Strategic Alliances Manager - MSSP

Accountabilities: Identify, assess, and recruit high-potential MSSP partners across India, evaluating their technical capabilities, enterprise customer base, managed-services maturity, and executive sponsorship. Build and strengthen strategic relationships with MSSPs and relevant Global Systems Integrators (GSIs), aligning joint business objectives and long-term growth strategies. Develop joint value propositions, go-to-market plans, and 12-month business plans that define target accounts, priority use cases, enablement milestones, marketing campaigns, pipeline goals, and executive governance. Collaborate with sales, systems engineering, and cross-functional teams to position cybersecurity solutions effectively and enable partners to generate and convert opportunities. Develop repeatable managed-security service offerings with priority partners, defining customer value propositions, service scope, operating models, pricing and consumption structures, onboarding processes, and expansion opportunities. Own the complete partner business development cycle, from recruitment and technical-commercial enablement to joint pipeline creation, opportunity qualification, negotiation, and deal execution. Generate and accelerate partner-sourced and partner-influenced revenue, including recurring annual recurring revenue (ARR), bookings, new customer acquisitions, and expansion opportunities. Establish and track measurable business targets, including qualified pipeline, activated MSSPs, recurring revenue, new customer wins, and partner-led expansion. Maintain accurate partner pipeline records, opportunity updates, and sales forecasts in Salesforce. Monitor partner performance, market developments, competitive dynamics, and emerging opportunities, providing actionable insights and business updates to leadership. Stay informed about cloud security, network security, security-policy automation, and application connectivity capabilities, translating relevant developments into compelling MSSP offerings. Prioritize high-impact activities, take ownership of regional partner performance, and work with agility, accountability, and a customer-first mindset. Requirements Bachelor's degree in Business, Management, or a related discipline. At least 10 years of experience in enterprise software or cybersecurity sales, strategic alliances, or business development, with a strong record of delivering commercial growth. Demonstrated success building partner-driven pipelines and achieving measurable revenue targets, including a quantified track record of generating recurring revenue through MSSP partnerships. Hands-on experience establishing, managing, or scaling MSSP partnerships; experience working with GSIs is an advantage. Proven ability to take a managed-security offering from concept to market and scale it through partner enablement, technical readiness, joint account planning, initial customer wins, and repeatable acquisition processes. Strong understanding of MSSP business models and economics, including service packaging, recurring and consumption-based pricing, margins, multi-tenant operations, onboarding, service-level agreements, renewals, expansion, and commercial relationships between vendors, MSSPs, and end customers. Technical-commercial fluency in network security, multi-vendor environments, firewall and security-policy operations, hybrid and multi-cloud environments, workflow automation, and ITSM/API integrations. Strong executive relationship-building and stakeholder management skills, with the ability to influence senior decision-makers across partner and customer organizations. Excellent commercial capabilities in partner negotiations, opportunity qualification, objection handling, consultative selling, and complex enterprise deal execution. Experience navigating high-value enterprise sales cycles involving multiple stakeholders and translating customer security challenges into measurable business outcomes. Clear communication, presentation, and relationship-management skills, with the ability to engage both technical and business audiences. A proactive, entrepreneurial, and results-oriented mindset, with strong ownership, organizational skills, and the ability to build pipeline through partner-led business development. Comfort working in a fast-paced, collaborative environment and balancing strategic planning with hands-on execution. Nice to have: Experience with cybersecurity vendors or managed security service providers. Established relationships across the Indian MSSP ecosystem. Familiarity with cloud security, security-policy automation, or application connectivity solutions. Benefits Direct employment opportunity. Home-office-based work arrangement, with the role located in Mumbai or Bangalore, India. Opportunity to contribute to the growth of a cybersecurity business with established market traction and significant expansion potential. Collaborative working environment with opportunities to build strategic partnerships and develop commercially scalable security offerings. Inclusive workplace culture committed to equal opportunity and diversity.