EXCLUSIVE NETWORKS | Introduction
Exclusive Networks is the global cybersecurity go-to-market specialist that provides partners and end-customers with a wide range of services and product portfolios. With offices in over 45 countries and the ability to serve customers in over 170 countries, we combine deep local expertise with the scale and delivery of a single global organization.
Our best-in-class vendor portfolio is carefully curated with all leading industry players. Our services range from managed security to specialist technical accreditation and training and capitalize on rapidly evolving technologies and changing business models. For more information visit www.exclusive-networks.com .
At Exclusive Networks, we are passionate about making a difference. That means delivering the best to our ecosystem, shaping a prosperous and trusted digital world, and helping our people to realize their full potential.
DUTIES AND RESPONSIBILITIES | About the role
The Sales Director leads the German partner-facing sales organization and is accountable for revenue growth, market-share capture, and consistent sales execution across all partner segments. Working side-by-side with the Vendor Director (not in a reporting line), the Sales Director drives a unified go-to-market motion that maximizes partner value, accelerates vendor momentum, and scales Exclusive Networks’ Exclusive Driven Business (EDB) and Service-First strategy in Germany.
As the Sales Manager, you will:
Key Responsibilities
1. Revenue Growth & Market Share Expansion
Own Germany’s sales targets (Revenue, GP, EBIT) and deliver predictable quarterly performance.
Accelerate market-share gains with strategic vendors by activating partners, acquiring new ones, and winning competitive takeouts.
Transform the sales organization to be EDB-focused: driving deals, initiating opportunities, and proactively owning the customer journey with partners.
Grow services revenue (installation services, managed services, premium support, training) within every sales motion.
2. Leadership of the Partner Sales Organization
Lead and develop the entire partner-facing sales team (channel managers, inside sales, GSI sales, telesales).
Establish a high-activity, high-accountability culture with strong KPIs, consistent QBRs, and rigorous forecasting discipline.
Ensure deep partner engagement across all levels (Tier-1, GSIs, MSSPs, VARs, long tail).
3. Close Collaboration With the Vendor Director
Work in lockstep with the Vendor Director and vendor managers to execute vendor business plans, target lists, renewal and expansion motions.
Ensure one face to the partner while maintaining grounded alignment with vendor strategies.
Jointly coordinate campaigns, partner programs, GTM plays, and funnel acceleration initiatives with the VD and marketing.
Ensure that partner insights, blockers, and opportunities are directly fed into vendor teams and acted upon.
4. Exclusive Driven Business (EDB) Leadership
Lead the shift from reactive to Exclusive-driven, distribution-led sales motions.
Increase the share of deals initiated or influenced by Exclusive Networks.
Drive pipeline creation through targeted partner outreach, cross-sell/upsell programs, and competitive displacement motions.
Maximize the use of Exclusive Networks’ service portfolio, CyberLab, pre-sales, financing, and partner enablement tools.
5. Services Acceleration (Service-First Strategy)
Embed services into every sales cycle:
Installation & professional services
Managed services
Training & certifications (including CyberLab and Compendium Academy)
Support and maintenance renewals
Build partner awareness of value-added services and ensure sellers position services proactively, not reactively.
Collaborate with regional service leaders to create scalable, repeatable service offerings.
Increase services penetration rate per deal and total services revenue YoY.
6. Predictable Forecasting & Operational Excellence
Ensure full compliance with forecasting…