Senior Manager, Cyber Products Resell

PwC•Vancouver, BC

2d•Hybrid

About The Position

At PwC, our people in cybersecurity focus on protecting organisations from cyber threats through advanced technologies and strategies. They work to identify vulnerabilities, develop secure systems, and provide proactive solutions to safeguard sensitive data. As a cybersecurity generalist at PwC, you will focus on providing comprehensive security solutions and experience across various domains, maintaining the protection of client systems and data. You will apply a broad understanding of cybersecurity principles and practices to address diverse security challenges effectively. As a Senior Manager, Cyber Products Resell, unlock your potential and embrace the chance to drive meaningful outcomes that’ll elevate your career.

Requirements

8–12+ years of experience in cybersecurity sales, channel management, or product resell, with at least 3–5 years in a people-management or senior individual-contributor leadership role.
Proven track record of meeting/exceeding multi-million-dollar resell revenue and margin quotas ($20M+ book of business preferred).
Demonstrated success managing relationships with top-tier cybersecurity vendors and distributors (e.g., Ingram Micro, TD SYNNEX, Arrow).
Experience selling into enterprise, mid-market, and/or public-sector accounts.
This role requires Enhanced Security Clearance. As part of our hiring process, Security Clearance is mandatory for all personnel assigned to these roles. Prior to applying, please review the Government of Canada website to ensure you meet eligibility requirements. Obtaining this clearance will be an employment condition should you receive an offer from PwC.

Nice To Haves

Experience working at a VAR, GSI, MSSP, or cybersecurity-focused solution provider (preferred).
Established relationships with major cyber OEM channel/field leadership (preferred).

Responsibilities

Develop and execute the strategic roadmap for the cybersecurity products resell business, aligned with overall company revenue and margin goals.
Identify emerging cyber product categories (e.g., SASE, XDR, Zero Trust, CNAPP, Identity, OT/IoT Security) and build corresponding resell offerings.
Define target markets, customer segments, and competitive positioning for resold cyber solutions.
Create multi-year business plans with measurable KPIs for bookings, revenue, gross margin, and vendor mix.
Build and maintain executive-level relationships with key cybersecurity OEMs and ISVs (e.g., Palo Alto Networks, CrowdStrike, Microsoft, Fortinet, Zscaler, Splunk, SentinelOne, Okta).
Negotiate partner agreements, pricing tiers, rebates, MDF (Market Development Funds), and SPIFs to maximize economics.
Achieve and maintain top-tier partner status (Platinum, Elite, MSSP, etc.) with strategic vendors.
Manage deal registration, special pricing requests, and joint go-to-market (GTM) initiatives with vendor field teams.
Lead, coach, and develop a team of resell account managers, specialists, and overlay sellers.
Own the cyber resell P&L, including quota setting, pipeline management, forecasting, and deal reviews.
Partner with direct sales, solution architects, and pre-sales engineers to structure complex multi-vendor cybersecurity deals.
Serve as a trusted advisor to CISOs, CIOs, and security architects, translating business risks into product-based solutions.
Lead executive briefings, QBRs, and solution workshops with strategic customers.
Collaborate with services and delivery teams to attach professional services, managed services, and implementation offerings to product resell.