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.