Partner Development Manager, EMEA - ShareGate

Job summary

You will act as the primary point of contact for new and emerging partners across EMEA to drive adoption of migration and governance solutions. Your role involves building a scalable partner development framework and converting inbound inquiries into active, revenue-generating partnerships.

Job details

COMPANY DESCRIPTION Workleap is a Montreal-based tech company, founded in 2006. We're builders at heart, we make simple products that actually matter to the people who use them. We have two product lines: Workleap Agent [https://workleap.com/], our newest solution built to make every manager more effective, and ShareGate [https://sharegate.com/], the world's leading solution for Microsoft 365 migration and governance. More than 15,000 companies worldwide trust us to do exactly that. We're intentional about who joins us. If you're the kind of person who gets excited by a hard problem and wants to help shape what comes next, there's a place for you here. YOUR ROLE ShareGate has built a strong base of named strategic partners across EMEA — but the real growth opportunity lives in the long tail: hundreds of IT resellers and service providers who are knocking on the door without anyone there to bring them in with structure. That's exactly what you'll change. As Partner Development Manager – EMEA, you'll be the first structured point of contact for new and emerging partners across Europe, the Middle East, and Africa. You'll turn early-stage curiosity into real commercial engagement, drive adoption of ShareGate's migration and governance solutions, and build the follow-up discipline that converts conversations into revenue. Your impact: * Convert inbound EMEA partner inquiries into active, revenue-generating partnerships by measurably improving activation rates across non-managed accounts; * Drive adoption of ShareGate Protect within the partner ecosystem by opening governance conversations with partners who traditionally focus only on migration; * Build a scalable partner development framework — pipeline tracking, re-engagement sequences, progression stages — so no opportunity stalls without a reason; * Accelerate transactional onboarding by coordinating with QBS Software, ensuring partners move from initial engagement to first transaction without friction; * Reduce time-to-first-transaction by implementing systematic follow-up workflows and consistent outreach discipline across a high volume of active conversations; * Integrate AI tools into your daily workflows — drafting follow-ups, summarizing partner calls, analyzing engagement patterns — to cover more partners with more rigour. YOUR TEAM You'll join ShareGate's EMEA Channel team: a tight-knit, commercially ambitious group that operates with high trust, high ownership, and zero ego. Channel Account Managers own named strategic accounts; your job is making sure the broader ecosystem becomes commercially productive. Day-to-day, you'll work closely with the Channel Manager – EMEA, Channel Account Managers, and the QBS Software team for transactional coordination — and collaborate as needed with Technical Sales Specialists, Channel Marketing, and Revenue Operations. Over the next 6–12 months, the mandate is clear: increase inbound conversion, open new conversations around ShareGate Protect, and prove that the non-managed partner base can become a reliable, structured revenue source. WHAT YOU'LL BRING * 2–5+ years in partner development, channel sales, or IT solution sales; * Experience working with IT resellers or managed service providers — you understand how the indirect channel actually works; * Solid understanding of the Microsoft 365 ecosystem (migration, governance, tenant-to-tenant — the fundamentals, no certification required); * Ability to position technical solutions commercially: you translate complexity into clear business value; * Strong follow-up discipline and structured pipeline management — you don't let opportunities die quietly; * Comfortable using AI tools (Claude, ChatGPT, Copilot) daily as a work accelerator — not an experiment, a habit; * Bonus: experience in high-volume partner recruitment environments; * Bonus: exposure to governance or security-focused SaaS solutions. Most of this sounds like you? Apply. WHAT THE JOB COMES WITH * Base salary: $50 000 to $60 000 / OTE: $75 000 - $90 000 EUR. Final offers may be adjusted based on the candidate's region to align with local market conditions. * Flexible vacation policy. * Remote work, with access to our Montreal office. * In-person gathering twice a year. * Claude access, for everyone. WHAT DRIVES US At Workleap, we build software that sits at the center of how people experience work, every day, at every level. We move fast. Priorities shift, decisions get made with the information we have, and we iterate. If you thrive on intensity and ambiguity doesn't slow you down, you'll feel right at home. We're builders. We do what it takes to move forward. AI is part of our toolkit. We use it to go faster and decide smarter, not to replace judgment. If you want real impact and a place where your decisions matter, this is it. HOW WE HIRE Transparency is how we hire — for you as much as for us. Here's how it works: a first call with a recruiter, then a virtual interview with the hiring manager. You'll then complete a take-home case study, followed by a meet with future colleagues to discuss it together. Depending on the role, the process may vary slightly — your recruiter will walk you through it on your first call. We use AI to support certain steps of the process, but every hiring decision remains human. We can't wait to meet you. By applying, you confirm that you have read and agree to our privacy policy [https://workleap.com/trust-center/privacy]. #LI-Remote

What you’ll do

You will act as the primary point of contact for new and emerging partners across EMEA to drive adoption of migration and governance solutions. Your role involves building a scalable partner development framework and converting inbound inquiries into active, revenue-generating partnerships.

Requirements

Candidates should have 2–5+ years of experience in partner development, channel sales, or IT solution sales. A solid understanding of the Microsoft 365 ecosystem and the ability to position technical solutions commercially are required.

Benefits

• Flexible vacation policy
• Remote work
• Access to Montreal office
• In-person gatherings
• Claude access

Listed skills

• Microsoft 365 · Preferred

Other relevant skills

Identified from the job description. Confirm important requirements above.

• Partner development
• Channel sales
• IT solution sales
• Microsoft 365
• Governance
• Migration
• Pipeline management
• AI tools
• SaaS
• Relationship management
• Strategic partnerships
• Revenue generation
• IT resellers
• Managed service providers
• Technical sales
• ShareGate
• Revenue Operations
• ChatGPT
• Case Study
• Channel Sales
• Workflow Management
• Curiosity
• Artificial Intelligence
• Management
• Business Valuation
• Software As A Service (SaaS)
• Experimentation
• Marketing
• Scalability
• Managed Accounts
• Managed Services
• Partner Development
• Solution Selling
• Technical Sales
• Coordinating
• Claude AI

Job areas

• Sales
• Software
• Technology
• Management & Leadership
• Partner Development Manager
• Channel Account Manager
• Commercial Sales Representatives
• Sales Representatives, Wholesale and Manufacturing, Except Technical and Scientific Products

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