Director – Managed Security Services, Managed Detection and Response
VikingCloud
full-time
Posted on:
Location Type: Remote
Location: Remote • 🇺🇸 United States
Visit company websiteJob Level
Lead
Tech Stack
Cyber Security
About the role
- Develop and execute comprehensive go-to-market strategies for VikingCloud's MDR and managed security services.
- Partner with sales leadership to build sales playbooks, competitive battle cards, ROI calculators, proof-of-value frameworks, and win/loss strategies.
- Serve as primary contact for strategic customers and key prospects.
- Own VikingCloud's competitive positioning in the MDR market against players like Arctic Wolf, Rapid7, Huntress, and traditional MSSPs.
- Establish and manage partnerships with technology vendors (EDR, SIEM, threat intelligence), resellers, MSSPs, and industry alliances.
- Ensure service level agreements are met and customer satisfaction remains high.
- Develop business cases, revenue projections, and P&L forecasts for MDR services.
Requirements
- Bachelor's degree in business, cybersecurity, computer science, or related field required; MBA strongly preferred.
- 10+ years of progressive experience in cybersecurity with at least 5 years in commercial leadership roles focused on go-to-market, sales, business development, or product marketing for security products or services.
- Proven track record of revenue growth in MDR, MSSP, or cybersecurity SaaS markets.
- Experience selling to SMB, mid-market, and enterprise customers in financial services, payments, or retail verticals highly valuable.
- Deep understanding of MDR market landscape including competitive dynamics, buyer personas, sales cycles, pricing models, and differentiation strategies.
- Knowledge of key players like CrowdStrike, Arctic Wolf, Rapid7, Expel, and traditional MSSPs.
- Strong technical fluency in security operations concepts including EDR, SIEM, threat detection, incident response, and threat intelligence.
- Ability to articulate technical value to both technical and business audiences without requiring hands-on implementation experience.
- Demonstrated success in sales enablement, pre-sales engineering, or product evangelism roles.
- Experience building sales playbooks, competitive positioning, and supporting complex B2B sales cycles.
- Outstanding customer-facing skills with proven ability to engage C-level executives (CISOs, CTOs, CFOs) and build trusted advisor relationships.
- Experience with compliance frameworks (PCI DSS, SOC 2, ISO 27001, NIST) and ability to articulate how security services support compliance objectives.
- Strong partnership development experience including vendor relationships, channel partnerships, and strategic alliances.
- Excellent communication and presentation skills with ability to translate complex security concepts into business value and ROI.
- Experience managing outsourced service provider relationships with focus on customer outcomes, performance management, and continuous improvement.
Benefits
- Health insurance
- Retirement plans
- Professional development
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
go-to-market strategiessales playbookscompetitive battle cardsROI calculatorsproof-of-value frameworksrevenue projectionsP&L forecastssecurity operationsEDRSIEM
Soft skills
customer-facing skillscommunication skillspresentation skillsrelationship buildingsales enablementarticulating technical valuepartnership developmentengaging C-level executivesdemonstrated successcontinuous improvement
Certifications
Bachelor's degreeMBA