Partner Development Manager, MSSP Ecosystem

Accountabilities:

• Own and grow a fixed portfolio of 3 to 10 named MSSP ecosystem partners, serving as the primary business owner for each relationship and developing revenue-generating security service offerings.
• Develop and execute a strategic business plan for each partner, identifying opportunities for innovation, deeper collaboration, product expansion, and long-term business growth.
• Build and maintain senior-level relationships with partner executives and sales leaders, aligning priorities across organizations and strengthening the partnership against competitive threats.
• Generate new pipeline and revenue through partner marketplaces, distribution channels, and managed-service motions, using data and competitive intelligence to refine strategies and strengthen market positioning.
• Ensure partners receive timely product and MSP/MSSP program updates, while collaborating with internal teams to create service offerings, launch content, and structured activation plans.
• Lead governance and program management for service offering launches across the named partner portfolio, coordinating stakeholders, milestones, enablement, and execution requirements.
• Establish and monitor partnership KPIs, regularly assessing engagement, financial performance, and overall effectiveness while adjusting strategies to achieve growth objectives.
• Ensure partners have the training, certifications, tools, resources, and support required to scale their go-to-market activities and compete effectively.
• Advocate for partner service offerings internally and bring partner feedback, market insights, and business needs back to the sales organization.
• Prepare accurate revenue forecasts for the assigned book of business and maintain close alignment with sales leadership and peer partner managers on forecasting, enablement, and new solution launches.
• Collaborate cross-functionally with Sales Engineering, Professional Services, Customer Success, Marketing, and Support to reduce churn, close opportunities, increase product adoption, and execute joint go-to-market campaigns.
• Maintain a disciplined account-planning cadence aligned with MEDDPICC principles, ensuring strategic opportunities are consistently evaluated, progressed, and converted.

Requirements

• Hold a Bachelor's degree in a technical discipline or possess equivalent professional experience.
• Bring 5+ years of above-quota sales experience, preferably in enterprise or regional sales leadership roles focused on full-stack cybersecurity solutions spanning endpoint, identity, data, and cloud.
• Demonstrate a strong background working with managed offering providers, including MSPs, MSSPs, MDR providers, XDR providers, outsourcers, distributors, and systems integrators.
• Have proven experience selling to Service Providers and/or Managed Security Service Providers, with an established network of MSSP decision-makers.
• Demonstrate success managing a concentrated portfolio of strategic named accounts rather than a broad geographic territory, including expanding product footprints and executing sophisticated business plans.
• Bring a track record of driving significant revenue growth within strategic partner relationships, ideally including double- or triple-digit growth and experience with highly concentrated or platform-commit partner models.
• Possess deep knowledge of modern cybersecurity solutions and indirect or managed sales motions, including fully managed, co-managed, single-tier, and two-tier models; CSP marketplace experience is a plus.
• Demonstrate excellent written, verbal, and presentation skills, with the ability to communicate effectively with technical stakeholders, business leaders, and executives.
• Have strong organizational, reporting, forecasting, and leadership capabilities, combined with the initiative and resilience required to consistently exceed sales targets.
• Be comfortable working independently while collaborating effectively across teams, with a strong passion for cybersecurity and a partner-first mindset.
• Bring experience developing sales enablement capabilities within rapidly evolving and highly competitive technology markets.
• Prior startup experience, channel experience, and a strong understanding of partner-centric go-to-market strategies are highly desirable.

Benefits

• On-target earnings of $196,000–$270,000 USD, inclusive of base salary and commissions, with the applicable range varying according to candidate location.
• Equity opportunities through Restricted Stock Units (RSUs) and an Employee Stock Purchase Plan (ESPP).
• Flexible time off, paid company holidays, paid sick time, gender-neutral parental leave, and grandparent leave.
• Medical, dental, and vision coverage, plus a 401(k) retirement plan with company matching.
• Life and disability insurance, health and dependent care FSA, voluntary hospital, accident, and critical illness benefits, and Employee Assistance Program support.
• Additional benefits including prepaid legal services, nationwide pet insurance, cancer care programs, and global business travel medical insurance.
• Remote-work support through a home office allowance and mobile phone reimbursement.
• Wellness resources including access to a wellness coach and wellness or gym reimbursement.
• Fertility coverage and adoption and surrogacy reimbursement.