Obrela Security Industries

• Deliver against annual new business (ARR) targets across UK and Europe through a balanced mix of direct and partner-led sales • Build and manage a new net pipeline from scratch (no inherited territory or accounts) • Generate opportunities through proactive direct outreach as well as through partner and alliance channels • Develop and execute account plans that leverage both direct engagement and partner involvement where it adds value • Identify and activate new partner opportunities in coordination with the partner/alliance team • Manage end-to-end complex sales cycles • Maintain ownership of the sales cycle while effectively orchestrating internal teams and partners • Position OBRELA’s services using a value- and outcome-based selling approach • Apply MEDDIC / MEDDPICC (or equivalent) to ensure strong qualification, pipeline discipline, and forecast accuracy • Maintain accurate CRM reporting and clear visibility of both direct and partner-influenced pipeline

• Deliver against annual new business (ARR) targets across the DACH region through a balanced mix of direct and partner-led sales • Build and manage a net-new pipeline from scratch (no inherited accounts or territory) • Generate opportunities through proactive direct outreach, as well as via partners, MSSPs, and alliance channels • Develop and execute account and territory plans that combine direct engagement with partner-led strategies where appropriate • Identify, recruit, and activate new regional partners in close coordination with the partner/alliance team • Manage end-to-end complex enterprise sales cycles, from initial engagement to contract closure • Maintain ownership of deals while effectively orchestrating internal teams, technical resources, and partners • Position OBRELA’s cybersecurity services using a value-, risk-, and outcome-based selling approach • Apply MEDDIC / MEDDPICC (or equivalent) to ensure strong qualification, pipeline discipline, and forecast accuracy • Maintain accurate CRM reporting and clear visibility of both direct and partner-influenced pipeline

Obrela is a leading cyber security company helping organisation defend against advanced threats through its proprietary Swordfish platform, delivering Managed Detection & Response (MDR), Managed Risk & Controls (MRC), and a full suite of cyber security services. Recognized in the Gartner Market Guide for MDR, Obrela operates globally from offices in London, Athens, Dubai, Riyadh, and Cologne — combining international scale with deep local expertise. Obrela is hiring a Channel Sales Manager to build and grow an indirect sales channel across the UK&I market. This is a hands-on, revenue-focused role for someone who thrives on getting out there, building relationships, and delivering results — not managing programms on paper. You will be responsible for identifying, recruiting, and enabling independent VARs and MSPs — typically owner-managed businesses with fewer than 100 employees — and empowering them to offer Obrela's full cyber security portfolio to their own customer base. Once partners are onboarded, you will manage those relationships on an ongoing basis, driving joint pipeline and revenue consistently. Reporting to the UK&I Sales Director, you will work closely with the Head of Channels & Partnerships, Head of Sales Engineering, Marketing, and wider commercial teams. Key Responsibilities - Identify, target, and recruit independent VARs and MSPs that are well positioned to extend their proposition into managed cyber security - Build strong relationships at Director and owner level within partner organisations - Lead the onboarding and enablement of new partners, ensuring they have the knowledge, tools, and confidence to position and sell Obrela's services - Manage ongoing partner relationships to drive consistent joint pipeline creation and revenue generation - Contribute to shaping Obrela's UK partner programme — including partner tiers, incentives, and enablement frameworks — keeping the focus on practical, partner-facing impact - Work collaboratively with Sales Engineering and Marketing to equip partners with relevant collateral, messaging, and technical support - Maintain accurate pipeline data and partner activity in CRM - Track and report on key channel metrics including partners recruited, partners enabled, pipeline created, and revenue generated - Travel across the UK to build and maintain partner relationships in person Key Skills & Attributes - Bachelor's degree in Information Security, Computer Science, or a related field (Master's degree preferred). - Proven channel sales or partner management experience in cyber security or B2B technology - An existing black book of UK VAR and MSP relationships is a significant advantage - Comfortable operating at owner and Director level within smaller, independent businesses - A builder mentality — you want to create something real, not just document a framework - Strong commercial instincts with a track record of driving pipeline and revenue through partners - Clear, confident communicator across in-person, phone, and written channels - Self-motivated and organized, able to manage a broad portfolio of partner relationships simultaneously - Good understanding of MDR, managed security, or broader cyber security services - CRM experience (Salesforce or equivalent) Benefits - Competitive salary and performance-based bonuses - Professional development opportunities and certifications - Flexible work schedule and semi-remote work options - Collaborative and innovative work environment

• Identify and qualify new business opportunities • Execute outbound prospecting via phone, email, and LinkedIn • Research target accounts, industries, and key decision-makers within the German market • Schedule meetings and product demonstrations for senior sales leaders • Maintain accurate CRM data and strong pipeline hygiene • Prepare sales materials, presentations, and proposals • Manage prospect follow-ups and ongoing engagement • Collaborate with marketing and technical teams on messaging and positioning • Track activity and contribute to reporting and forecasting

Role Description Obrela is hiring a Junior Sales Executive to support the continued growth of our UK sales team. This role is designed for candidates who have already spent 6–12+ months in a Business Development, Sales, Technical, or other customer-facing role and are ready for their second meaningful career move. This is not an entry-level position. You already know how to prospect, engage, and convert. Your focus will be on applying those skills to the enterprise cyber security MDR market, working closely with senior leadership to engage high-value accounts and drive pipeline growth. You will collaborate directly with the UK Sales Director, gaining early exposure to Tier-1 and enterprise accounts, complex deal cycles, and strategic sales initiatives. Progression is intentionally fast-paced for high performers. Key Responsibilities - Identify and qualify new business opportunities - Execute outbound prospecting via phone, email, and LinkedIn - Research target accounts, industries, and key decision-makers - Schedule meetings and product demonstrations for senior sales leaders - Maintain accurate CRM data and pipeline hygiene - Prepare sales materials, presentations, and proposals - Manage prospect follow-ups and ongoing engagement - Collaborate with marketing and technical teams on messaging and positioning - Track activity and contribute to reporting and forecasting - Ability to travel within the UK Qualifications - 6–12+ months in a BDR, SDR, Sales, Technical, or customer-facing role - Proven success hitting or exceeding targets - Confident with cold outreach and structured prospecting - Ready to apply existing skills in a complex, enterprise sales environment - A few years’ experience in cyber security or B2B technology sales - Strong understanding of sales cycles and stakeholder engagement - Seeking greater responsibility and clearer progression Skills & Attributes - Strong interest in cyber security and Managed Detection & Response (MDR) - Clear, confident communicator across phone, video, and written channels - Highly organized with strong attention to detail - Able to grasp technical concepts and explain them clearly - Proactive, resilient, creative, and commercially driven - CRM experience (Salesforce, HubSpot) is a plus Benefits - A genuine step-up role, not a start-from-scratch position - Accelerated development for candidates with proven fundamentals - Direct exposure to Tier-1 accounts and enterprise sales strategy - Clear path toward Account Executive or senior commercial roles - Work with cutting-edge cyber security technology and high-value deals - Collaborative, ambitious, and fast-growing environment