Director of Managed Security Service Provider (MSSP)-Western US Based

Stellar Cyber is a fast-growing Cybersecurity company focused on delivering holistic cyberattack protection to organizations while significantly reducing total costs of ownership with its innovative Open XDR (eXtended Detection and Response) platform based on advanced ML and security technologies. Stellar Cyber has been recognized by Gartner as one of the leading XDR players.

To accelerate our growth, we are seeking a talented Director of Managed Security Service Provider with startup passion, a can-do attitude, and a desire to make an impact, while building a future for themselves and Stellar Cyber. If you are excited to be part of a very fast-growing team with lots of opportunities, Stellar Cyber is a great place to grow your career.

As the Director of Sales for our Service provider and Managed Security Service Provider (MSSP) division, you will be responsible for leading and managing our sales efforts to drive strategic revenue growth and expand our service provider partners. You will play a critical role in developing and executing sales strategies, building and nurturing client relationships, and driving the overall success of our MSSP business unit. This position requires a strong understanding of cybersecurity solutions and services (managed and professional), thought leadership and proven channel/service provider engagement, flexibility to recognize and communicate at multiple levels within service providers organizations (Executive Level and Technical Level), ability to orchestrate and engage internal resources to support business development and a proven track record of success (revenue contribution) in the service providerMSSP route to market.

Key Responsibilities:

Sales Strategy and Planning:

• Develop and execute strategic sales plans to achieve revenue targets and drive business growth.
• Identify market opportunities and trends and adjust sales strategies accordingly.
• Collaborate with regional leadership and team to set sales goals, objectives, and KPIs in order to achieve organizational success.

Client Relationship Management:

• Build and maintain strong relationships with key partners, understanding their cybersecurity needs and provide differentiated SOC service platform.
• Act as a trusted advisor to partners, offering expert guidance on cybersecurity best practices and industry trends.
• Engage in regular business reviews with partners and client teams to ensure satisfaction and identify opportunities to create value and platform differentiation.

Team Leadership and Management:

• Mentor and train a high-performing sales team, providing guidance and support to help achieve our mutual business goals.
• Set clear performance expectations and provide ongoing feedback and coaching to drive individual and team success.
• Foster a culture of collaboration, accountability, and continuous improvement within the sales organization.

Sales Operations and Performance Management:

• Oversee all aspects of the sales process, from lead generation and qualification to negotiation and closing.
• Monitor sales performance metrics and pipeline activity, identifying areas for improvement and implementing corrective actions as needed.
• Utilize CRM tools and systems to track sales activities, forecast revenue, and generate reports for management (Specifically SFDC Hygiene)

Collaboration and Alignment:

• Work closely with cross-functional teams, including marketing, product management, and customer success, to ensure alignment and support for sales initiatives.
• Provide feedback to product development teams based on customer insights and market feedback to drive product enhancements and innovation.
• Represent the company at industry events, conferences, and trade shows to promote our Service Provider and MSSP solution and build brand awareness.

Requirements

Qualifications:

• Bachelor's degree in Business Administration, Marketing, Computer Science, or a related field; MBA or advanced degree preferred.
• Minimum of 10-15 years of experience in technology sales.
• Proven track record of achieving sales targets and driving revenue growth in the cybersecurity or IT services industry.
• Experience within the Service Provider route to market specifically MSP/MSSP/Service Provider and GSI channels.
• Strong understanding of cybersecurity solutions and services, including managed security services, automation, machine learning, threat detection, incident response, and compliance.
• Significant experience specific to business and financial levels of discussion in order to create platform value and differentiation.
• Excellent communication, negotiation, and presentation skills, with the ability to interact effectively with clients, senior executives, and cross-functional teams.
• Demonstrated leadership abilities, including the ability to inspire and motivate a sales team, foster collaboration, and drive results.
• Strategic thinker (thought leader) with the ability to analyze market trends, identify business opportunities, and develop actionable sales plans.
• XDR experience highly preferred.
• Must reside in the Western Region of the United States
• Proficiency in CRM software (e.g., Salesforce and Microsoft Office Suite).
• Partner Facing (travel required) to include remote engagement as necessary

Benefits

We pride ourselves in recognizing our employees. Here are some examples of our benefits program:

• Pre-IPO Stock Options
• Medical, Dental & Vision care
• 401(k)
• Employee Assistance Program
• Employee Discount Program
• Life Insurance
• Paid time off
• Referral Program
• Rewards and Recognition Program