Job Details
Company Description
Resecurity is a cybersecurity company headquartered in Los Angeles, California. Our company provides next-generation endpoint protection and intelligence-driven cybersecurity solutions to leading Fortune 500 corporations and governments worldwide.
Role Description
This is a full-time role for a MSSP Business Development Manager. The Business Development Manager will be responsible managing and scaling a global channel business focused on MSSPs, OEMs, distributors and key cybersecurity resellers driving revenue growth. This is an on-site role located in Los Angeles, CA.
This position will report to the Chief Revenue Officer. Notwithstanding there will be signification interaction and cooperation with the executive team, finance, marketing, and partner organizations who will all participate in the selection process. For focused individuals who thrive in an environment of change and who have demonstrated a highly successful track record, this position provides high visibility and an ability for financial rewards through the monetization of their stock options and an uncapped compensation plan. While we seek an independent, autonomous and creative performer, this individual must also be a team player who can successfully partner within the company as well as with existing Resecurity's partner ecosystem.
Qualifications (Knowledge, Skills and Abilities):
7 + years of enterprise cyber security software executive channel sales experience, (defining and building a world-class channel cybersecurity channel program with its initial focus on OEMs and MSSPs)
Knowledge of the cybersecurity partner ecosystem specifically MSSPs, OEMs and cyber security reseller such as Optiv, Guidepoint Gotham Network, FishTech, Trace3, Sirius, Critical Start and others.
Proven history of meeting, in not exceeding, performance expectations; quantitative and qualitative
Comfort with an enterprise and transactional sales model; specifically enabling the direct sales team to leverage the partner ecosystem to achieve higher sales yields.
Experience and credibility selling at the CxO and senior sales business manager level; building out business cases to underscore go-to-market selling opportunity for partners
Technical acumen but with the ability to translate it to business value
High intellect and the capacity to multitask
Excellent analytical skills with strong attention to detail
Excellent written and verbal communication skills
Demonstrated proficiency with Microsoft applications, Excel, PowerPoint and MS Word
High proficiency in sf.com.
Strong executive presence
Excellent qualifying and closing skills
Bachelor s Degree in Business Administration or related field
Responsibilities:
Build the framework for a world-class channel program for market leading cyber security resellers, MSSPs, and OEMs.
Submit a plan with identifying the resources necessary to hit measurable metrics of success
Develop KPIs to measure success and progress of the partner program; reporting at the BoD
Work with product marketing and management to develop partner enablement
Leverage the corporate marketing assets to build a channel field marketing program
Create channel neutral GTM compensation plan to ensure alignment with Resecurity direct sales team.
Develop and manage key executive relationships with strategic partners.
Be a key source of insight into competitive and partner landscape/strategy/news.
Work closely with product, engineering and marketing teams to translate business goals into a GTM plan with the partner ecosystem.
Build internal engagement model to help sales team understand the alliance value proposition and how to leverage their offering to help Resecurity increase ARR.
Review, draft and manage partner agreements (necessary to modify existing agreements if necessary)