Channel & MSP Business Development Manager

Thales

Channel & MSP Business Development Manager at Thales, focusing on partner strategies and revenue growth. Leading development of distribution and MSP ecosystems in cybersecurity solutions.

Posted 5/28/2026full-timeRemote • Colorado, North Carolina, South Carolina • 🇺🇸 United StatesSeniorLead💰 $117,258 - $216,927 per yearWebsite

Tech Stack

Tools & technologies

Cyber Security

About the role

Key responsibilities & impact

Develop, drive, and continuously improve a targeted channel strategy across national and regional partners
Create, execute, and track business plans with measurable goals, ROI-driven marketing initiatives, and scorecard reporting for reselling partners and MSPs
Expand partner reach, increase brand awareness, and deepen penetration in key accounts.
Ensure alignment between corporate objectives and partner execution, including clear metrics and KPI tracking
Recruit, onboard, and optimize strategic MSP/MSSP partners to support recurring revenue growth and differentiated managed security service offerings
Manage large renewal and recurring revenue baselines
Build and maintain executive-level relationships to influence long-term partner investment and prioritization
Serve as a trusted advisor on Thales cybersecurity solutions
Maintain working knowledge of relevant platforms (e.g., PAX-8, Crossbeam)
Collaborate with internal product, engineering, and security teams for effective market positioning and compliance alignment
Drive partner-sourced pipeline and revenue growth across priority verticals
Provide regular reporting to senior leadership on pipeline health, forecasting, and partner performance
Represent Thales at industry events, partner forums, and executive briefings
Work closely with Sales, Marketing, Product, and Operations to deliver integrated go-to-market initiatives
Build, implement, and execute training, enablement, and support plans in line with channel requirements and goals
Communicate Thales Channel Programs and Promotions effectively
Foster networking and relationship building within the distribution and MSP community at all levels

Requirements

What you’ll need

Bachelor's Degree in Business Administration or Technical field or equivalent work experience
10+ years of experience in channel sales, partner management, or business development—preferably within cybersecurity, enterprise software or infrastructure
Demonstrated success managing channel partner relationships and scaling MSP/MSSP ecosystems
Knowledge of recruitment tactics and managing MSP’s is needed
Knowledge and practice of running a BPO organization
Expertise in management of a Tier II/Distribution organization
Deep understanding of operational requirements and managed services models in the channel ecosystem
Must demonstrate both personal integrity and the ability to exercise good judgment
Ability to perform job functions independently with limited supervision
Strong business planning skills and proven ability to execute and deliver a defined plan
Project Management Skills
Analytical rigor, forecasting accuracy, and results orientation.
Experience with analyzing data repositories for positive business outcomes
Applicants must be legally authorized to work in the United States for any employer at the time of hire. This position is not eligible for visa sponsorship or for assuming sponsorship of an employment visa now or in the future.

Benefits

Comp & perks

Elective Health, Dental, Vision, FSA/HSA, Voluntary Life and AD&D, Whole Group Life w/LTC, Critical Illness, Hospital Indemnity, Accident Insurance, Legal Plan, Identity Theft, and Pet Insurance
Retirement Savings Plan after 30 days of employment with a company contribution and a match, and with no vesting period
Company paid holidays and Paid Time Off
Company provided Life Insurance, AD&D, Disability, Employee Assistance Plan, and Well-being Program

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

channel strategy developmentbusiness planningKPI trackingpartner managementMSP/MSSP recruitmentmanaged services modelsproject managementdata analysiscybersecurity solutionsBPO organization management

Soft Skills

relationship buildingcommunicationintegrityjudgmentindependenceresults orientationanalytical rigorcollaborationinfluenceexecution

Certifications

Bachelor's Degree in Business AdministrationBachelor's Degree in Technical field