Strategic Alliances Manager - MSSP

Expert Executive Recruiters (EER Global); Bengaluru; Presencial; INR 400.000 - 700.000; Tempo integral

Resumo da vaga

Expert Executive Recruiters (EER Global) is seeking a Strategic Alliances Manager - MSSP to build and scale MSSP partnerships in India. The role focuses on developing joint go-to-market opportunities, accelerating partner-driven revenue, and creating a repeatable MSSP revenue engine.

You will report to regional leadership and collaborate with sales, systems engineers, and cross-functional teams to drive MSSP growth, management of partner programs, and measure performance against targets.

Qualificações

• 15+ years in enterprise software or cybersecurity sales, alliances, or business development.
• Proven success building partner-driven pipeline and achieving targets.
• Ability to engage senior executives and influence stakeholders across partner and customer organizations.
• Strong understanding of MSSP business models and multi-vendor environments.
• Experience developing MSSP service offerings and joint go-to-market motions around software platforms.

Responsabilidades

• Identify and qualify high-potential MSSP partners and joint business opportunities across the assigned market.
• Build strategic relationships with MSSPs and GSIs, developing joint value propositions and go-to-market plans.
• Partner with Sales, SEs, and cross-functional teams to position solutions and enable partners.
• Drive partner-sourced and partner-influenced opportunities from strategy through execution.
• Build and maintain partner plans, governance, and joint revenue targets.
• Productize offerings into repeatable managed-service offerings with defined scope and onboarding.
• Own the partner business development cycle from recruitment to joint pipeline and deal execution.
• Maintain accurate partner pipeline and forecasts in Salesforce.

Conhecimentos

Strategic alliances

Partner management

Executive engagement

Sales pipeline

Negotiation

Cross-functional collaboration

Go-to-market planning

Account planning

Communication

Formação

Bachelor's degree in Business/Management or related field

Ferramentas

Salesforce

Descrição da vaga

Our client helps leading organizations secure application connectivity across hybrid and multi-cloud environments. Trusted by more than 2,300 organizations globally, our platform simplifies security policy management, improves visibility, reduces risk, and automates compliance across complex networks.

As they expand their enterprise and cloud security business, we are looking for a Strategic Alliances Manager - MSSP to build and grow strategic MSSP partnerships in India, develop joint go-to-market opportunities, accelerate partner-driven revenue and build a repeatable MSSP revenue engine.

This is an opportunity to join a profitable, growing cybersecurity company with strong market traction, a collaborative culture, and significant growth potential.

Reporting to: Regional Sales Director

Direct employment

What You’ll Do

• Identify and qualify high-potential MSSP partners and joint business opportunities across the assigned market. Invest in a service practice, technical capability, enterprise customer base, recurring managed-services motion, and executive sponsorship
• Build strategic relationships with MSSPs and relevant GSIs, developing joint value propositions and go-to-market plans
• Partner with Sales, Systems Engineers, and cross-functional teams to position our client's solutions and enable partners
• Drive partner-sourced and partner-influenced opportunities from strategy through execution
• Build trusted relationships with partner leaders and decision-makers, aligning business plans to mutual growth objectives
• Stay current on client's capabilities, including cloud security and automation, and translate them into compelling MSSP offerings
• Monitor partner performance, market trends, competitive dynamics, and pipeline; provide actionable business updates to leadership
• Drive new business and expansion revenue through MSSP partnerships, including recurring software and services opportunities
• Drive and deliver measurable MSSP business targets, including partner-sourced recurring ARR/bookings, qualified pipeline, activated MSSPs, new customer logos, and expansion revenue.
• Build joint 12-month business plans with priority MSSPs, including target accounts, use cases, seller/SE alignment, enablement milestones, campaigns, pipeline targets, and executive governance.
• Work with priority MSSPs to productize our client into repeatable managed-service offerings - defining the customer proposition, scope, operating model, commercial/consumption model, onboarding motion, and lifecycle expansion opportunities.
• Prioritize high-impact partner activities and manage time effectively
• Own the partner business development cycle, from recruitment and enablement to joint pipeline development and deal execution
• Maintain accurate partner pipeline, opportunity updates, and forecasts in Salesforce
• Collaborate across teams with accountability, agility, and a customer-first mindset
• Take ownership of partner growth and business results across the assigned region

What We’re Looking For

• Bachelor's degree in Business, Management, or related field
• 15+ years of experience in enterprise software or cybersecurity sales, alliances, or business development, with a strong record of delivering growth
• Demonstrated success building partner-driven pipeline and achieving commercial targets
• Ability to engage senior executives and influence stakeholders across partner and customer organizations
• Strong understanding of network security, hybrid cloud environments, and the MSSP business model
• Experience developing MSSP service offerings and joint go-to-market motions around software platforms
• Proven, quantified track record of creating recurring revenue through MSSPs - able to demonstrate pipeline and bookings/ARR personally influenced or sourced
• Practical understanding of MSSP economics and operating models, including service packaging, recurring/consumption pricing, margin considerations, multi-tenant operations, onboarding, SLAs, renewals, expansion, and vendor-to-MSSP-to-customer commercial motions.
• Experience taking at least one managed-security offering from concept to market and scaling it through sales enablement, technical readiness, joint account planning, first wins, and repeatable customer acquisition.
• Sufficient technical-commercial fluency to lead discovery around multi-vendor network security, firewall/security-policy operations, hybrid cloud, workflow automation, ITSM/API integration
• Hands-on experience building or managing MSSP partnerships; experience working with GSIs is an advantage
• Strong commercial skills in partner negotiation, opportunity qualification, objection handling, and deal execution
• Clear communication and presentation skills, with the ability to influence technical and business audiences
• Experience navigating complex enterprise sales cycles and high-value, multi-stakeholder opportunities
• Consultative selling skills: ability to connect customer security challenges with measurable business value
• Proactive business development mindset, with the ability to create opportunities and build pipeline through partners
• Results-oriented, self-driven, and comfortable operating in a fast-moving, collaborative environment
• Entrepreneurial mindset with strong ownership and execution skills

Nice to Have

• Experience with cybersecurity vendors or managed security service providers
• Established relationships within the Indian MSSP ecosystem
• Familiarity with cloud security, security policy automation, or application connectivity