Director of MSSP Sales, EMEA

## Le poste The Director, MSSP Sales, EMEA will architect, build, and scale ExtraHop's dedicated MSSP and MDR business across EMEA. This leader will transform how managed service providers leverage the Reveal(x) platform to deliver high-fidelity threat detection and response to their end customers, owning the entire lifecycle of the MSSP relationship: from strategic partner acquisition and commercial modeling to technical enablement and co-selling execution. ## Key Responsibilities **Strategy & Commercial Modeling** - Define the Go-To-Market (GTM): design and execute a comprehensive EMEA strategy specifically targeting top-tier MSSPs and MDR providers. - Structure MSSP Frameworks: collaborate with Finance, Product, and Operations to design scalable, competitive commercial models (consumption-based pricing, multi-tenant licensing, pay-as-you-grow, subscription models). - Value Proposition: refine ExtraHop's messaging to articulate how the platform reduces MSSP analyst burnout, lowers MTTR, and increases partner margins. **Partner Acquisition & Revenue Generation** - Pipeline Ownership: directly hunt and secure predictable, recurring revenue streams by embedding ExtraHop Reveal(x) into the core tech stacks of major MSSPs. - Co-Sell & Sell-Through: drive both "sell-to" (the MSSP's own infrastructure) and "sell-through/with" (leveraging the MSSP's sales force to pull ExtraHop into enterprise accounts) revenue streams. - Executive Relationships: build deep, trust-based relationships with C-level executives (CEOs, CISOs, CTOs) within the target MSSP ecosystem. **Cross-Functional Leadership & Enablement** - Team Building: act as a player-coach initially, with the mandate to recruit, hire, and lead a high-performing team of MSSP Account Managers and Channel Solutions Architects as the business scales. - Enablement Ecosystem: partner with Technical Marketing and Sales Enablement to build onboarding, technical training, and co-marketing (MDF) programs tailored for MSSPs. - Product Feedback Loop: act as the voice of the MSSP partner internally, providing feedback to Product Management on multi-tenancy, API integrations, and reporting capabilities. ## Required Qualifications - 10+ years in cybersecurity sales, with a proven track record selling enterprise-grade security software (NDR, EDR, SIEM, or XDR). - 5+ years of dedicated MSSP/MDR leadership: direct experience owning, scaling, and structuring deals with major MSSPs (e.g., Optiv, Secureworks, Verizon, Deloitte, Expel). - Proven "zero-to-one" success: experience building a new route-to-market, division, or partner program from scratch within an established tech company. - Deep familiarity with usage-based, multi-tenant, and utility pricing models. ## Preferred Qualifications - High technical acumen: ability to speak authoritatively with MSSP SOC Directors and CTOs about architecture, APIs, and integration ecosystems. - Strong operational discipline: ability to accurately forecast revenue based on a partner-led managed service sales motion. - Gravitas and influence: exceptional communication skills, able to navigate complex, multi-party enterprise deal cycles.