Director, Product Manager – Managed Security Services

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

📋 Description

• Lead the strategy for market entry, revenue enhancement, and positioning of VikingCloud's managed security services and endpoint security offerings.

• Identify target customer demographics, value propositions, pricing structures, and sales approaches.

• Develop strategies for entering new verticals and regions.

• Generate revenue through direct sales and channel partnerships.

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

• Conduct sales training and facilitate complex enterprise sales processes.

• Set revenue goals and monitor performance.

• Act as the main point of contact for strategic clients and important prospects.

• Organize customer discovery meetings, executive briefings, and quarterly business evaluations.

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

• Speak at customer events, webinars, and industry conferences.

• Encourage upsell and cross-sell opportunities for compliance services.

• Manage competitive positioning against MSS and endpoint security rivals.

• Formulate partnerships with technology vendors, resellers, and industry coalitions.

• Develop channel programs for acquirer partners and payment processors.

• Negotiate partnership contracts and joint go-to-market strategies.

• Oversee SOC relationships, service-level agreements, customer satisfaction, and resolution of operational issues.

• Define market requirements and customer expectations for the MSS and endpoint product roadmap.

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

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

• Create business cases, revenue forecasts, P&L estimates, pricing strategies, and packaging.

• Monitor bookings, ARR, CAC, LTV, gross margins, and overall financial performance.

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

• Conduct market analysis and keep track of emerging threats, customer buying patterns, competition, regulations, and compliance needs.

• Offer strategic insights to executive leadership.

⛳️ Requirements

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

• More than 10 years of progressive experience in cybersecurity.

• At least 5 years in commercial leadership positions with a focus on go-to-market strategies, sales, business development, or product marketing for security products or services.

• A proven history of revenue growth in MSS, MSSP, endpoint security, or cybersecurity SaaS sectors.

• Valuable experience selling to SMB, mid-market, and enterprise clients in financial services, payments, retail, or franchise sectors.

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

• In-depth understanding of the managed security services and endpoint security market landscape.

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

• Ability to communicate technical value to both technical and business audiences without the need for hands-on implementation experience.

• Familiarity with Bitdefender is preferred.

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

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

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

• Experience with compliance frameworks such as PCI DSS, SOC 2, ISO 27001, and NIST.

• Strong background in partnership development with vendor relationships, channel partnerships, and strategic alliances.

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

• P&L management experience or a strong understanding of financial principles.

• Familiarity with SaaS/managed services business models, unit economics, and pricing strategies.

• Experience managing relationships with outsourced service providers.

• Data-driven decision-making skills utilizing CRM systems, business intelligence tools, and metrics dashboards.

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

• Established network within the cybersecurity industry.

• Experience with NPS programs and customer success strategies.

• Ability to collaborate effectively across product, engineering, sales, marketing, and operations teams.

• Capacity to influence without direct authority.

🏝️ Benefits

• Remote work opportunity within the US, with a preference for Eastern or Central time zones.