• Build financial models for new services, partner offerings and commercial structures.

• Act as the financial sounding board for the EMOB leadership, supporting investment decisions and performance optimisation.

7. Requirements Intake and Alignment with the MSS Engine

• Help your team gather, structure and prioritise requirements from OB and channel teams.

• Translate these into actionable service development needs for the MSS Engine.

• Ensure portfolio changes and new services align with partner expectations and commercial viability.

8. Cross Functional Coordination

• Maintain close working links with the MSS Engine, Sales, Finance, PS, SMEI, regional teams and the partner ecosystem.

• Work with PS leadership to integrate professional services components into partner propositions where they strengthen the offer.

• Act as the central coordination point for partner and portfolio enablement across EMOB.

Profile and Experience

• Seasoned channel leader with deep experience in cybersecurity services, MSSP operations or technology service portfolios.

• Proven track record as a product marketing and channel marketing professional for service led propositions, not a product management background, including building GTM packs, enablement programmes and partner campaigns.

• Strong understanding of channel ecosystems, indirect sales models and partner economics.

• Strong financial capability including modelling, pricing, profitability, forecasting and business unit reporting, with the confidence to own the numbers in executive reviews.

• Excellent ability to translate technical security services into clear commercial narratives for varied international audiences.

• Demonstrated ability to operate across complex multi stakeholder global organisations.

• Comfortable leading cross functional groups without formal authority.

• Manage a direct team of 3+

Working Relationships

• Reports directly to the EVP, Cybersecurity Strategy for Emerging Markets, Channel and Orange Business, as a member of the EMOB leadership team.

• Owns commercial and financial reporting for the business unit, working in close partnership with Finance and the Service Operating Model function.

• Key interfaces include the MSS Engine, the CRO organisation, regional leaders, PS leadership, Legal, Finance and external partner executives.

At Orange, only your skills matter.

Regardless of your age, gender, background, origin, religion, sexual orientation, disability, neurodiversity, or appearance, we actively encourage diversity within our teams, as it is a collective strength and a driver of innovation.
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