Business Development Manager, MSP & MNSP

Description

Location: Austin, TX or Indianapolis, IN
Work Model: Hybrid, minimum three days per week in the office
Reports To: Vice President of Business Development
Travel: Regular North American and international travel required

Scale Computing is looking for an experienced Business Development Manager, MSP & MNSP to develop and grow strategic relationships with Managed Service Providers (MSPs), Managed Network Service Providers (MNSPs), and telecommunications operators.

This is a senior business development role focused on expanding Scale Computing's routes to market through strategic managed services partners. The successful candidate will be responsible for identifying and developing significant new partner opportunities, while also working with selected partners to build engagement, develop opportunities, and grow the business.

The successful candidate will have a strong understanding of how MSPs and telecommunications operators develop, package, sell, and deliver services to their customers.

We are looking for someone with significant experience working with MSPs, MNSPs, and telecommunications providers. Experience working directly for an MSP, MNSP, or telecom operator is an asset, but is not required.

• Identify and pursue high-value MSP, MNSP, and telecommunications partner opportunities that can significantly expand Scale Computing's market reach.
• Develop and grow strategic relationships with selected existing and prospective partners.
• Build strong relationships across partner organizations, including executive leadership, sales, product, technical, and operations teams.
• Understand each partner's business model, services portfolio, customers, and go-to-market strategy to identify opportunities for growth.
• Develop joint business and go-to-market plans that create measurable pipeline and revenue.
• Help partners incorporate and expand Scale Computing solutions within their managed services offerings.
• Build compelling business cases based on partner economics, recurring revenue opportunities, and market potential.
• Lead business development and commercial discussions with existing and prospective strategic partners.
• Work with partners from initial engagement and recruitment through enablement, market development, qualified opportunities, and long-term growth.
• Work closely with Scale Computing's Sales, Solution Architecture, Product, Marketing, Finance, Legal, and Operations teams.
• Represent Scale Computing at partner meetings, customer engagements, conferences, and industry events.

Success in this role will be measured by the ability to develop new and existing strategic relationships into active, revenue-producing partnerships, including:

• Significant new strategic partners identified, recruited, and successfully launched.
• Growth in pipeline and bookings through strategic managed services partners.
• New qualified opportunities generated through existing and newly developed partner relationships.
• Increased engagement and business development with priority partners.
• Joint business and go-to-market plans established and executed with strategic partners.
• Expansion of strategic partners across multiple Scale Computing solutions.

At Scale Computing, we empower clients of all sizes with intelligent, AI-ready edge and managed network services platforms designed to reduce complexity, enhance performance and resilience, and provide end-to-end visibility and control.

Scale Computing's culture is grounded in its VOICE principles: Vigilant, Owner, Integrity, Champion, and Empower. The company describes itself as an "all-in" organization where employees are expected to own outcomes and connect their work to meaningful business results.

Requirements

• 5+ years of relevant business development, strategic partnerships, channel sales, managed services, or telecommunications experience, with 8-10+ years strongly preferred.
• Demonstrated experience developing business with MSPs, MNSPs, and/or telecommunications operators.
• Strong understanding of how telecommunications operators work and how they develop and deliver services to business and enterprise customers.
• Proven ability to identify, develop, and build strategic partner relationships and translate them into measurable business growth.
• Strong understanding of recurring-revenue and managed-service business models.
• Experience developing joint business plans and go-to-market strategies.
• Strong commercial negotiation, presentation, and relationship-management skills.
• Ability to build relationships with senior and executive-level stakeholders.
• Ability to build and manage a measurable business development pipeline.
• Strong written and verbal communication skills.
• Ability and willingness to travel regularly throughout North America and internationally.
• Must possess and maintain a valid passport.
• Ability to work from a Scale Computing office at least three days per week.

• Experience working directly for an MSP, MNSP, or telecommunications operator.
• Experience with managed networking, SD-WAN, SASE, cybersecurity, edge computing, virtualization, or related infrastructure technologies.
• Experience bringing technology solutions into an MSP's or telecommunications operator's managed-services portfolio.
• Existing relationships within the North American MSP, MNSP, telecommunications, or managed-services ecosystem.