MSP Channel Development Manager

IRONSCALES; United States; On-site; USD 110,000 - 140,000; Full time

Benefits offered by this job

401(k) with Match

PTO program

HSA & PPO Health Insurance

Job summary

IRONSCALES seeks a senior MSP Channel Development Manager to recruit net new MSP partners globally. The role emphasizes hunting, prospecting, and strategic advisory relationships to drive partnerships and product adoption.

Travel will be significant to meet quarterly recruitment targets and collaborate with the marketing and sales teams. The ideal candidate has 3+ years in channel or business development within cybersecurity or related MSP ecosystems, with a proven revenue or partner recruitment

Qualifications

• 3+ years in channel development or business development in SaaS.
• Experience with cybersecurity vendors, MSP partners, VARs, or DMRs.
• Proven track record of revenue or partner recruitment targets.
• Excellent presentation skills, in person and virtual.
• Comfortable with objection handling and closing deals.
• Strong forecasting, pipeline hygiene, and cross‑team communication.
• Ability to travel 25–50% depending on schedule.

Responsibilities

• Hunt, nurture, close, and transfer net new MSP partners into the program.
• Balance inbound leads with outbound prospecting in territory.
• Identify upsell opportunities with the Partner Success Manager.
• Build trusted advisor relationships and drive product adoption.
• Respond to MSP inquiries about product capabilities and changes.
• Coordinate handoffs to Partner Success Manager.
• Coordinate with marketing for collateral, training, and support.
• Lead MSP product demos and sales presentations with SE support.

Skills

Channel development

Business development

SaaS sales

Presentation skills

Travel readiness

Job description

Who We Are

We are IRONSCALES. We care about people. We care about cybersecurity. We care about our customers and partners. Our team acts with intentionality, and our actions are always in the best interest of our teams, our customers, and our company. Our culture is focused on innovation, continuous improvement, and the drive to push boundaries and take everything to the next level. We are a rapidly growing team and welcome all who love a fast‑paced, rewarding challenge to join us today!

Role Overview

The MSP Channel Development Manager (CDM) will be responsible for recruiting net new MSPs (via direct and distribution) into the IRONSCALES’ global MSP program within the territory assigned. The ideal candidate will have prior channel development experience working for either cybersecurity vendors, or channel partners. We’re looking for energetic self‑starters with a consultative approach, and those not afraid to prospect and develop their own top‑of‑funnel leads via partner applications. Candidates must be results‑driven, have excellent presentation (both in‑person and virtual) skills, and possess a winning can‑do attitude. This is a senior and field‑based hunting role – significant travel will be required to exceed quarterly MSP recruitment targets.

Core Responsibilities

• Hunt, nurture, close, and transfer net new MSP partners in your specified territory to the MSP partner success manager (PSM).
• Establish a healthy balance between marketing inbound leads and meetings set, with your own outbound prospecting. IRONSCALES ideal partner profile (MSP IPP) parameters will guide this prospecting and help shape your top‑of‑funnel targets.
• Work to identify upsell and expansion opportunities for your aligning PSM, setting appropriate context for the subsequent MSP onboarding journey.
• Establish a trusted/strategic advisor relationship with each prospective MSP and drive accelerated upsell and expansion product adoption.
• Respond and resolve inbound prospect MSP inquiries regarding product capabilities, changes, and enhancements.
• Advocate prospect MSP needs/issues cross‑departmentally.
• Facilitate thorough handoff of net new MSPs sign‑ups to your aligning IRONSCALES Partner Success Manager (PSM).
• Spur your aligning IRONSCALES marketing team, to enable recruited MSPs with sales and technical collateral, training, and marketing support.
• Lead IRONSCALES MSP product demos and sales presentations with or without your aligning Sales Engineer present to handle objections. Your SE should be partnered with you strategically.

What We Need from You

• 3 or more years’ experience (SaaS preferred) with a cybersecurity vendor, MSP partner, VAR, or DMR, in a channel development or business development role.
• Proven track record of exceeding revenue or partner recruitment targets.
• Entrepreneurial mindset, creative, high‑energy personality.
• Excellent presentation skills – both in person and virtual.
• Comfortable with objection handling, rejection, and obsessed with winning.
• Forecast accuracy, pipeline hygiene, and pipeline management.
• Cross‑team active communication and extreme ownership of your business.
• Proven ability to manage multiple projects and streams at the same time with attention to detail.
• Excellent listening and negotiation skills. Bold, not afraid to close, and make the deal happen.
• Ability to flexibly travel – will range from 25‑50% depending on the time of year and events scheduled.

We believe in our people; therefore, we provide a robust compensation & benefits package. This includes competitive salaries, 401(k) with Match, PTO program, HSA & PPO Options for Health Insurance, Employer‑provided Life Insurance, Wellness benefits, and more!

IRONSCALES is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.