Business Development Manager, MSP

Absolute Software; Germany (OH); Hybrid; USD 100,000 - 130,000; Full time

Job summary

Absolute Software is seeking a Business Development Manager/Channel Account Manager to drive net new revenue through partner acquisition and relationship management. In this hybrid role, you will engage with managed service providers, ensuring they realize the full value of our cybersecurity offerings.

The ideal candidate will have 8+ years of experience, fluency in English and preferably French or German, and a proven track record in building C-level relationships. This role also requires up to 30% travel across North America and Europe.

Qualifications

• 8+ years of experience in business development or partner sales within cybersecurity.
• Ability to build C-level relationships and present to diverse audiences.
• Strong understanding of endpoint security and managed services.

Responsibilities

• Identify and contract high potential MSPs.
• Achieve sales and revenue goals by maximizing channel effectiveness.
• Build relationships and negotiate partnership terms.

Skills

Business development

Channel account management

Negotiation

Salesforce proficiency

Fluency in English

Fluency in French

Fluency in German

Education

Bachelor’s degree in business or marketing

Tools

Salesforce

MS Office

Job description

Reporting to Vice President, Managed Service Providers, This hybrid position combines the new partner acquisition focus of a Business Development Manager driving net new revenue with the revenue expansion and relationship management focus of a Channel Account Manager. You will land net new MSP partners and help existing partners unlock the full value of Absolute’s cybersecurity portfolio—owning the entire partner life cycle from first contact through long term renewal and upsell. Fluency in English plus French or German is required; trilingual proficiency (English, French, and German) is strongly preferred.

What You’ll Do

• Identify, recruit and contract high potential MSPs that align with Absolute’s growth objectives
• Achieve channel sales and revenue goals by ensuring channel programs are operating efficiently and maximizing their effectiveness
• Build executive level relationships (C suite and senior management) and negotiate partnership terms that drive annual recurring revenue (ARR)
• Deliver compelling presentations, business cases and product demonstrations in English, French and/or German as appropriate
• Own partner onboarding, coordinating with product, marketing and customer success to ensure a frictionless start
• Serve as the partner’s trusted advisor and Absolute subject matter expert; provide insightful use cases, demos and best practice guidance
• Drive renewals, cross sell and upsell motions to expand license footprint and ARR
• Deliver enablement programs (webinars, Learning Hub content) and elevate technical issues to Activation, Professional Services or Support as needed
• Monitor and analyze market trends, competitor activities, and customer needs to identify new partnership opportunities
• Engage field sellers inside partner organizations to amplify pipeline and close rates.
• Maintain a data driven pipeline in Salesforce; supply weekly / monthly status, forecast and EOQ closure reports Monitor market trends and competitor activities to refine territory and partner strategies.
• Continuously improve channel programs based on partner feedback and industry best practices
• Collaborate with internal teams, including product, marketing, and sales, to ensure successful implementation and execution of partnerships
• Assist the Absolute MSP team in optimizing sales closure during EOQ activities
• Uphold Absolute’s security and privacy standards in every interaction
• Protect the security and privacy of Absolute and its customers
• Other duties as assigned by management

What You’ll Bring

• 8+ years combined success in business development, channel account management or partner sales within the cybersecurity and MSP ecosystem
• Demonstrated ability to identify, negotiate and close partnerships that deliver measurable ARR growth
• Strong understanding of endpoint security, managed services business models and competitive landscape
• Analytical, entrepreneurial mindset; adept at independent and cross functional teamwork in a fast paced environment
• Proven history of building C level relationships and presenting to diverse audiences in English plus French or German
• Ability to present to all audiences, build relationships and negotiate effectively
• Proven history of being able to work independently and with cross-functional teams to achieve company and departmental objectives
• Proficiency with Salesforce (or similar CRM) and MS Office
• Ability to take on, and manage, projects based on requirements of Absolute’s developing business requirements

Nice-to-have skills

• Bachelor’s degree in business, marketing or equivalent experience
• Experience managing partners across Europe
• Trilingual fluency (English, French, German)
• Familiarity with PSA/RMM platforms and marketplace commerce
• Formal sales methodology certification (MEDDIC, Challenger, etc.)

Travel & Work Environment

• Remote first role with up to 30 % travel for partner meetings, events and internal kick offs in North America and Europe
• Flexibility to accommodate limited after hours calls with international partners