The company is the leader in AI-powered data security, with over 13,600 enterprise customers, including more than 85 of the Fortune 100 and nearly 70% of the Global 500, relying on its solutions to enhance their resilience and provide Gen AI insights into their vast amounts of data. Founded through the combination of the company and Veritas' enterprise data protection business, the company secures and protects data on-premises, in the cloud, and at the edge. Headquartered in Santa Clara, CA, and backed by prominent partners like NVIDIA, IBM, HPE, Cisco, AWS, and Google Cloud, the company has been recognized globally for its innovation, product strength, and design simplicity.
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About the Role
The MSP Service Creation Manager serves as the company's subject matter expert in building and launching managed services with Managed Service Providers (MSPs) and Managed Security Service Providers (MSSPs). This role involves directly engaging with partner executives across multiple functions including product management, service delivery, sales, marketing, customer success, and operations to transform MSP/MSSP concepts into launched, sellable services. Candidates will need a proven track record of successfully building or managing services practices, combining a partner-focused approach with a commitment to driving revenue generation.
How You'll Spend Your Time Here:
Building New Services with Partners
- Partner directly with MSP/MSSP executives across product management, service delivery, sales, marketing, customer success, operations, procurement, billing, and legal to define what a new or enhanced service needs from each function prior to launch.
- Guide partners through the company's service creation framework, customizing the process to fit each partner's structure and maturity.
- Represent the company credibly to senior MSP/MSSP stakeholders by leveraging your experience in running or building successful services practices.
Sizing the Commitment
- Collaborate with partners to create business cases for new or augmented services.
- Assist partners who want to hold the company's entitlement by helping them size the annual spending commitment for each new or expanded service, ensuring it is grounded in a realistic and achievable consumption plan.
Running Service Health Checks
- Conduct service health checks on existing services, identifying opportunities for improvement, maturation, and market relevance. Create concrete action plans based on findings that partners agree to execute.
- Identify friction points in service delivery, pricing, or packaging and provide recommendations to enhance partner service design or the company's underlying offer.
Teaming with MSP Account Executives
- Partner with MSP Account Executives who manage MSP executive relationships, annual spend commitments, annual recommitments, and forecast management.
Building Managed-Ready Offers
- Develop assets aligned with the company's Partner Managed-Ready Offer Framework to support service creation and health check engagements in collaboration with Product Management, Product & Solutions Marketing, Partner Marketing, and others, ensuring messaging and content consistency.
- Utilize AI to create effective and visually appealing content, including positioning slide presentations and business case templates.
- Gather and provide MSP-specific feedback from service creation and health checks back to the company's Product Management team to inform the broader offer roadmap.
We'd Love to Talk to You If You Have Many of the Following:
- Experience as a product manager in a services organization or as a general manager transitioning into a senior individual-contributor role.
- Extensive experience working for or with MSPs and/or MSSPs across product, service delivery, sales, marketing, customer success, and operations.
- Deep understanding of commercial modeling, including pricing, margin, and consumption economics, for sizing a partner's annual spending commitments and validating business cases.
- A sales mindset that emphasizes partner relationships, with a balance between securing revenue commitments and ensuring they are realistic.
- Strong facilitation and consulting abilities, adept at conducting structured discovery and health check discussions with partner executives.
- Domain expertise in data protection, cyber resilience, storage, or security markets.
- Proven experience utilizing AI tools to enhance productivity and sales effectiveness.
- Willingness to travel as required, which could be significant.
- Professional proficiency in English for internal and customer communications.
In-Office Expectations
Employees who are within a reasonable commute (e.g., a forty-five (45) minute average travel time) are expected to work out of core offices 2-3 days a week at their discretion.
