MSSP Partner Account Manager
Location: US Remote
About Secureworks
Secureworks (NASDAQ: SCWX) is a global cybersecurity leader that secures human progress with Secureworks® Taegis™, a SaaS-based, open XDR platform built on 20+ years of real-world threat intelligence and research, improving customers’ ability to detect advanced threats, streamline and collaborate on investigations, and automate the right actions.
We enjoy competitive compensation and benefits packages, and reward and recognize our employees for exceptional results. A constant focus on continued learning and growth keeps our team members engaged and excited about “what’s next.” We offer flexible work options when available, and emphasize the importance of work-life balance. We know that when our people are rewarded, recognized, and rejuvenated, we win as a team.
Role Overview:
We are looking for a Partner Account Manager (PAM) that will lead the company’s growth in the MSSP market across North America. In this role, you will leverage your relationships to recruit new partners into the program, based on our industry-leading XDR platform, Taegis, and the intention of our partners to lead with their services powered by our software platform.
Once onboarded, this role will leverage various key Secureworks team members to help enable the partner to build their service offerings around our platform, train their engineers and sales teams and create a go-to-market plan that will drive demand of the partners’ service offerings with Taegis software.
Developing a substantial pipeline of MSSP prospects will be key to your success. You will also be tasked with helping MSSPs formulate plans to develop their own opportunities and pipeline. Other responsibilities include developing, motivating and coordinating the above activities in close collaboration with the MSSP Program and North America Sales Teams.
While this role is remote, the expectation is for you to work closely with Sales leadership across North America. Developing close working relationships with the Head of North America Sales and supporting leadership as well as the Head of the MSSP Program will be key – some travel should be expected.
Role Responsibilities
- Acquire new partners and co-sell Secureworks solutions with our MSSP partners, focusing on Secureworks’ Taegis XDR offering
- Target Global and Regional MSSP prospects (at scale, billing $1M+/annum in Taegis ACV)
- Utilize CRM to ensure opportunities are forecasted and well-documented
- Work with our Pre-Sales Team to present technical product demos to potential partners
- Lead MSSP partners to an understanding of the benefits of a working partnership with Secureworks
- Develop meaningful pipeline with our existing portfolio of MSSP Partners, focusing on Secureworks’ Taegis XDR offering
- Maximize pipeline in various ways – driving our MSSP partners to understand how to best target their focus markets
- Work closely with other PAMs across the region as well as Sales leadership, Sales reps and the MSSP Program Team
- Highly proactive approach to prospecting with our MSSP partners
- Core experience in working in the channel, specifically with Managed Security Services organizations/functions
- Active working relationships in the market to support the development of new relationships with Secureworks
- Up-to-date knowledge of the security industry, technical and competitive landscapes
- Achieve monthly, quarterly, and annual recruitment targets
Minimum Requirements
- 5+ years of Sales experience selling in a Channel role with a strong working knowledge of significant MSSP partners across North America
- Experience of Channel Account Management and development of pipeline with MSSPs
- Passionate about learning new technologies and value selling
- Familiarity with MSSP business models and services
- Salesforce (SFDC) skills to track activities, opportunities, and pipeline progression
- Travel will be required based on business need
Preferred Skills
- Strong and proven problem-solving skills in New Partner Acquisition with specific focus on MSSP
- Experience in Channel Account Management with specific focus on MSSP
- A Self-starter with excellent time management and organizational skills
- Ability to sell complex technical solutions via value and business outcomes
- Highly organized
- A bias for action and meeting sales targets
Secureworks is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at Secureworks are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV status,
sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. Secureworks will not tolerate discrimination or harassment based on any of these characteristics.
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