Account Executive at watchguard

About the Position  Small and midsize businesses are the most vulnerable targets in today’s threat landscape, and they depend on MSPs to keep them protected. That’s not a market segment to us. It’s a responsibility. WatchGuard chose to go all-in on the MSP channel because that’s where we make the biggest impact. Our job is to make sure every MSP we work with is ahead of the threats facing their customers, and that they have a cybersecurity partner built to help them win. That’s where the New Partner Acquisition team comes in. This team works with MSPs who haven’t yet experienced what a real cybersecurity partnership looks like. We help them understand the role cybersecurity can and should play in their practice and why WatchGuard is the right partner to help them get there. WatchGuard has 17,000+ partners across 125 countries and 30+ years of innovation behind us. We sell 100% through the channel, which means the NCA team isn’t just recruiting partners. They’re building the foundation of our go-to-market. This is a closing role with real scope, in-person energy, and a clear path to strong earnings. A Day in the Life… No two days are exactly the same — but here’s what a high-output day looks like on the New Partner Acquisition team. 8:00 AM — Build the attack plan. You review your Salesforce pipeline, prioritize your call list, and load your sequences. Three buckets: net-new MSPs you’ve never spoken to, resellers who went cold after initial contact, and inactive partners already registered with WatchGuard who have never closed a logo. You use AI to surface the highest-priority targets — flagging accounts with recent buying signals, technographic changes, or competitor activity. You know exactly who you’re hitting first and why. By 8:30, you’re ready to dial. 8:30 AM — Outbound block one. Cold calls on net-new MSPs. Two solid hours on the phone. You’re calling MSP owners, technical directors, and procurement leads who have never heard of you. You’re not reading scripts — AI has already done the research legwork: current security stack, company size, customer verticals, and the competitive product they’re reselling and why it’s limiting them. You show up to every call knowing more about their business than they expect. Most don’t answer. You leave tight voicemails and fire off a matching email the same minute — personalized with AI, reviewed and sent by you. A few pick up. One conversation runs long — there’s real interest. You book a discovery call for Thursday and log everything before moving to the next name. 10:30 AM — Team standup. Fifteen minutes. You share what’s moving, what’s not, and what you need. Your manager flags a segment of dormant resellers in your territory worth targeting. It goes straight on the reactivation list. 10:45 AM — Reactivation block. Working inactive and dormant partners. This is a goldmine most AEs ignore. You’re calling partners who signed up with WatchGuard and never closed a single deal. They already know the brand — they just lost momentum. You reach out with a specific reason: a new product launch, a competitive displacement play, a customer scenario that maps directly to their book of business. You’re not checking in — you’re bringing them something. One call lands a same-week meeting. That’s a new logo that was already sitting in your system. 12:00 PM — Discovery call with an MSP you cold-called two days ago. This meeting exists because of the work you put in Monday morning. You go in sharp — you know their stack, their customer base, the friction their current resell arrangement is creating. The conversation goes deeper than expected. They bring in their technical lead. You keep it anchored to business outcomes and close the call with a demo scheduled. Another new logo in motion, earned from outbound. 12:45 PM — Lunch. You eat. Grab a bite, recharge, and dive back in. 1:30 PM — Outbound block two. Afternoon callbacks and follow-up sequences. Afternoons are prime time. Decision-makers who missed your morning call are at their desks. You work the callback list, push active sequences, and follow up on anyone who opened an email or visited a link — AI surfaces those signals in real time so you’re always calling the warmest prospect first. You’re also prospecting new reseller contacts at companies where you’ve already spoken to one stakeholder but haven’t reached the decision-maker yet. Two more conversations. One goes somewhere. The goal every day is simple: more qualified meetings on the calendar tomorrow than you had today. 3:00 PM — Product demo with a reseller evaluating you against two competitors. You used AI to build a customized walkthrough around their customer profile, their vertical’s specific threat landscape, and the gaps in their current security stack. The questions are sharp. You handle them directly, ask for the business at the end of the call, and send a tailored proposal before 5 PM. They’re not signing today — but you’ve separated yourself from the competition. 4:00 PM — Outbound block three. Last push on the cold list. Late afternoon catches people wrapping their day — owners and operators who are finally off calls and reachable. You burn through the remaining names on today’s list. Voicemails, emails, LinkedIn touches. You’re planting seeds that will convert over the next one to two weeks. Consistency here is what separates a full pipeline from a thin one. 5:00 PM — End of day. You update Salesforce, log every conversation, and build tomorrow’s call list. You count the day: 5+ hours of outbound, 4 new conversations, 3 meetings booked, 1 reactivated partner back in motion, 1 proposal out. The pipeline moved. Tomorrow you do it again. Position Responsibilities • Own the full sales cycle end-to-end — from prospecting and discovery through demo, negotiation, and close • Drive net-new partner acquisition by identifying, engaging, and converting MSPs and reseller partners in your territory • Build a healthy, qualified pipeline through disciplined outbound prospecting, referrals, and inbound follow-up • Run compelling discovery calls and product demos that connect WatchGuard’s solutions to real partner business outcomes • Develop and execute a structured territory plan with a focus on whitespace opportunities • Build and deepen relationships with key decision-makers across MSP and reseller organizations • Drive partner activation and ramp — with a focus on first-deal close and early revenue from newly acquired partners • Keep Salesforce tight: clean pipeline data, accurate forecasting, and up-to-date activity logging every day • Bring curiosity and a modern approach to every part of the sales process, using AI tools to research, personalize, and prioritize with intention • Maintain rigorous CRM hygiene and accurate pipeline forecasting collaborate with teammates, marketing, and channel teams to refine messaging and close strategies Skills and Qualifications • 1 to 5 years in a closing, SDR, BDR, or full-cycle AE role • Strong communicator with natural curiosity and active listening • CRM proficiency (Salesforce preferred) • Resilient, coachable, competitive mindset • Consistent quota attainment and a track record of performance • Comfortable with high outbound activity and cold outreach • Experience in MSP, channel, or partner sales a strong plus • Bachelor’s degree or equivalent experience You will thrive here if • You believe in owning outcomes, not just activity • You want to close deals, not just book meetings • You are energized by a fast-paced, in-person, team-based environment • You are motivated by earning potential directly tied to your performance • You’re genuinely curious about the MSP market and the business you’re helping • You want to build a career — not just fill a seat How Success is Measured Quota Attainment --> Quarterly and annual % to goal against assigned revenue target Pipeline Generated --> Consistent, qualified pipeline from net-new MSP and reseller targets Partner Acquisition --> Number of net-new partners contracted and activated Revenue Contribution --> Closed revenue from new logos Sales Cycle Efficiency --> Time from first contact to signed partner agreement Pipeline Conversion --> Conversion rates across each stage of the funnel Win Rate --> Qualified opportunity to closed-won