Strategic Alliances Manager – MSSP

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

📋 Description

• Identify and assess high-potential MSSP partners and collaborative business opportunities within the designated market.

• Develop strategic alliances with MSSPs and relevant GSIs, creating joint value propositions and go-to-market strategies.

• Collaborate with Sales, Systems Engineers, and cross-functional teams to effectively position AlgoSec solutions and empower partners.

• Drive partner-sourced and partner-influenced initiatives from conceptualization through to execution.

• Establish trusted relationships with partner leaders and decision-makers, aligning business plans to shared growth objectives.

• Convert AlgoSec's cloud security and automation capabilities into attractive MSSP offerings.

• Track partner performance, market trends, competitive landscapes, and pipeline; deliver actionable business insights to leadership.

• Generate new business and expansion revenue through MSSP partnerships, including recurring software and service opportunities.

• Achieve measurable MSSP business objectives, such as partner-sourced recurring ARR/bookings, qualified pipeline, activated MSSPs, new customer logos, and expansion revenue.

• Create joint 12-month business plans with prioritized MSSP partners.

• Transform AlgoSec into repeatable managed-service offerings, defining customer propositions, scope, operational models, commercial/consumption frameworks, onboarding processes, and lifecycle expansion opportunities.

• Prioritize impactful partner initiatives and manage time efficiently.

• Oversee the partner business development cycle from recruitment and enablement to joint pipeline development and deal execution.

• Maintain precise partner pipeline, opportunity updates, and forecasts in Salesforce.

• Collaborate with teams exhibiting accountability, agility, and a customer-first approach.

• Take ownership of partner growth and business outcomes within the assigned region.

⛳️ Requirements

• Bachelor’s degree in Business, Management, or a related field.

• 10+ years of experience in enterprise software or cybersecurity sales, alliances, or business development.

• Proven success in developing partner-driven pipelines and meeting commercial objectives.

• Ability to engage senior executives and influence stakeholders across partner and customer organizations.

• Strong knowledge of network security, hybrid cloud environments, and the MSSP business model.

• Experience in creating MSSP service offerings and collaborative go-to-market efforts around software platforms.

• Demonstrated, quantifiable success in generating recurring revenue through MSSPs.

• Practical understanding of MSSP economics and operational models, including service packaging, recurring/consumption pricing, margin considerations, multi-tenant operations, onboarding, SLAs, renewals, expansion, and vendor-to-MSSP-to-customer commercial transactions.

• Experience in bringing at least one managed-security offering from concept to market and scaling it through sales enablement, technical readiness, joint account planning, initial wins, and repeatable customer acquisition.

• Technical-commercial fluency regarding multi-vendor network security, firewall/security-policy operations, hybrid cloud, workflow automation, and ITSM/API integration.

• Hands-on experience in building or managing MSSP partnerships; familiarity with GSIs is a plus.

• Strong commercial acumen in partner negotiation, opportunity qualification, objection handling, and deal execution.

• Excellent communication and presentation skills.

• Experience navigating complex enterprise sales cycles and high-value, multi-stakeholder opportunities.

• Consultative selling skills.

• Proactive approach to business development.

• Results-driven, self-motivated, and comfortable working in a dynamic, collaborative environment.

• Entrepreneurial mindset with a strong sense of ownership and execution capabilities.

• Experience with cybersecurity vendors or managed security service providers is a bonus.

• Established connections within the Indian MSSP ecosystem are advantageous.

• Familiarity with cloud security, security policy automation, or application connectivity is beneficial.

🏝️ Benefits

• Home office.

• Direct employment.

• Equal Opportunity Employer dedicated to fostering a friendly, diverse, and inclusive company culture.