合作伙伴客户经理- MSP
Partner Account Manager- MSP
Description
Location: 远程（美国）- 东海岸优先
关于 Frame Security：
Frame 正致力于在人工智能时代构建人类安全的未来。凭借大量资金、经验丰富的网络安全团队以及打造正确产品的决心，我们正处在起步阶段。
我们的 AI 引擎开发安全意识培训和攻击模拟，使每位员工都能做出更明智的安全决策，消除人为风险。Frame 被全球领先组织所信赖，在防止由 AI 驱动的人为攻击方面，覆盖邮件、语音、视频等场景。我们认为，安全始于人类，他们是最重要的防线。
职位概要：这是一个全生命周期的收入角色。你将从第一次沟通开始，负责你的 MSP 合作伙伴，直至签订合作、启动、扩展和续约。你将与 MSP 高层合作，将 Frame 嵌入他们的安全产品中，推动他们在客户群体中的采用率，并为合作伙伴和 Frame 创造持续的收入。
主要职责：
合作伙伴获取
- 识别、挖掘、招募并完成高潜力的 MSP 合作伙伴
- 建立并管理战略 MSP 机会的管道
- 主导发现、演示、商业谈判和合同签订
- 实现合作伙伴获取和收入目标
合作伙伴启动与增长
- 从签约协议开始，负责合作伙伴的启动、扩展和续约
- 协助 MSP 将 Frame 嵌入其安全产品中，进行包装和销售
- 推动首批客户部署，并加速合作伙伴客户群的采用率
- 制定联合增长计划，发掘新的收入机会
战略合作伙伴管理
- 在高管、销售、技术和服务交付团队之间建立关系
- 了解每个合作伙伴的商业模式、客户群、增长策略和重点
- 跟踪合作伙伴的管道、使用情况、表现和增长是否达到目标
- 主动解决采用、扩展和留存方面的障碍
构建与扩展
- 将 MSP 的声音带入 Frame 的产品、定价、包装和赋能中
- 在我们扩展全球 MSP 业务时，帮助制定可重复的过程和指南
- 与销售、产品、市场、客户成功和工程团队协作
- 帮助制定指南，而不仅仅是遵循现有指南
成功指标：
- 年度经常性收入（ARR）
- 配额达成率
- MSP 合作伙伴激活率
- 合作伙伴赋能
查看英文原文
Description
Location: Remote (U.S) - East coast preferred
About frame Security:
Frame is on a mission to build the future of Human Security in the AI era. With significant funding, a seasoned cybersecurity team building the right product, and a huge market opportunity, we are just getting started.
Our AI engine develops security awareness training and attack simulations that empower every employee to make smarter security decisions and eliminate human risk. Frame is trusted by leading global organizations on their journey to prevent AI-driven, human-centric attacks across email, voice, video, and beyond. We believe that security starts with humans as the strongest line of defense.
Job Summary: This is a full-lifecycle revenue role. You'll own your MSP partners from first conversation through signed partnership, launch, expansion, and renewal. You'll work with MSP leaders to build Frame into their security offerings, grow adoption across their customer base, and create meaningful recurring revenue for both the partner and Frame.
Key Responsibilities:
Partner Acquisition
- Identify, prospect, recruit, and close high-potential MSP partners
- Build and manage a pipeline of strategic MSP opportunities
- Lead discovery, demos, commercial negotiations, and contracting
- Deliver against partner acquisition and revenue targets
Partner Launch & Growth
- Own partners from signed agreement through launch, expansion, and renewal
- Help MSPs position, package, and sell Frame within their security offerings
- Drive first customer deployments and accelerate adoption across the partner's customer base
- Build joint growth plans and identify new revenue opportunities
Strategic Partner Management
- Build relationships across executive, sales, technical, and service delivery teams
- Understand each partner's business model, customer base, growth strategy, and priorities
- Track partner pipeline, consumption, performance, and growth against targets
- Proactively address barriers to adoption, expansion, and retention
Build & Scale
- Bring the voice of the MSP into Frame across product, pricing, packaging, and enablement
- Help develop repeatable processes and playbooks as we scale our global MSP business
- Collaborate across Sales, Product, Marketing, Customer Success, and Engineering
- Help build the playbook, not just follow one
Success Metrics:
- Annual Recurring Revenue (ARR)
- % of Quota Attainment
- MSP Partner Activation
- Partner enablement
- Partner Retention
- Expansion - Net new customer logos
Requirements
Required Skills & Experience:
- 5+ years of experience in channel, partner, MSP, or cybersecurity sales
- Proven experience carrying a revenue target and closing partner-led business
- Strong understanding of the MSP business model and recurring managed services
- Experience developing and growing strategic partner relationships
- Ability to navigate complex organizations and build executive-level relationships
- Strong commercial instincts with experience negotiating pricing and agreements
- Comfortable operating independently in a fast-moving, high-growth environment
- Builder mentality with a bias toward action and ownership
- Cybersecurity or security awareness experience is a plus, but deep knowledge of how MSPs operate, sell, and grow is what matters most.
Benefits:
- Medical, dental and vision insurance.
- Monthly connectivity reimbursement.
- Unlimited paid time off.
- 401(K) Retirement Savings Plan.
Why frame:
- High Impact: Build and own processes from start to finish that directly impact our product and customers, affecting millions of people.
- Early-Stage Advantage: Join at the ground floor of a category-defining company. The decisions you make today will shape how the world thinks about Human Security tomorrow.
- Built to Win: Frame is backed by world-class investors, operating in a market undergoing a fundamental shift, and has the right team and product.
- Competitive Salary and Meaningful Equity: Our success is your success. Everyone has a meaningful stake in the company.
Originally posted on Himalayas