Channel & MSP Business Development Manager

Thales is a global leader in digital security, and they are seeking a Channel & MSP Business Development Manager to drive growth across the Americas. The role involves developing and executing partner strategies, managing MSP ecosystems, and delivering innovative cybersecurity solutions while collaborating with executive leaders to expand market reach.

Responsibilities:

• 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:

• 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
• Spanish and English is preferred