EMEA Regional Partner Manager, MSP

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LastPass is a leader in password and identity management, making it easier to log into life and work. Trusted by 100,000 businesses and millions of users, LastPass combines advanced security with effortless access for individuals, families, small business owners, and enterprise professionals. With LastPass, important credentials are protected and private – and always within reach.

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LastPass is looking for a Managed Service Provider (MSP) Regional Partner Manager (RPM) for the MSP Partner Community:

 

As an MSP RPM, you will be responsible for recruiting, developing, and maintaining strong relationships with MSP partners, with the goal of expanding LastPass’ reach and driving solution adoption through these channels.

Currently, the MSP business at LastPass is growing through two primary routes: via our distribution partners for run-rate business, and through our Tier 1 direct MSP partners with commitment contracts. A deep understanding of both go-to-market strategies is essential for success in this role.

This position involves enabling our top MSP partners and serving as their primary point of contact during the initial stages of their journey with LastPass. The MSP RPM acts as a “concierge” for newly recruited and onboarded MSPs, guiding them until they become self-sufficient and capable of independently provisioning new end customers.

Success in this role requires a unique set of skills and the ability to execute a variety of tasks.

 

If you are passionate about complex problem solving and motivated by scale, then this is the role for you!

Who will you work with?

The MSP RPM will report directly to the Global MSP Director and collaborate closely with the marketing team to ensure strategic alignment and effective execution of MSP program objectives. They will also work with the sales operations team to monitor and address Key Performance Indicators (KPIs).

What are some of the exciting challenges you will be working on?

 

• Implement strategies to recruit, onboard, and retain MSP partners. At LastPass, we work with both distribution-managed MSPs and Tier 1 direct MSPs. In this role, you will be required to complete and pass the same certification training as our MSP partners to ensure you're fully prepared.
• Ensure a strong understanding of the training pitch deck and enablement courses to effectively support and promote LastPass to prospective MSPs. A Key Performance Indicator (KPI) will be the number of enabled and certified MSP partners in your territory.
• Collaborate closely with the sales and marketing teams to develop co-marketing campaigns and strategies that align with business goals and drive partner success. Proficiency in Salesforce and Outreach is essential, and you will receive training to become effective in these and other tools that support your work with MSP partners.
• Focus on closing commitment contracts while also understanding the distribution-managed MSP business to ensure comprehensive territory coverage. KPIs will include a minimum number of commitment contracts secured from MSP partners.
• 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. While training is provided during onboarding, mastery of these tools is essential for success in this role.
• Drive corporate initiatives and best practices within the MSP Partner Program, including QBRs, communications, and thought leadership. These initiatives will also be tracked for top-performing MSPs in your territory.

What does it take to work at LastPass?

 

• 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

It's great, but not required:

•  Existing relationships within the MSP community

Why LastPass?

• Market-leading password manager
• High-growth, collaborative environment with inclusive teams
• Remote-first culture
• 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

Unlock your potential with us - your skills, experience, and unique perspective matter more than just checking the boxes. Apply today, and let's build the future together!

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