Lead, Prisma Browser for Business MSP Go-to-Market

About the role

We are seeking a Lead for Prisma Browser for Business Channel Go-to-Market to spearhead our rapid expansion into the Disti, Re-seller and Managed Service Provider ecosystem. Aligned with our SMB product, this role is dedicated entirely to making Prisma Browser an indispensable, profitable security and productivity layer for partners servicing businesses with 1 to 200 employees.

Responsibilities

• Architect the MSP GTM Engine: Define the operational strategy, partner tiering, and commercial frameworks required to scale Prisma Browser for Business across the North American and global MSP landscapes.
• Direct MSP Recruitment & Sales: Act as the primary sales driver for the MSP channel, actively identifying, pitching, and securing partnerships with leading MSPs and Managed Security Service Providers (MSSPs).
• Enablement & Co-Selling: Create scalable onboarding, technical enablement, and co-marketing programs that equip MSP sales teams to effortlessly pitch Prisma Browser as a replacement for legacy web filtering and standalone browser isolation tools.
• MSP Community & Ecosystem Engagement: Represent Prisma Browser within the broader SMB channel community, driving our presence at major MSP conferences, webinars, and regional roadshows to build brand affinity and pipeline.
• Product & Packaging Feedback Loop: Serve as the voice of the MSP partner within internal cross-functional teams, advocating for critical channel requirements such as multi-tenant consoles, consumption-based billing, and seamless PSA/RMM integrations.
• Measure & Optimize Partner Success: Track partner recruitment velocity, activation rates, seat expansion, and churn, utilizing data to continuously refine our partner acquisition and retention strategies.

Qualifications

• 7+ years of experience in channel sales, GTM operations, or partner management within the SMB cybersecurity or B2B SaaS industries.
• Deep, hands-on operational and sales experience working directly with Managed Service Providers (MSPs), with a strong professional network across the SMB channel ecosystem.
• Proven ability to operate as a "player-coach"—capable of designing programmatic channel frameworks while actively executing sales calls, negotiating partner agreements, and closing deals.
• Expert understanding of MSP business models, including recurring revenue metrics, margin requirements, and operational workflows (e.g., ConnectWise, Autotask, NinjaOne, Datto).
• Strong business acumen with a history of building GTM plans grounded in market analysis, competitive intelligence (e.g., understanding channel strategies of companies like Huntress, Guard, or Malwarebytes), and customer feedback.
• Exceptional communication and presentation skills, with the ability to engage technical MSP engineers and commercial MSP business owners alike.
• Willingness to travel as needed to support partner recruitment, regional roadshows, and strategic community events.

Pay

$158,000.00 - $255,000.00/yr

Note: The offered compensation may also include restricted stock units and a bonus. Compensation offered will depend on qualifications, experience, and work location.