Responsibilities

• Define SMB GTM Strategy: Establish the overarching go-to-market vision and revenue roadmap for Prisma Browser for Business, targeting organizations with 1 to 200 employees across direct and partner-led motions.
• Champion the MSP Channel: Build and accelerate our channel partner ecosystem as the primary growth engine, designing programs, incentives, and commercial structures that make it frictionless and profitable for MSPs to package and sell Prisma Browser to their client bases.
• Hands-On Partner & Customer Recruitment: Lead from the front by actively engaging in field sales execution—pitching, negotiating with, and onboarding MSPs, regional channel partners, and foundational SMB end-customers.
• Orchestrate High-Impact Sales Plays: Develop compelling sales plays, enablement materials, and competitive messaging tailored to the SMB cybersecurity landscape, taking inspiration from successful channel motions seen in other SMB focussed cybersecurity companies.
• Drive GTM Operations & Analytics: Establish macro- and micro-level metrics to monitor funnel conversion, channel velocity, customer acquisition cost (CAC), and partner lifetime value, using data-driven insights to course-correct and optimize campaign performance.
• Cross-Functional Alignment: Collaborate closely with Product Management, Product Marketing, and Executive Leadership to feed channel and customer requirements back into the product roadmap, ensuring features like multi-tenant management, billing integrations, and simple deployment remain competitive.

Requirements

• 10+ years of experience in Go-to-Market Strategy, Sales Leadership, or Channel Operations within B2B SaaS, cybersecurity, or enterprise IT technology.
• 5+ years of direct experience selling to and building channel motions for small and medium-sized businesses (1-200 employees), with deep, proven expertise in the Managed Service Provider (MSP) ecosystem.
• Demonstrated track record of both framing high-level GTM strategy and executing tactically in the field to recruit partners and close commercial deals.
• Strong understanding of SMB cybersecurity dynamics, including familiarity with MSP tooling (RMM, PSA) and channel partner profitability models.
• Exceptional problem-solving skills with a data-first approach to analyzing market trends, competitive landscapes, and channel performance.
• Strong executive presence with the ability to influence cross-functional stakeholders and translate technical browser security capabilities into compelling business outcomes for SMB owners and MSP principals.
• Willingness to travel to attend key channel industry events (e.g., IT Glue, Kaseya, ConnectWise gatherings), lead partner business reviews, and support direct customer engagements.