Responsibilities
- Identify, recruit, and contract high-potential MSPs that align with the company's growth objectives.
- Achieve channel sales and revenue goals by ensuring channel programs operate efficiently and maximize effectiveness.
- Build executive-level relationships with C-suite and senior management, negotiating partnership terms that drive annual recurring revenue.
- Deliver compelling presentations, business cases, and product demonstrations in English, French, and/or German as appropriate.
- Own partner onboarding, coordinating with product, marketing, and customer success to ensure a frictionless start.
- Serve as the partner's trusted advisor and subject matter expert, providing insightful use cases, demos, and best practice guidance.
- Drive renewals, cross-sell, and upsell motions to expand license footprint and annual recurring revenue.
- Deliver enablement programs such as webinars and Learning Hub content, escalating technical issues to Activation, Professional Services, or Support as needed.
- Monitor and analyze market trends, competitor activities, and customer needs to identify new partnership opportunities.
- Engage field sellers inside partner organizations to amplify pipeline and close rates.
- Maintain a data-driven pipeline in Salesforce, supplying weekly and monthly status, forecast, and end-of-quarter closure reports.
- Monitor market trends and competitor activities to refine territory and partner strategies.
- Continuously improve channel programs based on partner feedback and industry best practices.
- Collaborate with internal teams including product, marketing, and sales to ensure successful implementation and execution of partnerships.
- Assist the MSP team in optimizing sales closure during end-of-quarter activities.
- Uphold the company's security and privacy standards in every interaction.
- Protect the security and privacy of the company and its customers.
- Perform other duties as assigned by management.
Requirements
- 8+ years combined success in business development, channel account management, or partner sales within the cybersecurity and MSP ecosystem.
- Demonstrated ability to identify, negotiate, and close partnerships that deliver measurable annual recurring revenue growth.
- Strong understanding of endpoint security, managed services business models, and the competitive landscape.
- Analytical, entrepreneurial mindset, adept at independent and cross-functional teamwork in a fast-paced environment.
- Proven history of building C-level relationships and presenting to diverse audiences in English plus French or German.
- Ability to present to all audiences, build relationships, and negotiate effectively.
- Proven history of working independently and with cross-functional teams to achieve company and departmental objectives.
- Proficiency with Salesforce or similar CRM and MS Office.
- Ability to take on and manage projects based on the company's developing business requirements.
Nice to Have
- Bachelor's degree in business, marketing, or equivalent experience.
- Experience managing partners across Europe.
- Trilingual fluency in English, French, and German.
- Familiarity with PSA/RMM platforms and marketplace commerce.
- Formal sales methodology certification such as MEDDIC or Challenger.
Work Arrangement
Remote first role with up to 30% travel for partner meetings, events, and internal kickoffs in North America and Europe.
Other
- Fluency in English plus French or German is required; trilingual proficiency in English, French, and German is strongly preferred.
- Remote first role with up to 30% travel for partner meetings, events, and internal kickoffs in North America and Europe.
- Flexibility to accommodate limited after-hours calls with international partners.
