General Manager, Managed Services Provider Business Development

Cambridge, Cambridgeshire
Darktrace Ltd

General Manager, Managed Services Provider Business Development

Darktrace is seeking a Managed Services Provider lead to join our Partner team. You will report to the VP, Global Strategic Partnerships with a phenomenal opportunity to help develop and deliver on Darktrace’s MSP strategy to support our customers on their security journey. This will be the first role of its kind with an opportunity to supercharge the company’s growth. Darktrace’s relationship with our Managed Services Providers is critical to our long-term growth and you will help us design, build, and implement a successful co-MSP strategy which will include enablement and scalable programs. You will collaborate very closely with cross-functional teams to maximize our relationships with to grow revenue streams through our Partner Ecosystem as force-multipliers.

Responsibilities:

• Serve as the sales point of contact for our MSP partnerships including executive engagements and account team management.
• Develop and execute strategy, objectives and initiatives to achieve growth and revenue metrics.
• Develop/ leverage relationships with Resellers and VARs, positioning MDR/EDR/SOC/ Co-Manage services as additional services to be sold to end user clients.
• Leverage existing relationships with ISV/OEM vendor partners to gain access to clients needing additional PS or MSS to maximize the investments in the vendor solutions.
• Create & negotiate MSP contracts for partners to own and manage Darktrace licenses.
• Create and effectively manage pipeline and reporting on MSP opportunities.
• Lead in the management of GTM activities with our MSP partners.
• Help develop MSP on-boarding program, dual compensation program to remove sales conflict, support programs to help increase service-attach.
• Develop a comprehensive MSP enablement framework including joint scoping, business planning, service co-creation & GTM workshops.
• Expand and elevate relationships with our MSP partners; Forge new relationships at the sales leader and business unit level promoting Darktrace.
• Identify and execute against new programs and growth initiatives that benefit both Darktrace and MSP Partners and collaborate on the development of new use cases and integrations.
• Assist in business justification and plan for product and certification roadmap.

Requirements:

• 8 + years of Managed Services Provider (MSP/MSSP) business development and/or sales experience.
• Cybersecurity or Networking/SaaS/Cloud industry experience strongly preferred.
• Ideal candidate will have built or had significant influence in the growth of an MSP/MSSP program at Vendor or Partner.
• Successful experience working in roles that require quota attainment and key performance metrics.
• Clear communication skills and experience articulating complex concepts to cross-functional teams and key stakeholders.
• Strong executive presence, ability to command a room while presenting or discussing strategic ideas.
• Ability to build crisp presentations that communicate Darktrace/MSP value to internal/external stakeholders.
• Ability to build relationships easily with others and can do so over remote forms of communication.
• An executor who gets things done in an efficient manner and with high-quality, often in creative ways.
• Motivated self-starter with the ability to work in a fast-paced dynamic environment and learn quickly.
• Comfortable with 30-40% travel.

Benefits:

• 100% medical, dental and vision insurance, plus dependents.
• Paid parental leave.
• Pet insurance.
• Life insurance.
• Commuter benefits.
• Employee Assistance Program.