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VikingCloud · 1 week ago

Director – Managed Security Services & Managed Detection and Response

United States

Full-time

Remote

Director/Executive

10+ years exp

VikingCloud is the leading Predict-to-Prevent cybersecurity and compliance company, offering businesses a single, integrated solution to make informed, predictive, and cost-effective risk mitigation decisions. As the Director of MSS and MDR, you will lead the go-to-market strategy, revenue growth, and market positioning for the security operations portfolio, driving commercial success through strategic partnerships and customer engagement.

Cloud ComputingCloud SecurityNetwork SecuritySoftware

H1B Sponsor Likely

Responsibilities

Go-To-Market Strategy & Execution: Develop and execute comprehensive go-to-market strategies for VikingCloud's MDR and managed security services. Define target customer segments, value propositions, pricing models, and sales motions. Create market entry strategies for new verticals and geographies. Drive revenue growth through both direct sales and channel partnerships

Sales Enablement & Revenue Growth: Partner with sales leadership to build sales playbooks, competitive battle cards, ROI calculators, proof-of-value frameworks, and win/loss strategies. Conduct sales training on MDR positioning, technical differentiation, and objection handling. Support complex enterprise sales cycles through executive engagement, technical validation, and customer presentations. Establish revenue targets and track performance against goals

Customer Engagement & Acquisition: Serve as primary contact for strategic customers and key prospects. Conduct customer discovery sessions, executive briefings, and quarterly business reviews. Build trusted advisor relationships with CISOs, CTOs, and security leaders. Present at customer events, webinars, and industry conferences. Drive customer success and expansion revenue through upsell and cross-sell opportunities with compliance services

Market Positioning & Competitive Strategy: Own VikingCloud's competitive positioning in the MDR market against players like Arctic Wolf, Rapid7, Huntress, and traditional MSSPs. Articulate clear differentiation based on compliance integration, merchant security expertise, and hybrid platform + SOC model. Monitor competitive landscape and adjust positioning as market evolves. Develop messaging and content that resonates with target buyers

Strategic Partnerships & Channel Development: Establish and manage partnerships with technology vendors (EDR, SIEM, threat intelligence), resellers, MSSPs, and industry alliances. Build channel programs for acquirer partners and payment processors to white-label or resell VikingCloud's MDR services. Negotiate partnership agreements and joint go-to-market initiatives. Drive partner-sourced revenue growth

SOC Relationship & Performance: Ensure service level agreements are met and customer satisfaction remains high. Conduct regular performance reviews and drive continuous improvement. Escalate and resolve operational issues affecting customers. Position SOC partnership as strategic advantage in market conversations

Product Strategy & Roadmap Influence: Define market requirements and customer needs that inform the MDR product roadmap. Gather competitive intelligence and customer feedback to guide product priorities. Represent market perspective in product planning discussions. Ensure VikingCloud's MDR capabilities remain competitive and aligned with market demands. Balance customer requests with strategic product direction

Marketing Collaboration & Demand Generation: Partner with marketing to develop messaging, positioning, content, case studies, and demand generation campaigns. Create compelling value propositions for different buyer personas. Support analyst relations with Gartner, Forrester, and industry research firms. Contribute thought leadership through conference speaking, blogs, and media engagement. Drive inbound and outbound lead generation

Customer Success & Retention: Design customer onboarding processes, success metrics, and engagement models for MDR services. Define health scores and early warning indicators for at-risk customers. Establish executive sponsorship programs for enterprise accounts. Drive high NPS scores and customer retention rates. Create customer advocacy programs and reference-able customers

Financial Management & Business Planning: Develop business cases, revenue projections, and P&L forecasts for MDR services. Optimize pricing strategies and packaging to maximize revenue and margins. Track key business metrics including bookings, ARR, customer acquisition cost (CAC), lifetime value (LTV), and gross margins. Report financial performance and business results to leadership

Industry Engagement & Thought Leadership: Represent VikingCloud at industry conferences, roundtables, and trade shows. Build relationships with industry analysts, media, and influencers. Participate in industry working groups and standards bodies. Establish VikingCloud as a thought leader in merchant security, payment security, and integrated compliance/security solutions. Create visibility and brand awareness in target markets

Market Intelligence & Strategy: Conduct market research on MDR trends, emerging threats, customer buying behaviors, and competitive dynamics. Monitor regulatory changes and compliance requirements affecting security services. Identify new market opportunities and adjacent services to expand VikingCloud's portfolio. Provide strategic recommendations to executive leadership on market direction and investment priorities

Qualification

CybersecurityMDRSales EnablementStrategic PartnershipsCompliance FrameworksTechnical FluencyP&L ManagementCustomer EngagementEntrepreneurial MindsetData-Driven Decision MakingThought LeadershipCommunication SkillsCollaboration Skills

Required

Bachelor's degree in business, cybersecurity, computer science, or related field required; MBA strongly preferred

10+ years of progressive experience in cybersecurity with at least 5 years in commercial leadership roles focused on go-to-market, sales, business development, or product marketing for security products or services

Proven track record of revenue growth in MDR, MSSP, or cybersecurity SaaS markets. Experience selling to SMB, mid-market, and enterprise customers in financial services, payments, or retail verticals highly valuable

Deep understanding of MDR market landscape including competitive dynamics, buyer personas, sales cycles, pricing models, and differentiation strategies. Knowledge of key players like CrowdStrike, Arctic Wolf, Rapid7, Expel, and traditional MSSPs

Strong technical fluency in security operations concepts including EDR, SIEM, threat detection, incident response, and threat intelligence. Ability to articulate technical value to both technical and business audiences without requiring hands-on implementation experience

Demonstrated success in sales enablement, pre-sales engineering, or product evangelism roles. Experience building sales playbooks, competitive positioning, and supporting complex B2B sales cycles

Outstanding customer-facing skills with proven ability to engage C-level executives (CISOs, CTOs, CFOs) and build trusted advisor relationships. Comfort presenting to large audiences and small boardrooms alike

Experience with compliance frameworks (PCI DSS, SOC 2, ISO 27001, NIST) and ability to articulate how security services support compliance objectives. Understanding of merchant security and payment ecosystem is highly valuable

Strong partnership development experience including vendor relationships, channel partnerships, and strategic alliances. Track record of negotiating win-win partnerships that drive revenue growth

Excellent communication and presentation skills with ability to translate complex security concepts into business value and ROI. Experience with analyst briefings, conference speaking, and thought leadership

Strategic thinking and business acumen with P&L management experience or strong financial literacy. Understanding of SaaS/managed services business models, unit economics, and pricing strategies

Experience managing outsourced service provider relationships with focus on customer outcomes, performance management, and continuous improvement

Entrepreneurial mindset with comfort in ambiguous, fast-paced environments. Ability to build new offerings and enter new markets while maintaining operational excellence

Data-driven approach to decision making with experience using CRM systems, business intelligence tools, and metrics dashboards to track performance and optimize strategies

Industry certifications such as CISSP, CISM, or equivalent demonstrating credible security expertise. Product management or sales certifications are valuable additions

Established network in cybersecurity industry including relationships with security vendors, industry analysts (Gartner, Forrester), potential partners, and peer security leaders

Track record of thought leadership through conference presentations, published articles, podcasts, or contributions to the security community

Customer-obsessed mindset with proven ability to drive customer satisfaction, retention, and expansion. Experience with NPS programs and customer success strategies

Strong collaboration skills with ability to work across product, engineering, sales, marketing, and operations teams. Experience influencing without direct authority

Company

VikingCloud

VikingCloud is the leading Predict-to-Prevent cybersecurity and compliance company, offering businesses a single, integrated solution to make informed, predictive, and cost-effective risk mitigation decisions – faster.

Founded in 2019

Chicago, Illinois, USA

1001-5000 employees

https://www.vikingcloud.com/

H1B Sponsorship

VikingCloud has a track record of offering H1B sponsorships. Please note that this does not guarantee sponsorship for this specific role. Below presents additional info for your reference. (Data Powered by US Department of Labor)

Distribution of Different Job Fields Receiving Sponsorship

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Trends of Total Sponsorships

2025 (1)

2023 (1)

2022 (3)