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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in building and leading global channel strategies, particularly in the enterprise cybersecurity sector, with a focus on MSSP partnerships and commercial models. Proven ability to develop high-value partners and drive measurable outcomes through effective joint business planning and partner economics.
Highest-signal resume keywords
Channel Partnership DevelopmentMSSP Commercial ModelsEnterprise Cybersecurity ExpertiseInternational Market ExperienceJoint Business Planning
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Partner Programme DesignDeal RegistrationPartner EconomicsThreat Detection TechnologiesSOC TechnologiesRecurring Revenue ModelsAccount MappingSales Pipeline DevelopmentLicensing ModelsHigh-Value Partner Recruitment
Soft Skills
Collaborative ApproachInfluential CommunicationEntrepreneurial MindsetCommercially Driven FocusHands-On Leadership
Industry Keywords
CybersecurityMSSPDistributorsResellersSystem IntegratorsInternational MarketsPublic Sector ExperienceEnterprise Channel ExperienceSales EnablementRevenue Operations
Tech Stack
Tools & technologiesCyber Security
About the role
Key responsibilities & impact- Build and lead VMRay’s global channel strategy
- Start with distributors, resellers and system integrators, then scale MSSPs as a recurring route to market
- Design the partner programme and commercial model, including tiers, incentives, partner economics, deal registration and rules of engagement
- Recruit and develop high-value partners
- Decide where to invest, grow or step back
- Build MSSP commercial and licensing models with Product and Technical teams
- Partner with regional sales leaders on co-selling, account mapping and joint business plans
- Work with Marketing, Enablement, RevOps, Legal and Finance to make the partner engine scalable and measurable
- Build target account plans with sales managers and resellers
- Travel internationally to partners, regional teams and key markets
Requirements
What you’ll need- Proven track record of building channel and MSSP partnerships from the ground up, not only managing an established network
- Strong experience in enterprise cybersecurity, ideally threat detection, SOC technologies or adjacent security solutions
- Hands-on MSSP experience, including commercial models, licensing and recurring revenue
- Track record of turning partners into measurable partner-sourced and partner-influenced pipeline, ARR and new customers
- Strong grasp of partner economics, incentives and joint business planning
- Experience across multiple international markets and working alongside direct sales teams without creating channel conflict
- Active network across distributors, resellers, system integrators and MSSPs
- Experience in North America as well as EMEA (advantageous)
- Experience in a scale-up or fast-growing vendor (advantageous)
- Public sector and enterprise channel experience (advantageous)
- Entrepreneurial and hands-on approach
- Commercially driven focus on outcomes
- Collaborative and influential approach
- Willingness to travel internationally regularly
- Good access to a major international airport
- Remote across Europe, ideally Germany, the UK, France or the Netherlands; exceptional candidates on the US East Coast will also be considered
Benefits
Comp & perks- Flexibility in where and how you work
- Regular international travel to partners, regional teams and key markets
- Opportunity to build a global partner business from the ground up with real ownership, short decision paths and freedom to build it your way
- Diverse, international team that values different perspectives