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11 days ago
Requirements and responsibilities
ZeroFox protects what's real by removing what isn't. We steadfastly safeguard organizations from fraud, abuse, misinformation, and attack by preemptively exposing, disrupting, and eliminating external threats across the public attack surface — because when people can't tell what's real, they stop trusting everything.ZeroFox uniquely fuses Cyber Threat Intelligence, Brand and Domain Protection, Attack Surface Intelligence, Executive Protection, and Physical Security Intelligence in one platform packed with intelligence you'll actually use. Our continuous cycle — Discover, Validate, Disrupt — helps thousands of customers worldwide, including leaders in finance, media, technology, retail, healthcare, and government, reduce risk, accelerate response, and defend their world.We're growing fast, investing deeply in AI, and building a team of people who are serious about results and never take themselves too seriously. If you're ready to take the fight to the adversary, come defend your world with us.What ZeroFox Will Look Like to YouThe MSSP and hyperscaler channel is where ZeroFox's next phase of enterprise growth gets built — and this role sits at the center of it. We've got strong product-market fit in a threat category that MSSPs are actively selling, an AWS partnership with room to accelerate, and a GCP co-sell motion that needs someone to own it. What we don't have yet is a fully operational channel engine. The person here will build one: designing the program structure, activating the right MSSP partners, and turning our hyperscaler relationships from registered agreements into real pipeline. If you've done this work before in security and want to do it somewhere the category is genuinely hard and the stakes are real, this is the role.The RoleYou'll own ZeroFox's MSSP & Hyperscaler partnership strategy — end to end. That means building and managing relationships with managed security service providers, developing co-sell programs with AWS and GCP, and supporting OEM channels where they can accelerate ZeroFox's reach into enterprise accounts.This isn't a relationship management role. You'll define how ZeroFox goes to market through and with the channel, build the enablement infrastructure partners actually need to sell effectively, and hold yourself accountable to partner-sourced and partner-influenced revenue targets. You'll work closely with direct sales, product, and marketing — and you'll need to be as comfortable whiteboarding a co-sell motion with an AWS PDM as you are presenting a pipeline review to our executive team.In your first 90 days, you'd audit the existing partner portfolio, identify the top five to seven MSSP relationships worth accelerating, define the co-sell activation plan for AWS and GCP, and deliver a channel GTM strategy to the leadership team.RequirementsYou'll thrive here if...You've spent 5+ years building MSSP channel programs in cybersecurity — not managing a mature one, but building the structure, the enablement model, and the incentive framework from a messy starting pointYou know how MSSPs actually buy and package security products — white-label models, SOC integration requirements, licensing economics — and you can speak that language without a primerYou have real reps with AWS and GCP co-sell motions: ACE pipeline, Marketplace listings, PDM relationships, the whole ecosystemYou've worked OEM partnerships before and know when they're worth prioritizing vs. when they're a distractionYou measure yourself by partner-sourced and partner-influenced revenue — not by the number of agreements signed or logos on a slideYou have an existing network of MSSP and hyperscaler contacts you can activate in the first quarter — this is not a 'build relationships from scratch in year one' roleThis probably isn't for you if...You need a fully staffed channel team and a defined playbook on day one — the program infrastructure here is still being built and you'll be building part of itYour channel experience is primarily in reseller or VAR programs — MSSPs operate differently and hyperscaler co-sell is its own disciplineYou prefer to stay in your lane — this role requires constant alignment with direct sales, product, and marketing, and you'll need their cooperation to executeYou haven't been personally accountable to a revenue number before — quota ownership here is real, not aspirationalThe ToolkitYou'll need to bring:5+ years of MSSP channel experience in cybersecurity — building GTM programs, not just managing existing accountsDemonstrated history with AWS and GCP co-sell: ACE pipeline management, Marketplace co-sell, and PDM/ISV relationshipsExperience building sales enablement programs for partners — training, joint marketing, and operational support that actually gets usedTrack record of quota-carrying or revenue-accountable roles; you can point to partner-sourced pipeline numbers you personally droveAbility to build internal alignment across sales, product, and finance — partners touch everything and you'll need support from people who don't report to youWould love, but we won't hold it against you:Existing relationships at Tier 1 MSSPs — Optiv, Herjavec, Secureworks, Trustwave, Arctic Wolf, or equivalentsOEM partnership experience, particularly in how OEM channels layer alongside direct and MSSP motionsFamiliarity with digital risk protection, threat intelligence, or brand protection solution categoriesExperience scaling a channel program through a PE-backed or high-growth environmentBenefitsComprehensive health, dental, and vision (Cigna)HSA with quarterly company contributions401(k) with 3% match, 100% immediately vested — no cliffCompany-paid short/long-term disability, life and AD&D insuranceEmployee Assistance Program (EAP) — confidential counseling, legal, and financial supportGenerous time offEqual OpportunityWe aim to build a team that represents a variety of backgrounds, perspectives, and skills. We embrace inclusion and ensure equal employment opportunity without discrimination or harassment based on race, color, religion, sex (including pregnancy, childbirth, or related medical
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