Channel & MSP Business Development Manager

Channel & MSP Business Development Manager

Thales people architect identity management and data protection solutions at the heart of digital security. Business and governments rely on us to bring trust to the billions of digital interactions they have with people. Our technologies and services help banks exchange funds, people cross borders, energy become smarter and much more. More than 30,000 organizations already rely on us to verify the identities of people and things, grant access to digital services, analyze vast quantities of information and encrypt data to make the connected world more secure.

Thales is hiring an experienced Channel & MSP Business Development Manager to accelerate growth across the Americas. This individual will immediately contribute to the development and success of our distribution and Managed Service Provider (MSP) ecosystem within the Thales product portfolios.

The Channel & MSP Business Development Manager will develop and execute scalable partner strategies that drive incremental revenue, expand market reach, and deliver next-generation Data & App Protection solutions. Your approach will be both tactical and strategic, blending technical fluency with business acumen, and focusing on cloud and integrated product offerings that differentiate Thales in the marketplace. You will build, manage, and nurture key partner relationships — including executive-level engagement — to strengthen and optimize channel performance and foster recurring revenue growth.

We are looking for someone that has capability to ignite our dormant partners and grow our small volume partners through a BPO low cost jurisdiction environment. Spanish and English is preferred.

The development of our MSP strategy and tactics will be part of this role. This includes the launch of MSP efforts through a marketplace scenario.

Key Areas of Responsibility

• Channel Strategy & Execution

  • Develop, drive, and continuously improve a targeted channel strategy across national and regional partners

  • Create, execute, and track business plans with measurable goals, ROI-driven marketing initiatives, and scorecard reporting for reselling partners and MSPs

  • Expand partner reach, increase brand awareness, and deepen penetration in key accounts.

  • Ensure alignment between corporate objectives and partner execution, including clear metrics and KPI tracking

• MSP & MSSP Partner Development

  • Recruit, onboard, and optimize strategic MSP/MSSP partners to support recurring revenue growth and differentiated managed security service offerings

  • Manage large renewal and recurring revenue baselines

  • Build and maintain executive-level relationships to influence long-term partner investment and prioritization

• Technical & Market Insights

  • Serve as a trusted advisor on Thales cybersecurity solutions

  • Maintain working knowledge of relevant platforms (e.g., PAX-8, Crossbeam)

  • Collaborate with internal product, engineering, and security teams for effective market positioning and compliance alignment

• Business Development & Cross-Functional 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 closely with Sales, Marketing, Product, and Operations to deliver integrated go-to-market initiatives

• Partner Enablement & Communication

  • Build, implement, and execute training, enablement, and support plans in line 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

Minimum Qualifications

• Bachelor's Degree in Business Administration or Technical field or equivalent work experience

• 10+ years of experience in channel sales, partner management, or business development—preferably within cybersecurity, enterprise software or infrastructure

• Demonstrated success managing channel partner relationships and scaling MSP/MSSP ecosystems

• Knowledge of recruitment tactics and managing MSP's is needed

• Knowledge and practice of running a BPO organization

• Expertise in management of a Tier II/Distribution organization

• Deep understanding of operational requirements and managed services models in the channel ecosystem

• Must demonstrate both personal integrity and the ability to exercise good judgment

• Ability to perform job functions independently with limited supervision

• Strong business planning skills and proven ability to execute and deliver a defined plan

• Project Management Skills

• Analytical rigor, forecasting accuracy, and results orientation.

• Experience with analyzing data repositories for positive business outcomes

Applicants must be legally authorized to work in the United States for any employer at the time of hire. This position is not eligible for visa sponsorship or for assuming sponsorship of an employment visa now or in the future.

If you're excited about working with Thales, but not meeting the requirements for this position, we encourage you to join our Talent Community! You can upload your CV and our recruiters can get in touch with any new opportunities that may be of interest to you.

Why Join Us?

Thales provides an extensive benefits program for all full-time employees working 30 or more hours per week and their eligible dependents, including the following:

• Elective Health, Dental, Vision, FSA/HSA, Voluntary Life and AD&D, Whole Group Life w/LTC, Critical Illness, Hospital Indemnity, Accident Insurance, Legal Plan, Identity Theft, and Pet Insurance

• Retirement Savings Plan after 30 days of employment with a company contribution and a match, and with no vesting period

• Company paid holidays and Paid Time Off

• Company provided Life Insurance, AD&D, Disability, Employee Assistance Plan, and Well-being Program