Director, Product Manager – Managed Security Services

This is a fully remote position, open to applicants in United States.

📋 Description

• Lead the go-to-market strategy, revenue enhancement, and market positioning for VikingCloud's managed security services portfolio.

• Manage additional go-to-market responsibilities for the endpoint security portfolio.

• Define target customer segments, value propositions, pricing models, and sales strategies.

• Develop market-entry strategies for new verticals and geographical regions.

• Generate revenue through direct sales and channel partnerships.

• Create sales playbooks, competitive battle cards, ROI calculators, proof-of-value frameworks, and win/loss strategies.

• Conduct sales training on MSS and endpoint positioning, technical differentiation, and objection management.

• Support complex enterprise sales cycles through executive engagement, technical validation, and customer presentations.

• Act as the primary contact for strategic customers and key prospects.

• Facilitate customer discovery sessions, executive briefings, and quarterly business reviews.

• Foster relationships with CISOs, CTOs, security leaders, and executives in franchise/multi-site operations.

• Oversee competitive positioning against other MSS and endpoint security providers.

• Establish and manage partnerships with technology vendors, resellers, and industry alliances.

• Create channel programs for acquirer partners and payment processors.

• Negotiate partnership agreements and collaborative go-to-market initiatives.

• Manage the performance of SOC relationships, ensuring service-level compliance, customer satisfaction, and resolution of operational issues.

• Define market requirements and customer needs to influence the product roadmap.

• Collaborate with marketing on messaging, positioning, content development, case studies, demand generation, and analyst relations.

• Design onboarding processes, success metrics, health scores, executive sponsorship programs, and customer advocacy initiatives.

• Develop business cases, revenue projections, and profit & loss forecasts.

• Optimize pricing and packaging; monitor bookings, ARR, CAC, LTV, and gross margins.

• Represent VikingCloud at conferences, roundtables, trade shows, working groups, and standards organizations.

• Conduct market research and keep track of emerging threats, customer buying patterns, competitive dynamics, regulatory changes, and compliance requirements.

• Provide strategic insights to executive leadership on market direction and investment priorities.

⛳️ Requirements

• Bachelor's degree in business, cybersecurity, computer science, or a related field is required.

• MBA is highly preferred.

• 10+ years of progressive experience in the cybersecurity domain.

• A minimum of 5 years in commercial leadership roles focusing on go-to-market strategies, sales, business development, or product marketing for security products or services.

• Proven history of revenue growth in MSS, MSSP, endpoint security, or cybersecurity SaaS markets.

• Experience selling to SMB, mid-market, and enterprise customers within financial services, payments, retail, or franchise sectors is highly valuable.

• Direct experience with multi-location, franchise, or distributed-enterprise customers.

• Comprehensive understanding of the managed security services and endpoint security market landscape.

• Familiarity with key players such as CrowdStrike, SentinelOne, Arctic Wolf, Rapid7, and traditional MSSPs.

• Strong technical fluency in EDR/endpoint protection, managed firewall and network security, SIEM, threat detection, incident response, and threat intelligence.

• Capability to communicate technical value to both technical and business audiences.

• Experience with Bitdefender is preferred.

• Demonstrated success in sales enablement, pre-sales engineering, or product evangelism.

• Experience in developing sales playbooks, competitive positioning, and supporting complex B2B sales cycles.

• Ability to engage with C-level executives and cultivate trusted advisor relationships.

• Familiarity with compliance frameworks including PCI DSS, SOC 2, ISO 27001, and NIST.

• Strong experience in developing partnerships with vendors, channel partners, and strategic alliances.

• Experience with analyst briefings, conference presentations, and thought leadership.

• P&L management experience or strong financial literacy is necessary.

• Understanding of SaaS/managed services business models, unit economics, and pricing strategies.

• Experience managing relationships with outsourced service providers.

• Proficiency in using CRM systems, business intelligence tools, and metrics dashboards.

• Industry certifications such as CISSP, CISM, or equivalent are required.

• Established network within the cybersecurity industry.

• Experience with NPS programs and customer success strategies.

• Strong collaboration skills and the ability to influence without direct authority.

🏝️ Benefits

• Commitment to equal opportunity employment and nondiscrimination protections.

• Remote work arrangement.