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: Initially, this will be a hybrid role – primarily as the BDM for MSSP Acquisition for EMEA with focus on the acquisition of new MSSP partners in Europe into the Secureworks MSSP Program.
This is an early-entry role into the Program across Europe and therefore the nature of the role is hybrid one split between New Logo Acquisition for MSSP (primary focus – 75%) as well as the development of pipeline with existing and net new MSSP’s (secondary focus – 25%).
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 Responsibilities
- Acquire new partners and sell Secureworks solutions focusing on Secureworks’ Taegis XDR offering
- Target Global and Regional MSSP prospects (at scale, billing $650K+/annum in Taegis ACV)
- Highly proactive outreach approach to prospecting
- Manage a pipeline of leads to identify and develop relationships with MSSP prospects
- Utilize CRM to ensure opportunities are forecasted and well documented
- Work with our Pre-Sales Team to present technical product demos to potential partners
- Lead MSSP partners to an understanding of the benefits of a working partnership with Secureworks
- Develop significant pipeline with our existing MSSP Partners, focusing on Secureworks’ Taegis XDR offering
- Target the maximization of pipeline in multiple ways – driving our MSSP partners to understand how to best target their focus markets
- Work 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 functions
- Manage a pipeline of leads focusing on ensuring visibility of MSSP Partner pipeline
- Core experience in working in the channel, specifically with Managed Security Services organizations/functions
- Active working relationships in the market to support the development of new relationships with Secureworks
- Up-to-date knowledge of the security industry, technical and competitive landscapes
- Achieve monthly, quarterly, and annual recruitment targets
Minimum Requirements
- 5+ 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 Integrators
- Experience of Channel Account Management and development of pipeline with MSSP’s
- Working experience of Managed Security Service Providers (MSSPs) – especially at a Global Level (Global Systems Integrators, MSSP’s)
- Passionate about learning new technologies and value selling
- Familiarity with MSSP business models and services
- Salesforce (SFDC) skills to track activities, opportunities, and pipeline progression
- Travel will be required based on business need
Preferred Skills
- Strong and proven problem-solving skills in New Partner Acquisition with specific focus on MSSP
- Experience in Channel Account Management with specific focus on MSSP
- A Self-starter with excellent time management and organizational skills
- Ability to sell complex technical solutions via value and business outcomes
- Highly organized
- A bias for action and meeting sales targets
Location: UK Remote
Secureworks 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.
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