Note: The job is a remote job and is open to candidates in USA. Todyl is on a mission to protect small and medium-sized businesses from cyber threats, providing unified cybersecurity solutions. The Strategic Account Executive will drive the acquisition and growth of large Managed Service Providers and Managed Security Service Providers, expanding the adoption of Todyl's platform and building strategic relationships within the ecosystem.
Responsibilities
- Identify, engage, and onboard large Managed Service Providers (MSPs) and MSSPs
- Drive new partner acquisition and expand adoption of Todyl platform modules across partner customer bases
- Win new logos and increase Todyl SKU consumption across partner portfolios
- Develop and maintain a robust pipeline of qualified MSP prospects
- Develop and execute comprehensive partner acquisition and expansion strategies aligned with business goals
- Design and lead strategic sales campaigns tailored to MSP business models, operational needs, and vertical market opportunities
- Build long-term strategic relationships with C-level executives and key stakeholders at partner organizations
- Conduct strategic business reviews and develop joint account plans to drive mutual success
- Build deep competency across all Todyl platform capabilities including SASE, SGN, EDR/NGAV, SIEM, MXDR, GRC, and Security Automation
- Translate technical capabilities into clear business value propositions for MSPs
- Enable partners to effectively position, sell, and deliver Todyl solutions to their clients
- Develop and deliver partner training, enablement materials, and solution frameworks
- Establish Todyl as a trusted partner and thought leader in the MSP/MSSP ecosystem
- Develop vertical-specific use cases, success stories, and solution frameworks that differentiate Todyl in the market
- Create and share best practices, case studies, and ROI models to support partner growth
- Represent Todyl at industry events, webinars, and partner forums
- Own the end-to-end partner sales process including discovery, needs assessment, solution alignment, proposal development, contract negotiation, and onboarding
- Manage complex, multi-stakeholder sales cycles with strategic MSP accounts
- Ensure partner satisfaction and long-term success through regular engagement, performance reviews, and expansion planning
- Drive contract renewals and identify upsell/cross-sell opportunities within existing partner base
- Partner closely with Sales Development, Marketing, Product, Customer Success, and Technical SMEs to align go-to-market strategies
- Share partner insights and market intelligence to inform product roadmap and marketing initiatives
- Deliver a seamless onboarding and enablement experience through coordinated handoffs and ongoing support
- Collaborate with technical resources to support complex RFPs, POCs, and technical evaluations
- Maintain accurate forecasting and pipeline visibility using HubSpot and other CRM tools
- Track and analyze key partner metrics including acquisition rates, SKU consumption, partner health scores, and revenue performance
- Report progress against quarterly and annual acquisition and growth targets
- Provide regular updates to leadership on partner performance, market trends, and competitive intelligence
- Collaborate with marketing to plan, execute, and participate in targeted outbound campaigns, ABM initiatives, and lead generation programs
- Co-create webinars, workshops, and educational content that drives MSSP engagement
- Participate in industry events, trade shows, and partner summits to build brand awareness and generate qualified leads
- Develop and execute joint marketing programs with strategic partners
- Consistently meet and exceed quarterly and annual partner acquisition targets
- Achieve or surpass revenue and consumption goals across Todyl SKU portfolio
- Drive measurable growth in partner-generated revenue and customer expansion
- Maintain high partner satisfaction scores and retention rates
- Visit MSP partner sites as needed for relationship development, strategic planning, joint business planning, and go-to-market initiatives
- Attend industry events and conferences to build market presence and partner relationships
Skills
- 5+ years of experience in strategic sales, channel sales, or partner development within the cybersecurity or technology industry
- Proven track record of acquiring and growing large MSP/MSSP accounts
- Demonstrated success consistently exceeding sales quotas and revenue targets
- Experience managing complex, enterprise-level sales cycles with multiple stakeholders
- Deep understanding of MSP/MSSP business models, operational challenges, and go-to-market strategies
- Strong understanding of cybersecurity technologies including SASE, EDR, SIEM, firewall, endpoint security, and security operations
- Ability to articulate technical concepts to both technical and non-technical audiences
- Experience positioning platform or multi-module security solutions
- Familiarity with channel partner programs, tier structures, and incentive models
- Exceptional relationship-building and consultative selling skills
- Strategic thinking with ability to develop and execute complex account plans
- Strong negotiation and contract management capabilities
- Excellent written and verbal communication skills
- Proficiency with CRM systems (HubSpot preferred) and sales productivity tools
- Self-motivated with strong time management and organizational skills
- Ability to work independently in a remote environment while collaborating cross-functionally
- Hunter mentality with passion for new business development
- Entrepreneurial mindset with ability to thrive in a fast-paced, growth-stage environment
- Results-driven with strong accountability and ownership
- Collaborative team player who shares knowledge and best practices
- High integrity and commitment to partner success
- Willingness to travel regularly (approximately 30-40%)
- Existing relationships with MSP/MSSP decision-makers and industry influencers
- Experience with vertical market specialization (healthcare, finance, retail, etc.)
- Background in managed services, security operations, or channel management
- Knowledge of competitive landscape in the SASE, EDR, and unified security platform space
- Previous experience working with or for an MSP/MSSP organization
- Bachelor's degree in Business, Marketing, or related field
Company Overview
Todyl operates as a networking and security platform built for MSP or MSSPs. It was founded in 2015, and is headquartered in Denver, Colorado, USA, with a workforce of 51-200 employees. Its website is https://www.todyl.com/.