Partner Development Manager, EMEA - ShareGate

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 , our newest solution built to make every manager more effective, and ShareGate , 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 recruitme