VP Business Development - Strategic, International Role - H/F
L'entreprise
WALLIX is a European cybersecurity software company specializing in Identity & Access Management (IAM) and a leader in Privileged Access Management (PAM). Our mission is to ensure free and secure digital interactions, while defending the digital autonomy of organizations in a world undergoing constant digitalization. Our solutions enable companies to control identities and access throughout the digital journey of IT and industrial environments, combining operational efficiency, simplified regulatory compliance, and an optimized user experience. We currently protect nearly 3,700 organizations, with a retention rate of 95% and rapid growth in recurring revenue, which has doubled in three years.
Our teams are present in 16 countries and distribute our products through a network of more than 300 resellers and integrators worldwide. Boldness to innovate, commitment to our customers, a quest for simplicity, and collaboration... these are the values shared by our diverse teams, which promote friendliness and mutual support.
Le poste
Context & Strategic Objectives
As part of the transformation of its Revenue Operations (RevOps) model, WALLIX is restructuring its Business Development function to become a strategic growth engine. This global function currently includes the Channel, Presales, and Solution Business Development teams. It plays a critical role in aligning with Sales, Marketing, and Customer Success, and in driving our go-to-market strategy.
WALLIX operates a 100% indirect sales model across all geographies. The development and performance of our partner ecosystem is central to our growth strategy, with a priority focus on the EMEA region (Europe, Middle East, Africa). Expansion into Asia is under consideration.
We are seeking a seasoned and visionary Vice President of Business Development to lead this transformation, structure and scale the organization, expand our partner network across all market segments (SMBs, mid-market, enterprise), and drive indirect revenue growth globally.
Key Responsibilities
· Define and execute the global Business Development strategy in alignment with WALLIX’s RevOps and revenue growth objectives.
· Lead and develop the Channel, Presales, and Solution Business Development teams.
· Build and manage a high-performing partner ecosystem (resellers, integrators, MSPs, strategic alliances) across all market tiers in EMEA, with a roadmap for global expansion.
· Collaborate closely with Sales, Marketing, Customer Success, and Product leadership to ensure cross-functional alignment and execution.
· Establish scalable processes, tools, and KPIs to manage performance (forecasting, pipeline health, partner ROI, etc.).
· Drive organizational transformation: develop and upskill teams and embed new ways of working.
· Represent WALLIX at strategic partner meetings, industry events, and executive-level negotiations.
· Contribute to the evolution of the revenue model and identify new growth opportunities and go-to-market innovations.
Profil recherché
Core Competencies
· Strategic leadership with a RevOps mindset and ability to align multiple revenue functions.
· Deep expertise in indirect sales, channel development, and strategic alliances at international scale.
· Proven ability to lead organizational transformation and scale high-impact teams.
· Strong understanding of technical environments (cybersecurity, IT, B2B SaaS).
· Exceptional communication, negotiation, and stakeholder management skills.
· Data-driven decision-making and performance management.
· Proficiency with CRM systems, partner platforms, and revenue analytics tools.
Experience
· 10+ years of experience in Business Development, Channel Management, or Strategic Alliances, including 5+ years in a senior leadership role.
· Experience in the cybersecurity, B2B software, or IT sectors is highly preferred.
· Demonstrated success in building and scaling partner ecosystems across EMEA.
· International leadership experience is essential.
Education
· Master’s degree (business, engineering, or equivalent).
· Fluent English required; additional languages are a plus.
What We Offer
· A strategic executive role at the heart of WALLIX’s growth and transformation.
· A fast-growing, innovative company committed to digital sovereignty and cybersecurity.
· A collaborative, high-performance, and values-driven culture.
· A competitive executive compensation package (base + bonus + benefits).
· Long-term career development opportunities, including potential COMEX participation and global scope.
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