MSSP Business Development Manager

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 business development manager (BDM) that will lead the company’s growth in the MSSP market across Europe. Early focus will be on the UKI and DACH regions of EMEA, with a focus on the UK and Germany. In this role, you will leverage your relationships to recruit new partners, based on our industry leading XDR platform Taegis and the intention of our partners to lead with 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, 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.On the BDM side, developing a substantial pipeline of prospects (both Global and Regional MSSP’s) will be key to your success; on the CAM side as well as helping MSSP’s develop their own pipeline to drive you will be expected to develop, motivate and coordinate the above activities in close collaboration with the MSSP Program and EMEA Sales Teams.The role is based in the UK and while the role is remote, the expectation is for the individual to work closely with Sales leadership in the UK and across Europe. Developing close working relationships with the Head of European Sales and supporting leadership as well as the the Head of the MSSP Program will be key – so travel into London will be key in support of that.Role ResponsibilitiesAcquire new partners and sell Secureworks solutions focusing on Secureworks’ Taegis XDR offeringTarget Global and Regional MSSP prospects (at scale, billing $1M+/annum in Taegis ACV)Highly proactive outreach approach to prospectingManage a pipeline of leads to identify and develop relationships with MSSP prospectsUtilize CRM to ensure opportunities are forecasted and well documentedWork with our Pre-Sales Team to present technical product demos to potential partnersLead MSSP partners to an understanding of the benefits of a working partnership with SecureworksDevelop significant pipeline with our existing MSSP Partners, focusing on Secureworks’ Taegis XDR offeringTarget the maximization of pipeline in multiple ways – driving our MSSP partners to understand how to best target their focus marketsWork closely with other CAM’s across the region as well as EMEA Sales Leadership and MSSP Program Leadership.Highly proactive outreach approach to prospecting with our MSSP partners bringing in supporting functions to help – sales, pre-sales, marketing and MSSP supporting functionsManage a pipeline of leads focusing on ensuring visibility of MSSP Partner pipelineCore experience in working in the channel, specifically with Managed Security Services organizations/functionsActive working relationships in the market to support the development of new relationships with SecureworksUp-to-date knowledge of the security industry, technical and competitive landscapesAchieve monthly, quarterly, and annual recruitment targetsMinimum Requirements5+ years of Sales Experience selling in a Channel BDM role with a strong working knowledge of significant MSSP partners across EMEA – with key focus on Global System IntegratorsExperience of Channel Account Management and development of pipeline with MSSP’sPassionate about learning new technologies and value sellingFamiliarity with MSSP business models and servicesSalesforce (SFDC) skills to track activities, opportunities, and pipeline progressionTravel will be required based on business needPreferred SkillsStrong and proven problem-solving skills in New Partner Acquisition with specific focus on MSSPExperience in Channel Account Management with specific focus on MSSPA Self-starter with excellent time management and organizational skillsAbility to sell complex technical solutions via value and business outcomesHighly organizedA bias for action and meeting sales targetsLocation: UK RemoteSecureworks 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.