[Hiring] Director, Product Manager @VikingCloud

Role Description

As the Director, Product Manager at VikingCloud, you will lead the go-to-market strategy, revenue growth, and market positioning for our expanding security operations portfolio on the direct side of our business, with a particular focus on Managed Security Services. This senior leadership role is focused primarily on driving commercial success for VikingCloud's MSS offerings, with additional ownership of our endpoint security portfolio.

• Drive revenue growth through strategic partnerships, customer engagement, sales enablement, and competitive differentiation.
• Engage with customers, prospects, partners, industry analysts, and the broader cybersecurity community.
• Collaborate with internal product teams to ensure MSS and endpoint services meet market demands.
• Report to the Head of Product and collaborate with sales, marketing, and operations to achieve business objectives.

Responsibilities

• Go-To-Market Strategy & Execution:
  • Develop and execute comprehensive go-to-market strategies for managed security services and endpoint security portfolio.
  • 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 MSS and endpoint 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, security leaders, and franchise/multi-site operations executives.
  • 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 managed security services and endpoint security market.
  • Articulate clear differentiation based on compliance integration and multi-location merchant security expertise.
  • 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, resellers, and industry alliances.
  • Build channel programs for acquirer partners and payment processors.
  • 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 MSS and endpoint product roadmap.
  • Gather competitive intelligence and customer feedback to guide product priorities.
  • Represent market perspective in product planning discussions.
  • Ensure MSS and endpoint capabilities remain competitive and aligned with market demands.
• 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.
• Customer Success & Retention:
  • Design customer onboarding processes, success metrics, and engagement models for MSS and endpoint 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.
• Financial Management & Business Planning:
  • Develop business cases, revenue projections, and P&L forecasts for MSS and endpoint 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.
• Market Intelligence & Strategy:
  • Conduct market research on managed security and endpoint security 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.
• Technical Expertise:
  • Understand SOC operations, detection and response workflows, and the underlying security tooling.
  • Engage in technical conversations with security analysts and translate that depth into a clear, prioritized roadmap.

Qualifications

• 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 MSS, MSSP, endpoint security, or cybersecurity SaaS markets.
• Experience selling to SMB, mid-market, and enterprise customers in financial services, payments, retail, or franchise verticals highly valuable.
• Direct experience serving multi-location, franchise, or distributed-enterprise customers.
• Deep understanding of the managed security services and endpoint security market landscape.
• Strong technical fluency in security operations concepts.
• Experience with Bitdefender is preferred.
• Demonstrated success in sales enablement, pre-sales engineering, or product evangelism roles.
• Outstanding customer-facing skills with proven ability to engage C-level executives.
• Experience with compliance frameworks and ability to articulate how security services support compliance objectives.
• Strong partnership development experience.
• Excellent communication and presentation skills.
• Strategic thinking and business acumen with P&L management experience.
• Understanding of SaaS/managed services business models.
• Experience managing outsourced service provider relationships.
• Entrepreneurial mindset with comfort in ambiguous, fast-paced environments.
• Data-driven approach to decision making.
• Industry certifications such as CISSP, CISM, or equivalent demonstrating credible security expertise.
• Established network in the cybersecurity industry.
• Track record of thought leadership through conference presentations and published articles.
• Customer-obsessed mindset with proven ability to drive customer satisfaction.
• Strong collaboration skills.

Company Description

VikingCloud delivers cybersecurity and compliance solutions that simply work. Our expert-led approach combines proven technology and AI-driven insights with dedicated support—keeping businesses secure, audit-ready, and uninterrupted.

VikingCloud is trusted by over 4 million business locations in 70+ countries to stop threats before they stop business, so they can work on what matters most.