MSP Sales Specialist - Workspace Security

Job Description

As an MSP Sales Specialist, you will be responsible for accelerating the growth of Check Point’s Workspace Security business through our Managed Service Provider (MSP) and Managed Security Service Provider (MSSP) ecosystem.

This is a high-impact, individual contributor sales role for someone who understands how MSPs operate, how they make money, and how to turn strong partner relationships into scalable recurring revenue. You will own the MSP sales motion within your assigned market—from identifying and developing high-potential partners to building joint business plans, creating pipeline, and driving opportunities through close.

Success in this role requires a start-up mentality within a global organization. You must be comfortable building new business, challenging the status quo, moving quickly, and taking ownership of results. You will work closely with MSP leadership, Channel, Sales, Sales Engineering, Marketing, Customer Success, and other cross-functional teams to expand Check Point’s presence within the MSP/MSSP market.

What You’ll Do

• Own MSP Revenue Growth: Achieve and exceed quarterly and annual revenue, pipeline, and growth targets across assigned territory.
• Develop Strategic MSP Partners: Identify high-potential partners and build relationships with executive, sales, technical, and operational stakeholders to expand Check Point adoption.
• Recruit & Activate New Partners: Partner with recruitment and channel teams to identify, recruit, onboard, and activate new MSP/MSSP partners with clear expectations for revenue and pipeline generation.
• Build Joint Business Plans: Develop measurable partner business plans covering revenue targets, pipeline creation, customer acquisition, enablement, marketing, and growth opportunities.
• Create Pipeline: Proactively identify opportunities within partner customer bases and whitespace accounts rather than relying solely on partner-generated demand.
• Drive the Full Sales Cycle: Maintain ownership and visibility from opportunity identification through technical validation, commercial negotiation, and close.
• Manage and develop key distribution partner relationship: responsible for growing multiproduct MSP revenue through key distributor.
• Execute Joint GTM Strategies: Develop and execute co-selling, demand-generation, customer acquisition, and partner marketing initiatives designed to create measurable pipeline and revenue.
• Increase Partner Productivity: Help partners expand their security practices, identify cross-sell and upsell opportunities, and increase recurring revenue through Check Point solutions.
• Become a Trusted Advisor: Understand each partner’s business model, customer base, growth strategy, competitive environment, and profitability drivers to position Check Point as a strategic part of their business.
• Lead with Security Expertise: Develop strong knowledge of Workspace Security solutions and clearly articulate their technical and business value to MSP executives, sellers, engineers, and customers.
• Drive Competitive Wins: Understand the competitive landscape and proactively position Check Point against competing cybersecurity and email security platforms.
• Maintain Operational Command: Maintain accurate pipeline, forecasting, partner plans, opportunity data, and next steps. Identify risks early and take action before they impact results.
• Own Partner Escalations: Serve as a point of escalation for strategic MSP partners, coordinating internal resources to resolve issues quickly while maintaining partner confidence.
• Operate Cross-Functionally: Work closely with Sales, Channel, Sales Engineering, Marketing, Product, Customer Success, Finance, and Operations to remove barriers and accelerate partner growth.

Qualifications

What We’re Looking For

• 5+ years of successful sales experience within MSP/MSSP, cybersecurity, SaaS, cloud, or subscription-based technology environments.
• Demonstrated experience selling through and with MSP/MSSP partners, with a strong understanding of recurring revenue and managed services business models.
• Proven track record of achieving or exceeding revenue and pipeline targets.
• Strong understanding of how MSP/MSSP organizations generate revenue, build service offerings, manage margins, acquire customers, and scale recurring services.
• Experience recruiting, developing, and growing strategic partner relationships.
• Demonstrated ability to build relationships across multiple organizational levels, including MSP owners, executives, sales leaders, technical teams, and frontline sellers.
• Experience developing and executing partner business plans and joint GTM strategies that produce measurable revenue and pipeline.
• Strong prospecting and business-development skills with the ability to create opportunities rather than wait for inbound demand.
• Experience managing complex sales cycles involving partners, customers, technical stakeholders, and internal teams.
• Strong cybersecurity knowledge: experience with email security, endpoint security, SaaS security, or Workspace Security is highly preferred.
• Ability to translate technical cybersecurity capabilities into business outcomes, including risk reduction, operational efficiency, customer retention, recurring revenue, and profitability.
• Strong forecasting, pipeline management, and CRM discipline.
• Excellent communication, negotiation, presentation, and executive-engagement skills.
• Ability to operate independently in a fast-paced environment with limited direction.
• Strong business judgment with the ability to prioritize partners and opportunities based on revenue potential and strategic value.
• Bilingual with ability to speak both French and English.

Must-Have Attributes

Enterprise Ownership: Operates beyond individual responsibilities and makes decisions based on what is best for the overall business. Takes accountability for results and actively helps teammates and partners succeed when support is needed.

Customer & Partner First: Keeps the MSP and end customer at the center of decisions, responding with urgency and working across organizational boundaries to deliver the right outcome.

Relentless Offense: Consistently looks for the next opportunity. Proactively creates pipeline, challenges obstacles, competes aggressively, and does not accept the first "no" as the final answer.

Growth & Agility: Embraces change and finds ways to grow the business without assuming additional resources or headcount. Adapts quickly, takes on new challenges, and uses available resources creatively.

Operational Command: Maintains a strong understanding of the business, including pipeline, forecast, partner performance, risks, priorities, and next actions. Anticipates issues and acts before they become barriers to execution.

Sense of Urgency: Moves quickly on business-critical opportunities, partner needs, and customer issues while proactively escalating blockers that could impact revenue or execution.

What Success Looks Like

Success in this role means building an MSP business that produces predictable, scalable, recurring growth. You will be expected to:

• Meet or exceed assigned quarterly and annual revenue targets.
• Maintain sufficient qualified pipeline to support future revenue goals.
• Increase revenue and pipeline production from strategic MSP/MSSP partners.
• Recruit and activate new partners that generate measurable business.
• Build and execute joint business plans with priority partners.
• Maintain accurate forecasting and CRM discipline.
• Create measurable pipeline through partner GTM and co-selling activities.
• Expand Check Point adoption across existing MSP customer bases.
• Build strong executive relationships with strategic partners.
• Identify risks early and take ownership of resolving issues that could impact revenue.

Interview Focus Areas

Candidates should be prepared to demonstrate:

• How they have built and grown revenue through MSP/MSSP partners.
• Their understanding of MSP economics and recurring-revenue business models.
• Examples of recruiting, activating, and developing new MSP partners.
• How they have turned underperforming partners into productive revenue relationships.
• Examples of joint GTM programs that produced measurable pipeline or revenue.
• Their approach to pipeline creation, forecasting, and opportunity management.
• Experience navigating complex partner and customer sales cycles.
• Knowledge of cybersecurity and the competitive security landscape.
• Ability to present a cybersecurity solution to both executive and technical audiences.
• Examples of taking ownership and delivering results in a fast-moving or ambiguous environment.

Must be authorized to work in Canada without sponsorship now or in the future.

EOE M/F/Veterans/Persons with disability

The wage range for this position takes into consideration a variety of factors in determining your pay. We'll consider your location, experience, certifications, and other business and organizational needs. The wage disclosure has not been adjusted for applicable geographic differentials associated with the location at which this position may be filled. A reasonable estimate of the current base wage range for this role is C$148,000-C$214,000. In addition to the base compensation, certain roles are eligible for additional compensation, including an annual bonus or sales incentive based on revenue or utilization, depending on the terms of the plan and the employee’s role. These awards are allocated based on individual performance. Benefits/perks listed here may vary depending on the nature of your employment with Check Point Software Technologies and the country/state where you work. US-based employees gain access to healthcare benefits, a 401(k) plan and company match, short-term and long-term disability coverage, basic life insurance, stock awards and an employee stock purchasing plan.

Additional Information