You will engage in conversations with customers aligned to their industry and collaborate with account and partner team to drive and qualify new opportunities and build pipeline. You will leverage digital selling including digital signals to drive customer interests and identify new stakeholders at the customer. You will identify customer business and technology readiness, proactively builds external stakeholders' mapping, implements strategies to accelerate the closing of deals, contributes input on strategies to drive and close prioritized opportunities, coaches junior team members in deal plan execution, and implements close plans. You will accelerate opportunities from the Lead stage to closing the opportunity successfully in a strong seller to seller alignment with our key security partners. You will identify new partners, develop joint proposals with partners and contribute to developing partner strategies. You will leverage and share competitor knowledge across solution areas as a subject matter expert to inform decisions on pursuit or withdrawal. You will collaborate with the 'compete' SMEs internally to analyze competitor products, solutions, and/or services and implement strategies and drive the execution of projects, partners and collaborates with other teams on related deliverables, and leverages others in relevant work streams. 10+ years technology-related sales or account management experience OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 7+ years technology-related sales or account management experience. Understanding of MITRE ATTACK Framework and well verse with XDR, SIEM and Data Security technology & Platform. Industry certifications. Cybersecurity industry experience. Demonstrated experience selling complex, cloud-based solutions to Enterprise customers. Proven sales and negotiation experience. Proven self-starter able to work towards delivery of goals as best practices are being developed. Able to drive technical security conversations and conduct product/solution demonstrations. Solid understanding of security market and complete solutions.
