As the Channel Director specializing in MSP/MSSP partnerships with cybersecurity expertise, you will be responsible for developing and executing strategies to expand our channel ecosystem within the MSP/MSSP space, with a focus on serving the needs of SMBs. Your primary objective will be to establish and nurture relationships with key partners, driving revenue growth, and increasing market share. Additionally, you will lead and manage a team of channel professionals to ensure the success of our channel programs.
Key Responsibilities:
Lead and manage a team of channel professionals, providing guidance, mentorship, and support to drive team performance and achieve channel objectives.
Identify, recruit, and onboard new MSP/MSSP partners with a focus on serving the needs of SMBs, evaluating their alignment with our business objectives and ensuring a mutually beneficial partnership.
Develop and execute channel strategies to drive revenue growth, market penetration, and partner satisfaction within the MSP/MSSP segment, with a particular emphasis on cybersecurity offerings tailored to SMBs.
Collaborate with the marketing team to develop tailored marketing programs, collateral, and campaigns to support partner initiatives and enablement, with a strong emphasis on addressing cybersecurity challenges faced by SMBs.
Conduct regular business reviews with partners to track performance metrics, identify areas for improvement, and drive accountability, particularly focusing on SMB-specific cybersecurity-related KPIs.
Serve as the primary point of contact for partner inquiries, escalations, and strategic discussions, fostering strong relationships built on trust and collaboration, especially in the SMB cybersecurity domain.
Stay informed about industry trends, competitor activities, and market dynamics within the MSP/MSSP and SMB cybersecurity landscape, providing insights to internal stakeholders and adapting strategies accordingly.
Champion the partner's voice internally, advocating for their SMB cybersecurity needs and feedback to drive continuous improvement in our products, services, and partner programs.
Qualifications:
Bachelor's degree in Business Administration, Marketing, Cybersecurity, or a related field (MBA preferred).
3+ years of experience in channel sales, business development, or partner management, with a focus on the MSP/MSSP segment, SMB partnerships, cybersecurity, and channel team management.
Proven track record of successfully developing and managing channel partnerships, exceeding revenue targets, and driving partner satisfaction, particularly in the SMB cybersecurity domain.
Experience in leading and managing channel teams, with a demonstrated ability to drive team performance and achieve channel objectives.
Deep understanding of the MSP/MSSP ecosystem, including industry trends, partner business models, and competitive landscape, with a strong emphasis on SMB-specific cybersecurity solutions.
Exceptional communication and interpersonal skills, with the ability to build rapport and influence stakeholders at all levels, especially in SMB cybersecurity discussions.
Strong analytical and problem-solving abilities, with a data-driven approach to decision-making, particularly in analyzing SMB-specific cybersecurity metrics and trends.
Self-motivated and results-oriented, with the ability to thrive in a fast-paced, dynamic environment.