MSP Channel Development Manager

If you are passionate about driving innovation, enabling partner success, and building industry-leading programs, we want to hear from you. Apply today to be part of the IRONSCALES team and lead the charge in revolutionizing the MSP landscape. 

 IRONSCALES is a leading provider of self-learning, AI-driven email security solutions that continuously detect and remediate advanced threats for global organizations of any size. Our solution is fast to deploy, easy to operate, and provides unparalleled protection against email threats. Our MSP division is a critical component of our growth strategy, enabling managed service providers worldwide to protect their clients and drive their own success. 

 Who We Are: 

We are IRONSCALES. We care about people. We care about cybersecurity. We care about our customers and partners. Our team acts with intentionality, and our actions are always in the best interest of our teams, our customers, and our company. Our culture is focused on innovation, continuous improvement, and the drive to push boundaries and take everything to the next level. We are a rapidly growing team and welcome all who love a fast-paced, rewarding challenge to join us today! 

Role Overview:  

The MSP Channel Development Manager (CDM) will be responsible for recruiting net new MSPs (via direct and distribution) into the IRONSCALES’ global MSP program within the territory assigned. The ideal candidate will have prior channel development experience working for either cybersecurity vendors, or channel partners. We’re looking for energetic self-starters with a consultative approach, and those not afraid to prospect and develop their own top of funnel leads via partner applications. Candidates must be results-driven, have excellent presentation (both in-person and virtual) skills, and possess a winning can-do attitude. This is a senior and field-based hunting role- significant travel will be required to exceed quarterly MSP recruitment targets.  

 Core Responsibilities:   

• Hunt, nurture, close, and transfer net new MSP partners in your specified territory to the MSP partner success manager (PSM). 
• Establish a healthy balance between marketing inbound leads and meetings set, with your own outbound prospecting. IRONSCALES ideal partner profile (MSP IPP) parameters will guide this prospecting and help shape your top of funnel targets.  
• Work to identify upsell and expansion opportunities for your aligning PSM, setting appropriate context for the subsequent MSP onboarding journey.  
• Establish a trusted/strategic advisor relationship with each prospective MSP and drive accelerated upsell and expansion product adoption   
•  Respond and resolve inbound prospect MSP inquiries regarding product capabilities, changes, and enhancements  
• Advocate prospect MSP needs/issues cross-departmentally  
• Facilitate thorough handoff of net new MSPs sign ups to your aligning IRONSCALES Partner Success Manager (PSM) 
• Spur your aligning IRONSCALES marketing team, to enable recruited MSPs with sales and technical collateral, training, and mktg. support 
• Lead IRONSCALES MSP product demos and sales presentations with or without your aligning Sales Engineer present to handle objections. Your SE should be partnered with you strategically.  

What We Need from You:  

• 3 or more years’ experience (SaaS preferred) with a cybersecurity vendor, MSP partner, VAR, or DMR, in a channel development or business development role  
• Proven track record of exceeding revenue or partner recruitment targets  
• Entrepreneurial mindset, creative, high-energy personality  
• Excellent presentation skills – both in person and virtual  
• Comfortable with objection handling, rejection, and obsessed with winning  
• Forecast accuracy, pipeline hygiene, and pipeline mgmt.  
• Cross team active communication and extreme ownership of your business  
• Proven ability to manage multiple projects and streams at the same time with attention to detail  
• Excellent listening and negotiation skills. Bold, not afraid to close, and make the deal happen.  
• Ability to flexibly travel – will range from 25-50% depending on the time of year and events scheduled 

 We believe in our people; therefore, we provide a robust compensation & benefits package. This includes competitive salaries, 401(k) with Match, PTO program, HSA & PPO Options for Health Insurance, Employer-provided Life Insurance, Wellness benefits, and more! 

 Our people, programs, and organization share our “SAFER” core values: 

• Supportive. Our team members are our toughest critics and loudest supporters. We respect and rely on one another to find solutions. We welcome hard conversations and challenge one another to push for the best possible outcomes. We win or lose together. 
• Ambitious. We take pride in our work and never settle for anything but the best. We work hard and celebrate our successes as a team. 
• Focused. We ensure that each of our actions is in the best interest of our people, our customers, and our company. 
• Excellent. We set a high personal bar, believe nothing is impossible, and commit ourselves fully to the goal. Our curiosity and learning never stop. 
• Resourceful. We work with a sense of urgency. If we see a gap, we take ownership, jump in, and celebrate our collective results together. We deliver our best work on time, every time. 

IRONSCALES is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.