Manager, Channel Development – MSP

🕒 Agosto 25

🇺🇸 Estados Unidos – Remoto (EUA)

⏰ Tempo Integral

🟡 Pleno

🟠 Sênior

👔 Gerente

👻 Score fantasma 12%

O que significa: quão provável esta vaga está aberta sem contratação ativa.Como ler: 60% ou mais significa que achamos que é uma vaga fantasma. Pontuações mais baixas preocupam menos.Como pontuamos: tempo em aberto, republicações, vagas abertas vs tamanho do time, rapidez para fechar vagas, e se o salário está divulgado.Observação: é uma estimativa de dados públicos, não um julgamento da empresa. Vagas reais podem ter pontuação alta, então use como uma dica, não como um fato.

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IRONSCALES

SiteLinkedInTodas as Vagas

51 - 200 funcionários

Fundada em 2014

🔒 Cibersegurança

🤖 Inteligência Artificial

☁️ SaaS

Cybersecurity • Artificial Intelligence • SaaS

A IRONSCALES é uma fornecedora líder de soluções de segurança de e-mail desenvolvidas para proteger organizações contra diversas ameaças cibernéticas, como phishing, Business Email Compromise (BEC) e engenharia social. Sua plataforma baseada em IA automatiza a detecção e a remediação de ameaças, reduzindo significativamente o tempo e o esforço necessários para manter a segurança dos e-mails. Com mais de 15. 000 clientes, incluindo empresas e provedores de serviços gerenciados, a IRONSCALES promove a conscientização em cibersegurança por meio de simulações e treinamentos, capacitando as equipes a reconhecer e responder a ataques por e-mail com mais eficiência.

Descrição

• Lead and scale a global team of Channel Development Managers responsible for recruiting net new MSP partners • Build, coach, and manage territory-aligned Channel Development Managers • Own collective net new logo acquisition and new business topline growth targets and KPIs • Hire, onboard, coach, and performance-manage team members • Build scalable recruiting and ramp plans across regions and territories • Establish pipeline discipline, forecast accuracy, and activity-based sales culture • Run 1:1s, pipeline reviews, call/deal coaching, and role-play sessions • Develop career paths and succession plans for high performers and performance-manage poor performers • Manage quota for net new MSP partner recruitment through direct and distribution channels • Set territory assignments, quota allocation, and top-of-funnel targets aligned with the MSP Ideal Partner Profile • Balance inbound leads and self-sourced outbound prospecting • Drive pipeline hygiene, conversion rates, and sales velocity through signed partner agreement • Identify upsell and expansion signals and ensure context transfer to Partner Success • Partner with Marketing on sales and technical collateral, campaigns, and MDF/co-marketing support • Coordinate with Partner Success Managers on disciplined handoffs of newly signed MSPs • Work with Sales Engineering on demos and technical objection handling • Collaborate with RevOps on forecasting, Salesforce/CRM hygiene, and reporting • Represent the Channel Development Manager organization in MSP Global Business Unit leadership discussions • Deliver weekly, monthly, and quarterly reporting on team performance, pipeline, conversion, and revenue • Lead or contribute to MSP Momentum meetings and skill-building cadence rituals • Escalate territory, competitive, and ramp risks with data-backed recommendations

🎯 Requisitos

• 5+ years of channel development, business development, or partner recruitment experience with a cybersecurity vendor, MSP, VAR, or DMR, including direct quota-carrying experience • 2+ years of experience directly managing a quota-carrying sales or channel development team, ideally in a fast-growing SaaS or cybersecurity environment • Proven track record of personally exceeding recruitment/revenue targets and leading a team to exceed collective targets • Experience scaling a team quickly through hiring, onboarding, and ramping while maintaining performance standards and culture • Entrepreneurial mindset, creativity, high energy, and comfort operating in ambiguity as the team and program scale • Strong coaching skills, including diagnosing rep-level gaps in discovery, objection handling, and closing • Rigorous approach to forecast accuracy, pipeline hygiene, and CRM discipline using Salesforce • Excellent executive communication skills and comfort presenting team performance and strategy to senior leadership • Proven ability to manage multiple regions/territories and priorities simultaneously with strong attention to detail • Bold, decisive approach and willingness to make difficult people, territory, or process decisions

🏖️ Benefícios

• 401(k) with match • PTO program • HSA & PPO options for health insurance • Employer-provided life insurance • Wellness benefits • Competitive salaries • Ability to travel flexibly, ranging from 25–50% depending on time of year and events scheduled (including team ride-alongs and regional events)