Channel & MSP Business Development Manager

What Thales offers

This role carries a competitive annual salary range of USD 117,258 to 216,927 and is based in Bennett, Colorado with remote work options. Thales supports your career growth in the cybersecurity and managed services space through a comprehensive benefits package designed to sustain your well being and financial security.

• Elective health, dental, and vision coverage with FSA or HSA options
• Voluntary life and AD&D insurance, plus group life with long-term care, plus critical illness, hospital indemnity, and accident coverage
• Legal plan, identity theft protection, and pet insurance
• Retirement savings plan with company contribution and matching after 30 days, with no vesting period
• Company paid holidays and paid time off
• Company provided life insurance, AD&D, disability coverage, employee assistance program, and a well-being program

Role overview

The Channel and MSP Business Development Manager leads the creation and ongoing refinement of channel strategies, grows MSP/MSSP partnerships, and coordinates cross-functional go-to-market efforts to generate recurring revenue across the Americas. The position emphasizes building executive relationships, expanding market reach, and aligning partner activities with Thales objectives.

Responsibilities

• Develop, drive, and continuously improve a targeted channel strategy across national and regional partners
• Design, execute, and track business plans with measurable goals, ROI-focused marketing initiatives, and scorecard reporting for reselling partners and MSPs
• Expand partner reach, raise brand awareness, and deepen penetration in key accounts
• Align corporate objectives with 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 services
• 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 such as PAX-8 and 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 with Sales, Marketing, Product, and Operations to deliver integrated go-to-market initiatives
• Build, implement, and execute training, enablement, and support plans aligned 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 a technical field, or equivalent work experience
• 10+ years of experience in channel sales, partner management, or business development, ideally in cybersecurity, enterprise software, or infrastructure
• Proven success in managing channel partner relationships and scaling MSP/MSSP ecosystems
• Experience with MSP recruitment tactics and MSP management
• Knowledge of operating a BPO organization
• Expertise in managing a Tier II distribution organization
• Deep understanding of operational requirements and managed services models in the channel ecosystem
• Personal integrity and sound judgment
• Ability to work independently with limited supervision
• Strong business planning skills and a track record of executing defined plans
• Project management capabilities
• Analytical rigor, forecasting accuracy, and results orientation
• Experience analyzing data repositories to drive positive business outcomes

Technologies

• PAX-8
• Crossbeam

Why join Thales

Gain insight into working at Thales and how cross-functional teams collaborate to deliver integrated go-to-market initiatives that drive impact across the business.