Cyber Specialist

Responsibilities

• Support Account Directors across assigned accounts and territories on cybersecurity sales, including opportunity qualification, pipeline generation, account strategy, and deal execution.
• Build trusted relationships with senior executives and business leaders across technology, security operations, engineering, risk management, and other functions.
• Lead enterprise prospects’ journeys from initial consideration and use-case identification through successful deployment and expansion.
• Help customers identify and prioritize high-value applications of AI across their security operations and broader enterprises.
• Partner with solutions and research engineering to build and execute complex customer programs and projects.
• Navigate complex enterprise environments involving legacy systems, security requirements, data governance, and global stakeholders.
• Own a consumption revenue target and manage consumption revenue forecasts.
• Analyze key account metrics to create reports and provide insights to internal and external stakeholders.
• Closely monitor the cybersecurity industry landscape, including customers, competitors, partners, technologies, and emerging AI use cases, to contribute to product roadmap and other corporate strategies.
• Collaborate with solutions, marketing, communications, business operations, people operations, finance, product management, and engineering.
• Support the recruitment and onboarding of other teammates.
• Support the development of company culture.

Requirements

• 14+ years of enterprise software sales experience, including significant cybersecurity sales and industry experience.
• Significant experience selling complex enterprise technology solutions into cybersecurity and security organizations, including CISOs, security operations, AppSec, and risk teams.
• A strong understanding of the cybersecurity industry, including its business models, threat landscapes, technology ecosystems, and transformation priorities.
• Experience developing executive relationships within security organizations and across technology, engineering, security operations, and risk management.
• Experience navigating complex, global accounts with multiple business units, facilities, stakeholders, and decision-makers.
• The ability to connect emerging technologies to measurable business outcomes, including productivity, efficiency, quality, innovation, resilience, and revenue growth.
• Achieving revenue targets greater than $2M per year for more than 3 years.