Partner Manager

Summary

Join LastPass as a Managed Service Provider (MSP) Regional Partner Manager (RPM) and play a key role in expanding our reach and driving solution adoption through MSP channels. You will recruit, develop, and maintain strong relationships with MSP partners, acting as a concierge for newly onboarded MSPs. This position requires a deep understanding of both distribution-managed and Tier 1 direct MSP go-to-market strategies. You will collaborate with sales and marketing teams, represent LastPass at events, and maintain pipeline accuracy. Success requires expertise in channel sales, cybersecurity principles, and the MSP business model. The role involves completing partner certification training and mastering back-office tools.

Requirements

• Experience in channel sales or business development, ideally within cybersecurity, SaaS, or the MSP ecosystem
• Understanding of cybersecurity principles and technologies, particularly in password management and identity protection; familiarity with LastPass is a plus
• Ability to understand and navigate the MSP business model
• Strong verbal and written communication skills, with the ability to engage effectively across all levels of an organization and within the MSP team
• Proficiency in analyzing partner performance, market trends, and business metrics
• Comfortable working in a fast-paced environment and managing multiple priorities simultaneously
• Willingness and ability to travel for trade shows, conferences, and partner meetings

Responsibilities

• Implement strategies to recruit, onboard, and retain MSP partners
• Ensure a strong understanding of the training pitch deck and enablement courses to effectively support and promote LastPass to prospective MSPs
• Collaborate closely with the sales and marketing teams to develop co-marketing campaigns and strategies that align with business goals and drive partner success
• Focus on closing commitment contracts while also understanding the distribution-managed MSP business to ensure comprehensive territory coverage
• Represent the LastPass MSP team at trade shows and events, engaging with current and prospective partners
• Maintain pipeline and forecasting accuracy by tracking both distribution run-rate and Tier 1 commitment contract business from strategic MSP partners
• Learn to navigate and utilize MSP back-office tools such as RODAN and BOSS
• Drive corporate initiatives and best practices within the MSP Partner Program, including QBRs, communications, and thought leadership

Preferred Qualifications

Existing relationships within the MSP community

Benefits

• Competitive compensation
• Flexible Paid Time Off policies , including but not limited to: Quarterly Self-Care Days (4 extra paid days off annually) and Volunteer Days
• Generous parental leave
• Comprehensive health coverage , including dependents
• Home office setup support
• LastPass Families free account for up to 5 members
• Continuous learning and development opportunities , including an annual learning stipend to invest in your growth
• Peer-to-peer recognition through Motivosity
• Employee Assistance Program for well-being support
• Remote work stipend to support your home office needs
• Short-Term or Remote-Centric Work Arrangements for added flexibility