Business Development Manager (MSP)

• Reporting to Vice President, Managed Service Providers, This hybrid position combines the new partner acquisition focus of a Business Development Manager driving net new revenue with the revenue expansion and relationship management focus of a Channel Account Manager
• You will land net new MSP partners and help existing partners unlock the full value of Absolute’s cybersecurity portfolio—owning the entire partner life cycle from first contact through long term renewal and upsell
• Identify, recruit and contract high potential MSPs that align with Absolute’s growth objectives
• Achieve channel sales and revenue goals by ensuring channel programs are operating efficiently and maximizing their effectiveness
• Build executive level relationships (C suite and senior management) and negotiate partnership terms that drive annual recurring revenue (ARR)
• Deliver compelling presentations, business cases and product demonstrations in English, French and/or German as appropriate
• Own partner onboarding, coordinating with product, marketing and customer success to ensure a frictionless start
• Serve as the partner’s trusted advisor and Absolute subject matter expert; provide insightful use cases, demos and best practice guidance
• Drive renewals, cross sell and upsell motions to expand license footprint and ARR
• Deliver enablement programs (webinars, Learning Hub content) and escalate technical issues to Activation, Professional Services or Support as needed
• Monitor and analyze market trends, competitor activities, and customer needs to identify new partnership opportunities
• Engage field sellers inside partner organizations to amplify pipeline and close rates
• Maintain a data driven pipeline in Salesforce; supply weekly / monthly status, forecast and EOQ closure reports Monitor market trends and competitor activities to refine territory and partner strategies
• Continuously improve channel programs based on partner feedback and industry best practices
• Collaborate with internal teams, including product, marketing, and sales, to ensure successful implementation and execution of partnerships
• Assist the Absolute MSP team in optimizing sales closure during EOQ activities
• Uphold Absolute’s security and privacy standards in every interaction
• Protect the security and privacy of Absolute and its customers
• Other duties as assigned by management

Benefits

• Recognition: Competitive pay, exceptional benefits, and matching programs for retirement plans
• Development: Training and career development to help you grow, personally and professionally
• Comfort: Bright, modern offices with ergonomic workspaces, and areas for team collaboration and individual focus
• Inspiration: In-office art gallery, seasonally refreshed with a vibrant selection from British Columbia artists
• Refreshments: Free refreshments, from pastries to popcorn to pizza, and a huge selection of hot and cold beverages
• Health: Onsite fitness classes to burn off calories from the free snacks and keep you mentally sharp
• Connection: Monthly social events and an annual retreat to bring the team together and celebrate our wins
• Balance: Work/life balance with flexible time off and Absolute-sponsored events for the whole family

Preferred experience

• Fluency in English plus French or German is required; trilingual proficiency (English, French, and German) is strongly preferred
• Proven history of building C level relationships and presenting to diverse audiences in English plus French or German
• 8+ years combined success in business development, channel account management or partner sales within the cybersecurity and MSP ecosystem
• Ability to take on, and manage, projects based on requirements of Absolute’s developing business requirements
• Strong understanding of endpoint security, managed services business models and competitive landscape
• Analytical, entrepreneurial mindset; adept at independent and cross functional teamwork in a fast paced environment
• Proven history of being able to work independently and with cross-functional teams to achieve company and departmental objectives
• Proficiency with Salesforce (or similar CRM) and MS Office
• Demonstrated ability to identify, negotiate and close partnerships that deliver measurable ARR growth
• Ability to present to all audiences, build relationships and negotiate effectively
• Experience managing partners across Europe
• Trilingual fluency (English, French, German)
• Familiarity with PSA/RMM platforms and marketplace commerce
• Formal sales methodology certification (MEDDIC, Challenger, etc.)
• Bachelor’s degree in business, marketing or equivalent experience