Sr. Director of MSSP Partnerships & Hyperscalers

ZeroFox

5d

About The Position

ZeroFox protects what's real by removing what isn't. We steadfastly safeguard organizations from fraud, abuse, misinformation, and attack by preemptively exposing, disrupting, and eliminating external threats across the public attack surface — because when people can't tell what's real, they stop trusting everything.
ZeroFox uniquely fuses Cyber Threat Intelligence, Brand and Domain Protection, Attack Surface Intelligence, Executive Protection, and Physical Security Intelligence in one platform packed with intelligence you'll actually use. Our continuous cycle — Discover, Validate, Disrupt — helps thousands of customers worldwide, including leaders in finance, media, technology, retail, healthcare, and government, reduce risk, accelerate response, and defend their world.
We're growing fast, investing deeply in AI, and building a team of people who are serious about results and never take themselves too seriously. If you're ready to take the fight to the adversary, come defend your world with us.
What ZeroFox Will Look Like to You
The MSSP and hyperscaler channel is where ZeroFox's next phase of enterprise growth gets built — and this role sits at the center of it. We've got strong product-market fit in a threat category that MSSPs are actively selling, an AWS partnership with room to accelerate, and a GCP co-sell motion that needs someone to own it. What we don't have yet is a fully operational channel engine. The person here will build one: designing the program structure, activating the right MSSP partners, and turning our hyperscaler relationships from registered agreements into real pipeline. If you've done this work before in security and want to do it somewhere the category is genuinely hard and the stakes are real, this is the role.
The Role
You'll own ZeroFox's MSSP & Hyperscaler partnership strategy — end to end. That means building and managing relationships with managed security service providers, developing co-sell programs with AWS and GCP, and supporting OEM channels where they can accelerate ZeroFox's reach into enterprise accounts.
This isn't a relationship management role. You'll define how ZeroFox goes to market through and with the channel, build the enablement infrastructure partners actually need to sell effectively, and hold yourself accountable to partner-sourced and partner-influenced revenue targets. You'll work closely with direct sales, product, and marketing — and you'll need to be as comfortable whiteboarding a co-sell motion with an AWS PDM as you are presenting a pipeline review to our executive team.
In your first 90 days, you'd audit the existing partner portfolio, identify the top five to seven MSSP relationships worth accelerating, define the co-sell activation plan for AWS and GCP, and deliver a channel GTM strategy to the leadership team.

Requirements

• 5+ years of MSSP channel experience in cybersecurity — building GTM programs, not just managing existing accounts
• Demonstrated history with AWS and GCP co-sell: ACE pipeline management, Marketplace co-sell, and PDM/ISV relationships
• Experience building sales enablement programs for partners — training, joint marketing, and operational support that actually gets used
• Track record of quota-carrying or revenue-accountable roles; you can point to partner-sourced pipeline numbers you personally drove
• Ability to build internal alignment across sales, product, and finance — partners touch everything and you'll need support from people who don't report to you
• You've spent 5+ years building MSSP channel programs in cybersecurity — not managing a mature one, but building the structure, the enablement model, and the incentive framework from a messy starting point
• You know how MSSPs actually buy and package security products — white-label models, SOC integration requirements, licensing economics — and you can speak that language without a primer
• You have real reps with AWS and GCP co-sell motions: ACE pipeline, Marketplace listings, PDM relationships, the whole ecosystem
• You've worked OEM partnerships before and know when they're worth prioritizing vs. when they're a distraction
• You measure yourself by partner-sourced and partner-influenced revenue — not by the number of agreements signed or logos on a slide
• You have an existing network of MSSP and hyperscaler contacts you can activate in the first quarter — this is not a 'build relationships from scratch in year one' role

Nice To Haves

• Existing relationships at Tier 1 MSSPs — Optiv, Herjavec, Secureworks, Trustwave, Arctic Wolf, or equivalents
• OEM partnership experience, particularly in how OEM channels layer alongside direct and MSSP motions
• Familiarity with digital risk protection, threat intelligence, or brand protection solution categories
• Experience scaling a channel program through a PE-backed or high-growth environment

Responsibilities

• Own ZeroFox's MSSP & Hyperscaler partnership strategy — end to end.
• Build and manage relationships with managed security service providers.
• Develop co-sell programs with AWS and GCP.
• Support OEM channels where they can accelerate ZeroFox's reach into enterprise accounts.
• Define how ZeroFox goes to market through and with the channel.
• Build the enablement infrastructure partners actually need to sell effectively.
• Hold yourself accountable to partner-sourced and partner-influenced revenue targets.
• Work closely with direct sales, product, and marketing.
• Audit the existing partner portfolio.
• Identify the top five to seven MSSP relationships worth accelerating.
• Define the co-sell activation plan for AWS and GCP.
• Deliver a channel GTM strategy to the leadership team.

Benefits

• Comprehensive health, dental, and vision (Cigna)
• HSA with quarterly company contributions
• 401(k) with 3% match, 100% immediately vested — no cliff
• Company-paid short/long-term disability, life and AD&D insurance
• Employee Assistance Program (EAP) — confidential counseling, legal, and financial support
• Generous time off

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed