Director of MSSP Sales, EMEA
The Director, MSSP Sales, EMEA will architect, build, and scale ExtraHop’s dedicated MSSP and MDR business across EMEA. As ExtraHop continues to dominate the Network Detection and Response (NDR) space, 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. You will own 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 (e.g., consumption-based pricing, multi-tenant licensing, pay-as-you-grow, and subscription models).
Value Proposition: Refine ExtraHop's messaging to clearly articulate how our platform reduces MSSP analyst burnout, lowers mean time to resolution (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 ExtraHop Technical Marketing and Sales Enablement to build specialized 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 regarding multi-tenancy, API integrations, and reporting capabilities.
Required Qualifications
● 10+ Years in Cybersecurity Sales: A proven track record of selling enterprise-grade security software (preferably 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.
● Complex Commercial Structuring: 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 rather than direct to customer sales motion.
● Gravitas & Influence: Exceptional communication skills with the ability to navigate complex, multi-party enterprise deal cycles.