MSSP Channel Account Manager, West

MSSP Channel Account Manager — West

Role Overview

We are seeking an MSSP Channel Account Manager (CAM) to accelerate growth with our most strategic Managed Security Service Providers across the East Coast. This role will be directly responsible for expanding revenue, deepening strategic alignment, and driving scalable service offerings through MSSP partners.

You will act as the central driver of the MSSP business — building joint GTM plans, enabling sellers and SOC teams, ensuring operational excellence, and creating repeatable motions that increase partner-led pipeline and service consumption. This is a highly cross-functional, high-visibility role suited for someone who thrives in a fast-moving environment and knows how to influence both technical and commercial leaders inside complex service provider organizations.

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Key Responsibilities

Own MSSP Partner Strategy & Execution

• Manage day-to-day engagement with key MSSP partners across the West, ensuring alignment across sales leadership, product, SOC operations, and service delivery teams.

• Develop and execute quarterly MSSP business plans including revenue targets, service packaging, marketing activities, and joint account coverage.

Pipeline Generation & Forecasting

• Build, track, and forecast MSSP-generated pipeline; partner closely with Sales Ops, Channel Sales, and Regional Sales Leaders to ensure accuracy, visibility, and acceleration of opportunities.

• Drive demand-creation initiatives across MSSPs including outbound campaigns, ABM programs, service-bundle promotions, and executive outreach.

Enablement for Scale

• Create and deliver MSSP-specific enablement for internal teams and partner sellers, SEs, SOC analysts, and service delivery managers.

• Ensure partners are deeply aligned with our GTM strategy — from positioning and pricing to service delivery models and incident handling workflows.

Operational Excellence & Reporting

• Serve as the operational engine for the MSSP program: coordinate cross-functional updates, track KPIs, maintain scorecards, and support leadership-level reporting.

• Prepare executive-level briefings for QBRs, service reviews, and board-level updates.

Field Presence & Partner Advocacy

• Represent the company at MSSP-focused events, partner summits, SOC trainings, industry meetups, and executive briefings.

• Act as the voice of the partner internally — sharing insights on MSSP needs, service requirements, competitive shifts, and market opportunities.

Cross-Functional Collaboration

• Work closely with Marketing to build MSSP-focused campaigns, co-branded content, and awareness programs.

• Collaborate with Product and Engineering teams to ensure partner feedback influences roadmaps, integrations, and service improvement opportunities.

• Partner with the Field Sales teams to drive co-selling motions into enterprise and mid-market accounts.

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Who You Are

• A high-ownership operator who can take a concept from planning to execution without requiring heavy direction.

• Exceptionally organized, detail-oriented, and structured — able to manage multiple partners and priorities simultaneously.

• Confident working across executive, sales, technical, and operational levels inside both MSSP organizations and your own.

• Highly professional, with strong communication skills, presence, and the ability to influence stakeholders at all levels.

• Self-driven, adaptable, and comfortable executing in a fast-paced, ambiguous, high-growth environment.

• Curious, coachable, and motivated by continuous improvement.

• Positive and solutions-oriented — you bring energy and momentum to partners and internal teams.

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Qualifications

• 2+ years of experience in MSSP, MSP, SP, or cybersecurity channel/alliances roles.

• Proven success building or managing high-value service provider partnerships.

• Strong analytical and operational skills — fluent with pipeline tools, reporting, forecasting, and partner performance metrics.

• Experience enabling sales and technical teams, creating repeatable service delivery motions, and developing MSSP GTM programs.

• Excellent written and verbal communication skills with strong executive presence.

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Base Salary Range: $95,000.00 - $115,000.00