MSP Sales Specialist, Workspace Security

Accountabilities:: Own quarterly and annual revenue, pipeline, and growth targets across the assigned territory. Identify, recruit, onboard, and activate high-potential MSP and MSSP partners with clear expectations for revenue and pipeline generation. Build and maintain strong relationships with partner executives, owners, sales leaders, technical teams, and operational stakeholders. Develop measurable joint business plans covering revenue targets, pipeline creation, customer acquisition, enablement, marketing, and growth initiatives. Proactively identify opportunities within partner customer bases and whitespace accounts to create new pipeline rather than relying solely on inbound demand. Manage the full sales cycle from opportunity identification and technical validation through commercial negotiation and close. Develop and manage key distribution partner relationships, with a focus on growing multi-product MSP revenue. Execute joint go-to-market strategies, including co-selling, demand generation, customer acquisition, and partner marketing initiatives. Help partners expand their security practices and identify cross-sell and upsell opportunities that increase recurring revenue. Act as a trusted advisor by understanding partner business models, customer portfolios, growth strategies, competitive environments, and profitability drivers. Develop strong expertise in Workspace Security solutions and communicate their technical and commercial value to executives, sales teams, engineers, and customers. Monitor the competitive cybersecurity landscape and develop strategies to differentiate solutions against competing security and email security platforms. Maintain accurate CRM data, pipeline forecasts, partner plans, opportunity information, and action plans. Identify business risks early and take proactive steps to address issues that could affect revenue or execution. Serve as an escalation point for strategic MSP partners and coordinate internal resources to resolve issues efficiently. Collaborate with Sales, Channel, Sales Engineering, Marketing, Product, Customer Success, Finance, and Operations teams to accelerate partner growth. Take ownership of business outcomes, prioritize opportunities based on revenue potential and strategic value, and continuously seek new avenues for growth. Requirements At least 5 years of successful sales experience within MSP/MSSP, cybersecurity, SaaS, cloud, or subscription-based technology environments. Demonstrated experience selling through and with MSP/MSSP partners and a strong understanding of managed services and recurring-revenue business models. Proven track record of achieving or exceeding revenue and pipeline targets. Strong understanding of MSP/MSSP economics, including service offerings, margins, customer acquisition, and recurring revenue. Experience recruiting, developing, and expanding strategic partner relationships. Demonstrated ability to build relationships across multiple organizational levels, including executives, owners, sales leaders, technical teams, and frontline sellers. Experience developing and executing partner business plans and joint go-to-market strategies that generate measurable pipeline and revenue. Strong prospecting and business-development capabilities, with the ability to proactively create new opportunities. Experience managing complex sales cycles involving partners, customers, technical stakeholders, and internal teams. Strong cybersecurity knowledge, with experience in email security, endpoint security, SaaS security, or Workspace Security highly preferred. Ability to translate technical cybersecurity capabilities into business outcomes such as risk reduction, operational efficiency, customer retention, recurring revenue, and profitability. Strong forecasting, pipeline management, and CRM discipline. Excellent communication, negotiation, presentation, and executive-engagement skills. Ability to operate independently and make sound business decisions in a fast-paced environment with limited direction. Strong ownership mindset, customer and partner focus, sense of urgency, and ability to proactively overcome obstacles. Ability to adapt quickly to changing priorities and identify creative ways to grow the business. Strong organizational and operational discipline, including the ability to anticipate risks and take action before they become execution barriers. Bilingual proficiency in French and English is required. Must be legally authorized to work in Canada without current or future employment sponsorship. Benefits Competitive base salary of CAD $148,000–$214,000 per year , with the actual offer determined by factors such as location, experience, certifications, and business needs. Eligibility for additional compensation through an annual bonus or sales incentive program, depending on the role and applicable plan. Incentive awards based on individual performance. Healthcare and wellness benefits, subject to applicable eligibility requirements. Opportunities for professional development and career growth within a global technology environment. Exposure to cybersecurity, Workspace Security, SaaS, and managed services markets. Opportunity to build strategic relationships with MSP and MSSP organizations and influence recurring-revenue growth. Collaborative, cross-functional working environment with sales, engineering, marketing, product, and customer success teams. Flexible working environment depending on role and location. Employment equity and equal-opportunity workplace practices. Workplace accommodations available for qualified individuals with disabilities.