Strategic Alliance Director

Strategic Alliance Director – Cybersecurity / Managed Security Services (MSSP)

Location: Remote – Eastern or Central United States

Our client is an innovative and growing Managed Security Service Provider (MSSP) specializing in cybersecurity solutions for enterprise organizations across industries including financial services, hospitality, manufacturing, and communications.

Our client is seeking an experienced Strategic Alliance Director (Individual contributor) to drive new business growth through channel partnerships, referral agents, and strategic alliances.

This is a highly consultative, revenue-generating sales position focused on selling complex cybersecurity and managed security services to mid-market and enterprise organizations.

The ideal candidate has a proven track record of selling recurring managed security services, developing strong channel relationships, and closing significant new business opportunities.

• Develop and maintain strong relationships with channel partners, referral agents, and strategic alliance partners to generate new business opportunities.
• Collaborate directly with partner sales representatives throughout the sales cycle, providing consultative and technical sales expertise.
• Identify target accounts, develop joint sales strategies, and execute partner-driven opportunities from initial engagement through contract execution.
• Build trusted relationships that encourage repeat business and ongoing partner referrals.

• Drive new customer acquisition through channel-generated opportunities and direct prospecting when appropriate.
• Sell managed security services, security outsourcing, risk advisory, vCISO solutions, SOC/NOC optimization, staff augmentation, and cybersecurity professional services.
• Engage CISOs, CIOs, IT executives, and other senior decision-makers to identify business challenges and recommend tailored cybersecurity solutions.
• Lead complex, consultative sales processes involving multiple stakeholders and customized service offerings.
• Negotiate and close recurring revenue agreements with mid-market and enterprise customers.

• Develop and execute territory and partner sales strategies to achieve revenue targets.
• Maintain accurate pipeline activity, opportunity tracking, and revenue forecasts within Salesforce.
• Collaborate with technical and operational teams to develop solutions aligned with customer needs.
• Represent our client at cybersecurity conferences, industry events, executive meetings, and partner networking opportunities.
• Stay informed on emerging cybersecurity trends, including AI security and non-human identity protection.

• 7+ years of enterprise-level sales experience within cybersecurity, managed security services, or related technology services.
• Proven experience selling managed security services (MSS/MSSP), managed IT services (MSP), or cybersecurity professional services.
• Demonstrated success selling through channel partners, strategic alliances, referral networks, or white-label partnerships.
• Strong background in new business development, prospecting, and closing new enterprise accounts.
• Experience selling recurring revenue services and complex, multi-year service agreements.
• Established relationships with CISOs, CIOs, IT leaders, and/or channel sales organizations.
• Strong understanding of cybersecurity services, including SOC, managed detection and response, security monitoring, incident response, and security outsourcing.
• Proven ability to consistently meet or exceed sales quotas.
• Experience managing complex sales cycles and negotiating enterprise-level agreements.
• Proficiency with Salesforce CRM.
• Self-motiva…