Cyber Growth & Partnerships Director

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• Everyone is focused on serving the customer and we do that by collaborating and supporting each other
• Associates look forward to coming to work each day
• Every associate matters and makes a difference

It is truly a culture like no other — We hope you will join our team! Find out more about our company and culture here.

Summary

The Cybersecurity Growth & Partnerships Director is responsible to drive channel sales development, direct sales execution, strategic partnerships, and market expansion in healthcare IT for medical device cybersecurity. The ideal candidate will have a strong background in medical devices or cybersecurity, channel partner enablement, business development, and account growth within healthcare IT.

This role will be responsible for driving revenue through direct sales and channel partnerships, expanding market presence, and collaborating with internal teams to enhance customer engagement, sales execution, and solution adoption.

Responsibilities          

1. Sales & Business Development

• Proactively pursue and engage qualified leads who have expressed interest in cybersecurity services.
• Identify, cultivate, and close new client deals, consistently delivering on signings, revenue, and profit targets.
• Maintain and update CRM throughout the sales cycle, ensuring accurate pipeline forecasting and activity metrics (calls, emails, meetings).
• Engage directly with client IT teams and C-level executives to understand key security challenges and map appropriate cyber solutions to their business needs.
• Anticipate future client problems based on account planning, industry trends, and IT landscape shifts, developing strategic roadmaps aligned with client objectives.
• Collaborate and present complex written proposals, including responses to RFPs, RFQs, and RFIs, with cost justifications, business case analyses, and technical specifications.
• Prepare and conduct formal sales presentations for senior management and executive decision-makers.

2. Channel Sales Development & Enablement

• Technology partner channel development by managing relationships with technology resellers, VARs, MSSPs, and OEMs.
• Develop and execute channel enablement programs, including training, incentive structures, and co-marketing initiatives.
• Work with vendor technology representatives to identify and capitalize on resell opportunities.
• Cultivate and manage long-term relationships with channel partners to expand sales reach and accelerate growth.

3. Account Growth & Customer Retention

• Partner with Client Services to expand existing accounts, ensuring continued value delivery, renewals, and upsell opportunities.
• Build detailed account plans, based on customer business objectives and security roadmaps, helping clients plan long- and short-term cybersecurity strategies.
• Work closely with Operations Leadership, Client Services, and Cyber Managers to ensure the right mix of technical and services resources are deployed for successful project execution.

4. Competitive Intelligence & Market Strategy

• Communicate competitive intelligence and market activity to leadership to ensure strategic agility.
• Work with Product and Marketing teams to refine solution positioning, messaging, and sales enablement tools.
• Articulate customer success stories, challenges, and competitive insights to internal teams to enhance product-market fit.
• Stay ahead of evolving cybersecurity threats, compliance requirements, and industry trends to inform GTM strategies.

5. Thought Leadership & Industry Engagement

• Represent the company in industry events, cybersecurity forums, and healthcare IT conferences to maintain credibility and market presence.
• Act as a trusted advisor for customers, guiding them in navigating the complexities of medical device cybersecurity.
• Lead by example, demonstrating professional excellence, teamwork, and a customer-first approach.

• Leadership: Provide clear direction to ensure collective achievement of goals and objectives. Create an environment of respect, collaboration, and open communication. 

• Support development needs of the broader team by engaging with and mentoring junior associates in same groups and departments, as an indirect leader wit