Strategic Account Executive

About Us

At Todyl, we are on a mission to protect small and medium-sized businesses from ever-changing cyber threats. The Todyl platform fully integrates threat, risk, and compliance management to provide exceptional and affordable unified cybersecurity solutions to MSPs (Managed Service Providers) and their end customers. At the end of the day, we're here to keep our partners and customers safe and help them manage the risks and comply with regulations. Protecting others requires a team that works together with trust and cares deeply about carrying out our mission.

About the Role

Todyl is seeking a high-performing Strategic Account Executive to drive the acquisition and growth of large Managed Service Providers (MSPs) and Managed Security Service Providers (MSSPs). In this role, you'll be responsible for expanding adoption of the Todyl platform across MSP customer bases, positioning Todyl as the security platform of choice for channel partners delivering differentiated cybersecurity services.

This is a strategic sales role that blends partner acquisition, account development, technical enablement, and thought leadership. You'll work cross-functionally to align go-to-market strategies, execute high-impact sales campaigns, and build lasting relationships with key decision-makers in the MSP ecosystem.

Responsibilities

• Partner Acquisition & Growth

  • Identify, engage, and onboard large Managed Service Providers (MSPs) and MSSPs

  • Drive new partner acquisition and expand adoption of Todyl platform modules across partner customer bases

  • Win new logos and increase Todyl SKU consumption across partner portfolios

  • Develop and maintain a robust pipeline of qualified MSP prospects

  Strategic Account Development

  • Develop and execute comprehensive partner acquisition and expansion strategies aligned with business goals

  • Design and lead strategic sales campaigns tailored to MSP business models, operational needs, and vertical market opportunities

  • Build long-term strategic relationships with C-level executives and key stakeholders at partner organizations

  • Conduct strategic business reviews and develop joint account plans to drive mutual success

  Platform Expertise & Enablement

  • Build deep competency across all Todyl platform capabilities including SASE, SGN, EDR/NGAV, SIEM, MXDR, GRC, and Security Automation

  • Translate technical capabilities into clear business value propositions for MSPs

  • Enable partners to effectively position, sell, and deliver Todyl solutions to their clients

  • Develop and deliver partner training, enablement materials, and solution frameworks

  Thought Leadership & Vertical Strategy

  • Establish Todyl as a trusted partner and thought leader in the MSP/MSSP ecosystem

  • Develop vertical-specific use cases, success stories, and solution frameworks that differentiate Todyl in the market

  • Create and share best practices, case studies, and ROI models to support partner growth

  • Represent Todyl at industry events, webinars, and partner forums

  Sales Execution & Contract Management

  • Own the end-to-end partner sales process including discovery, needs assessment, solution alignment, proposal development, contract negotiation, and onboarding

  • Manage complex, multi-stakeholder sales cycles with strategic MSP accounts

  • Ensure partner satisfaction and long-term success through regular engagement, performance reviews, and expansion planning

  • Drive contract renewals and identify upsell/cross-sell opportunities within existing partner base

  Cross-Functional Collaboration

  • Partner closely with Sales Development, Marketing, Product, Customer Success, and Technical SMEs to align go-to-market strategies

  • Share partner insights and market intelligence to inform product roadmap and marketing initiatives

  • Deliver a seamless onboarding and enablement experience through coordinated handoffs and ongoing support

  • Collaborate with technical resources to support complex RFPs, POCs, and technical evaluations

  Forecasting & Reporting

  • Maintain accurate forecasting and pipeline visibility using HubSpot and other CRM tools

  • Track and analyze key partner metrics including acquisition rates, SKU consumption, partner health scores, and revenue performance

  • Report progress against quarterly and annual acquisition and growth targets

  • Provide regular updates to leadership on partner performance, market trends, and competitive intelligence

  Marketing & Event Activation

  • Collaborate with marketing to plan, execute, and participate in targeted outbound campaigns, ABM initiatives, and lead generation programs

  • Co-create webinars, workshops, and educational content that drives MSSP engagement

  • Participate in industry events, trade shows, and partner summits to build brand awareness and generate qualified leads

  • Develop and execute joint marketing programs with strategic partners

  Performance & Results

  • Consistently meet and exceed quarterly and annual partner acquisition targets

  • Achieve or surpass revenue and consumption goals across Todyl SKU portfolio

  • Drive measurable growth in partner-generated revenue and customer expansion

  • Maintain high partner satisfaction scores and retention rates

  Travel & Relationship Building

  • Visit MSP partner sites as needed for relationship development, strategic planning, joint business planning, and go-to-market initiatives

  • Attend industry events and conferences to build market presence and partner relationships

  Required Qualifications

  Experience

  • 5+ years of experience in strategic sales, channel sales, or partner development within the cybersecurity or technology industry

  • Proven track record of acquiring and growing large MSP/MSSP accounts

  • Demonstrated success consistently exceeding sales quotas and revenue targets

  • Experience managing complex, enterprise-level sales cycles with multiple stakeholders

  • Deep understanding of MSP/MSSP business models, operational challenges, and go-to-market strategies

  Technical Knowledge

  • Strong understanding of cybersecurity technologies including SASE, EDR, SIEM, firewall, endpoint security, and security operations

  • Ability to articulate technical concepts to both technical and non-technical audiences

  • Experience positioning platform or multi-module security solutions

  • Familiarity with channel partner programs, tier structures, and incentive models

  Skills & Competencies

  • Exceptional relationship-building and consultative selling skills

  • Strategic thinking with ability to develop and execute complex account plans

  • Strong negotiation and contract management capabilities

  • Excellent written and verbal communication skills

  • Proficiency with CRM systems (HubSpot preferred) and sales productivity tools

  • Self-motivated with strong time management and organizational skills

  • Ability to work independently in a remote environment while collaborating cross-functionally

  Personal Attributes

  • Hunter mentality with passion for new business development

  • Entrepreneurial mindset with ability to thrive in a fast-paced, growth-stage environment

  • Results-driven with strong accountability and ownership

  • Collaborative team player who shares knowledge and best practices

  • High integrity and commitment to partner success

  • Willingness to travel regularly (approximately 30-40%)

Preferred Qualifications

• Existing relationships with MSP/MSSP decision-makers and industry influencers

• Experience with vertical market specialization (healthcare, finance, retail, etc.)

• Background in managed services, security operations, or channel management

• Knowledge of competitive landscape in the SASE, EDR, and unified security platform space

• Previous experience working with or for an MSP/MSSP organization

• Bachelor's degree in Business, Marketing, or related field

What We Offer

• Health & Wellbeing

  • Medical, dental, and vision coverage for you and your family

  • HSA/FSA options

  • Life insurance and short- and long-term disability coverage

• Financial & Future

  • Competitive 401(k) to invest in your future

  • Short- and long-term disability coverage for when life gets unpredictable

• Flexibility & Time Off

  • Hybrid work schedule

  • Flexible PTO + 13 company holidays

  • Generous parental leave

Todyl provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, gender, sexual orientation, transgender status, gender identity or expression, national origin, age, disability, marital status, genetic information, military status or any other status protected by applicable federal, state or local laws.