Regional Sales Manager - EMEA
Our client is a US-based startup, a team of tech geeks who are passionately working on the release of an AI cyber solution. The main feature of the product is threat detection and remediation on the Edge/IoT, where attacks occur, not on the cloud when it's too late. They already have interest from such giants on the market as Intel, Deloitte, Red Hat, etc.
Their technology is changing the way the world works, lives, plays, and learns, but their people are what make them go beyond. Their people are the heart of the company, with each individual bringing their unique talents to the table, making it possible to build the most accurate and reliable high-tech solutions for the customers. Their teammates (40+ full-time employees) are located in Ukraine, the USA, Poland, and the Czech Republic, and they vote for diversity.
Their product solutions include:
- An anti-fraud toolkit for mobile marketers and user acquisition PROs to analyze ad campaign data across all stages, from clicks to unlocking post-install events analytics to protect marketing spend.
- AI-powered cybersecurity platform that brings advanced network visibility, early threat detection, and automated incident response in the edge or on-prem environments.
What You Will Do
- Work closely with internal resources and individually to build a successful pipeline to meet and exceed your individual sales quota
- Identify new opportunities, own and drive the sales from discovery to close, working closely with Sales Engineers, Product and Engineering teams.
- Network within the customer's business and influence key decision makers, typically at C-Level
- Evangelize Clients security platform to security leaders (CISO, Security Architects, SecOps)
- Reporting to our Head of Sales you will implement sales plans for your assigned territory by forecasting and exceeding quota
- Prepare detailed account development plans, engagement strategies and targets for each account within your assigned portfolio
- Take control of opportunities and accurately forecast their business objectives and outcomes.
- Articulate and promote Client main value drivers and differentiators to prospects and customers to become a trusted advisor within your customer base
- Understand the competitive market, being familiar with competing companies and their offerings
- Co-sell effectively with Client's partners, contributing to deal strategy, solution alignment, and stakeholder engagement.
What You Will Bring With You
- 7+ years of IT/IOT Enterprise Sales experience, with a focus on security-related deals — including cloud security, Kubernetes/containers, distributed edge security
- Proven success selling into security buyers (CISO, SecOps, GRC, etc.)
- Experience bringing a C level network to the table and have C level conversations (CISO)
- Track record overachieving sales targets
- Technical expertise in relevant areas such as endpoint, network security, cloud security, runtime security.
- Strong understanding of Linux operating systems
- Excellent communication and presentation skills with the ability to present to a variety of external audiences, including C-level executives
- Bachelor's degree or higher in a relevant field
- Sales engineering background or 5+ years of relevant work experience
- Must be willing to travel to clients to support sales relationships
What We Look For
- Security sales experience in an enterprise
- Track records of hunting new business opportunities in greenfield territories
- Can easily articulate complex security problems to a diverse set of audiences
- Strong self-starter with the ability to work independently
- Willingness to stay up to date with new products and processes
- Team player