Senior Director, MSP Partner Development

SUMMARY

The Senior Director, MSP Partner Development is an individual contributor responsible for driving partner-led growth by recruiting, onboarding, and activating Managed Service Providers (MSPs) as partners for Arete's Incident Response (IR) and Managed Security Services (MSS) portfolio. This role is accountable for building a high-velocity MSP partner pipeline and signing 100 MSPs as partners through targeted outreach, relationship development, enablement, and coordinated go-to-market execution.

Reporting to the Senior Vice President, Commercial Strategy and Growth, this role focuses on execution rather than team management or long-range channel strategy ownership. Success in this position is measured by signed partner agreements, activated partners, partner-sourced opportunities, and revenue contribution across Arete's IR and MSS service lines.

ROLES & RESPONSIBILITIES 

• MSP Partner Recruitment and Growth
  • Own a defined target to recruit, sign, and activate 100 MSPs as Arete partners annually for Incident Response and Managed Security Services
  • Build and manage a robust pipeline of prospective MSP partners through outbound prospecting, referrals, conferences, ecosystem relationships, and targeted account outreach
  • Identify and prioritize high-value MSP prospects based on ideal partner profile criteria, geographic fit, service maturity, customer base, and opportunity potential across both incident response and managed security services
  • Conduct discovery conversations, position Arete's value proposition, and advance prospective partners from initial engagement through signed agreement and activation
  • Maintain a disciplined cadence of outreach, follow-up, and pipeline progression to ensure consistent partner acquisition results
• Partner Onboarding and Activation
  • Lead partner onboarding activities to ensure newly signed MSPs are enabled to introduce, position, and refer Arete's incident response and managed security services
  • Coordinate with internal stakeholders to deliver partner training, sales enablement materials, process documentation, and operational readiness support
  • Drive time-to-first-referral and time-to-first-opportunity metrics across newly recruited partners
  • Develop practical activation plans for each partner to increase engagement, referral readiness, and early-stage pipeline generation across IR and MSS offerings
  • Monitor partner activity and engagement levels, identifying gaps and executing follow-up plans to improve activation rates
• Revenue and Pipeline Development
  • Generate partner-sourced and partner-influenced pipeline through consistent co-selling engagement with MSP partners
  • Collaborate with sales leadership and account executives to ensure effective handoff, follow-up, and conversion of partner-generated opportunities across the IR and MSS portfolio
  • Maintain accurate pipeline visibility, forecast updates, and activity tracking in Salesforce and other internal systems
  • Track performance against key commercial metrics, including signed partners, activated partners, referral volume, opportunity creation, pipeline value, and closed revenue
  • Deliver consistent progress against monthly, quarterly, and annual growth targets for the MSP partner motion
• Relationship Management and Ecosystem Engagement
  • Build trusted working relationships with MSP owners, executives, sales leaders, and technical leaders to drive long-term partner engagement
  • Represent Arete in the MSP community through direct meetings, industry events, partner briefings, and ecosystem networking opportunities
  • Identify opportunities to expand partner engagement through co-marketing, joint campaigns, webinars, regional events, and field-level collaboration
  • Serve as the primary commercial point of contact for assigned MSP partners throughout the recruitment and activation lifecycle
  • Capture market feedback from MSP partners and communicate insights to leadership, marketing, and service delivery teams to strengthen Arete's IR and MSS partner motion
• Cross-Functional Collaboration
  • Work closely with Marketing, Legal, Finance, Sales, and Service Delivery to support partner recruitment, contracting, onboarding, and ongoing activation
  • Coordinate execution of partner agreements, enablement workflows, referral processes, and internal reporting requirements
  • Ensure a strong partner experie