Kristen Aaron’s Post

Top 10 best jobs in cybersecurity sales (in my very biased opinion): 10. SDR (or Head of Sales when you are missing by a mile) 9. Sales operations 8. SMB AE 7. Sales manager 6. Mid-market AE 5. Enterprise AE 4. Sales enablement 3. SE 2. Global AE 1. Evangelist (or Head of Sales when the rocketship is rocketing)

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https://lnkd.in/dXPpNvGj Job Overview We’re looking for people with limitless passion, a relentless focus on innovation and a fanatical commitment to the customer to join us in shaping the future of cybersecurity. Consistently recognized as a top workplace is committed to cultivating an inclusive, remote-first culture that offers people the autonomy and flexibility to balance the needs of work and life while taking their career to the next level. Interested in working for a company that sets the standard and leads with integrity About the Role: Strategize with our channel partners to drive net-new business. Badged and onsite. Work with channel partner (CDW) and Account Executives to manage sales cycle from beginning to end. Enable partners on CrowdStrike messaging and collaborate with our Inside Sales Engineers (ISE’s) to train partners on a technical level. Vet out potential new partnership via applications submitted by organizations interested in partnership. Forecast and report updates to management team. Become an expert within the cyber security industry and become an expert of C products. Stay well educated and informed about competitive landscape and how to sell the value of our solutions and services when compared to the relevant competitors in the Next-Generation Endpoint market space. Qualities of our ideal Partner Sales Representative (PSR): A go-getter that sets their sights above and beyond to blow out their established targets and quotas. Persistent – Doesn’t stop at “no”. Believes they can overcome. Coachable – Seeks help; knows how to get help, when to ask for it and what situations call for it. Charismatic – Knows how to use it. Level headed – Is able to perform successful conflict resolution without emotion Sharp/Quick Witted – thinks on their feet. Flexibility to handle a curveball. Creative – Can think outside the box (when appropriate). Motivated – to learn, to succeed, to win, to grow. Aptitude – Able to learn and implement new concepts quickly. Confidence with absence of Ego. Self-Disciplined – Proven to be good at time management, organization, and demonstrate discipline in their process and everyday business. Self-aware – Has a solid understanding of their strengths and weaknesses and what they need to work on. What You’ll Need: 2+ years of full sales cycle and/or channel experience, generating net new business for a Saas, Cloud, and/or Security solution. Previous experience strategizing with Channel Partners which may include but not limited to Resellers and Managed Service Providers. Experience with a consultative sales process with proven ability to sell a complex multi-product architecture to mid/enterprise organizations. Fearlessness to sell into C-level Executives and/or Evaluator-level Engineers . . . . .

Evening folks! 👋👋 While you're making dinner, cruising through your next Netflix watchlist, or chilling on your porch, could you take a look at this new role? Just a glance, maybe a peek. 👀👀👀 I would really love to speak with some Account Executives who are interested in cybersecurity. Don't worry - it's remote, so you can still take client meetings from your kitchen. There are some key things that I am looking for, so be sure to read that JD in detail 😉😉😉 #AccountExecutive #Sales #B2B

📣 Cyber sales folks: One of the most valuable assets you can bring to a company is the deep relationships you've built with your customers over the years. At first, customers buy from you because the product is solid and you’ve likely made a strong first impression. But over time, as you upsell and cross-sell, they aren’t just buying the product—they're buying from you because it's YOU who is selling the product. Trust is built person to person. I recently spoke with a cybersecurity account executive with over 20 years of experience in the industry. Before interviewing at any new company, he asks one of his longtime customers (a CISO) to test the vendor’s product. Only after getting their approval does he move forward to interview—and if/when he joins, those same customers follow him on the buying side 🤯 If you're applying to a mid-to-early stage startup, here’s what a strong VP of Sales or CRO will care about: ⚡ YoY quota – Your quota for the past 3-4 years and your record of hitting or exceeding it. ⚡Career history – Have you stayed and proven yourself at companies for more than 2 years? ⚡Sales cycle ownership – What parts of the sales cycle do you prefer to own? (Hint: They’ll want to hear “the whole cycle.”) ⚡Customer size – Do you sell to SMB, Mid-market, or Enterprise? Not every vendor is aiming for Enterprise. ⚡Customer names – Which big names have you closed deals with? And the 6th, often overlooked but a secret weapon: ⚡ Customer relationships – How have you nurtured and maintained those relationships over time? Imagine being the kind of salesperson whose customers follow them from one vendor to the next. That’s pipeline gold for any hiring company. Keep planting those seeds.

Sales Engineer, Solutions Engineer, Solutions Consultant, Solutions Architect, Pre-sales Engineer, Systems Engineer, Security Engineer, Customer Engineer... These titles can mean entirely different things depending on the product, organizational structure, and size of a vendor, VAR, or MSP. But they all share some common ground. From the perspective of an early-stage cybersecurity vendor, you'll often see one of these titles used for a role that acts as a technical resource to the sales team. They use their friendly and consultative approach to guide buyers through the selling process with deep product knowledge and lend a hand during post-sales, including upsell and cross-sell opportunities. The challenge is that combining all these responsibilities into one role can make it tough to find the right fit. Some candidates are all about pre-sales and thrive on commissions tied to individual performance. Others prefer the post-sales side, focusing on customer success and getting them up and running after the sale. Pre-sales and post-sales-specific roles are typically found in companies with a mature sales org, where verticals and territories are clearly defined, and they’ve already nailed their product-market fit. But for Series A or B startups, it's a different ballgame. They need sales talent with a dynamic and technical mindset, ready to wear multiple hats as the organization scales and evolves. That’s why I always ask solutions engineering hiring managers what percentage of the role is focused on pre-sales versus post-sales. It’s about setting the right expectations from the start. At the end of the day, finding the right fit means understanding where the balance lies between selling the vision and supporting the customer journey.

New Opportunity Alert: Enterprise Account Executive (Cyber/Physical Security) Job Overview  Join a cutting-edge leader in physical identity management and automation, offering revolutionary passwordless solutions for enterprises. We are on a mission to revolutionize security frameworks by integrating seamlessly with HR, IT, and various cyber and physical systems. As a top sales executive, you will drive growth by seizing new opportunities and showcasing the value of innovative solutions to clients worldwide. Focus on large-scale enterprise logos with front-line workers  New Business & Converting inbound leads  Current revenue - Sub $10m, Average deal size c100k Location: Texas, Illinois, Michigan, Ohio  Deal Size 120k + / 3-5 years contracts MEDDPICC, Sandler, Challenger, or similar Responsibilities: Take charge of an assigned territory, focusing on securing new clients and expanding existing accounts without limits. Craft compelling business cases to demonstrate clear value and differentiation to all levels of customer organizations. Benefit from the support of top-notch Sales Engineering, Solution Architecture teams, and visionary Executives throughout the sales process. Drive lead generation through innovative strategies, tools, joint marketing efforts, trade shows, and partnerships with top-tier channel allies. Secure deals through meticulous planning, a consultative approach, and a focus on solving tangible business challenges. Required Qualifications: 8+ years of full-cycle enterprise sales experience within the Cybersecurity and Identity software realm. Proven track record of surpassing Annual Targets consistently. Success in selling to large enterprise accounts and engaging with C-Level decision-makers. Previous exposure to start-up environments with a knack for cross-functional collaboration. Strong outbound demand generation mindset. Preferred Qualifications: Possess a relentless "Find a Way to Find a Way" attitude – paving the road where none exists. Strategic thinker adept at nurturing relationships with current and potential clients. Ability to grasp the broader business landscape, understand key drivers, and articulate how technology aligns with business objectives. Extensive experience in B2B sales, particularly with large accounts. Proficiency in strategic sales planning and problem-solving in complex sales environments. Self-driven, proactive individual with a focus on cultivating long-term business partnerships. Proven track record of acquiring new clients and leveraging channel partnerships effectively. Familiarity with cybersecurity tools, technologies, and industry best practices. Bring existing industry and client relationships to the table. Willingness to travel up to 50% of the time. #enterprise #cybersecurity #IAM #accesscontrol #midwest #businessdevelopment #presidentsclub #security

Have you done IT/infosec audit and summer sales? Come be my best friend. Paramify is 𝗵𝗶𝗿𝗶𝗻𝗴 sales pros - 𝗲𝗻𝘁𝗿𝘆-𝗹𝗲𝘃𝗲𝗹 𝗦𝗗𝗥 𝘁𝗼 𝗔𝗘. 𝗦𝗼𝗺𝗲 𝗯𝗮𝗰𝗸𝗴𝗿𝗼𝘂𝗻𝗱: Paramify is an iron man suit for GRC and security professionals, that allows them to be 1000x more efficient in their documentation processes. We sell to everyone from SMB to enterprise orgs, manager to c-suite. We’re growing like crazy with some big opportunities ahead. 𝗪𝗵𝗮𝘁 𝘄𝗲 𝗮𝗿𝗲 𝗹𝗼𝗼𝗸𝗶𝗻𝗴 𝗳𝗼𝗿: - We want hungry. If you aren’t used to outbound sales and generating some of your own lead flow, you won’t love this job. - Solid track record in sales performance is a must. The cream always rises. - We’re a startup, so you’ll need to be comfortable being uncomfortable. You’ll work harder and more creatively, and you’ll get work experience and exposure that you can’t find at a big company. We call it, “working in dog years”. - We want Field Corn. Houseplants have to be given the right sized pot, in just the right amount of shade and sunlight, with just the right amount of water, or they die. You can drop field corn on the sidewalk, and it’ll find a way and it’ll grow. We want Field Corn. - If you can speak audit/infosec, it’s a huge plus. → 𝗠𝗲𝘀𝘀𝗮𝗴𝗲 𝗺𝗲 𝗼𝗿 𝗰𝗼𝗺𝗺𝗲𝗻𝘁 𝗵𝗲𝗿𝗲 𝗶𝗳 𝘆𝗼𝘂 𝘄𝗮𝗻𝘁 𝘁𝗼 𝘁𝗮𝗹𝗸 𝗺𝗼𝗿𝗲 𝗼𝗿 𝘁𝗵𝗶𝗻𝗸 𝘆𝗼𝘂'𝗿e 𝗮 𝗴𝗼𝗼𝗱 𝗳𝗶𝘁. Paramify is going to be a special one - come be part of it!

In November Justin King and Kendra Berner joined Nooks as Head of SMB Sales and Enterprise Sales Manager. These two leaders bring impressive experience, energy, and excellence. And they made me think again about how sales and marketing can team up effectively. One of the most important ways sales and marketing can communicate and collaborate is around “know thy customer”: 🏗️ What is the ideal customer: Are there specific attributes that ideal customers share? Employee count? Industry? 🏆 Who is the champion: Your user isn’t always your buyer or your champion. Identifying the roles that marketing needs to message to is vital. 📕 What are the stories that resonate: Identifying the messages that these champions are moved by comes from testing and from relationship building with prospects and customers. 🎯 Where do they get their information: are prospects meeting at certain events? Are there communities that matter? Getting the inside scoop on where to target your messaging keeps you from shouting into the void. ♻️ Shadow the full buyer journey: don’t stop with evaluating your customer’s experience pre-funnel and post-sale. See how you can help support the sales process to make your company the best to do business with (that’s a big Nooks value) Welcome aboard Justin and Kendra - I’m looking forward to partnering with you both! P.S. Nooks is hiring top sales talent—if you’re ready for your next opportunity, now is a great time to apply! 🚨Current Open Roles on the Sales Team🚨 - Enterprise AE - Mid Market AE - Enterprise SDR - Senior SDR - Sales Development Manager Link to apply in the comments 🔗 If you know someone who'd CRUSH here too, please tag them!

#hiring *Regional Channel Manager (Remote - West)*, Los Angeles, *United States*, fulltime #jobs #jobseekers #careers #LosAngelesjobs #Californiajobs #SalesMarketing *Apply*: https://lnkd.in/gPR2ph72 Secureworks (NASDAQ: SCWX) is a global cybersecurity leader that secures human progress with Secureworks Taegis , a SaaS-based, open XDR platform built on 20+ years of real-world detection data, security operations expertise, and threat intelligence and research. Taegis is embedded in the security operations of over 4,000 organizations around the world who use its advanced, AI-driven capabilities to detect advanced threats, streamline and collaborate on investigations, and automate the right actions. We put the security in operations by delivering solutions that are purpose-built to secure your mission.We enjoy competitive compensation and benefits packages, and reward and recognize our employees for exceptional results. A constant focus on continued learning and growth keeps our team members engaged and excited about "what's next." We offer flexible work options when available, and emphasize the importance of work-life balance. We know that when our people are rewarded, recognized, and rejuvenated, we win as a team.Role OverviewThe Channel Sales Manager, covering East US, will work in tandem with peer field sales teams and focus Partners to drive incremental business and net new logo acquisition.Role ResponsibilitiesConsistently meet sales quotaRecruit and actively manage key Partners that meet Program criteriaEstablish business plan with focus Partners headquartered in regionEnsure adequate territory coverage by Partners for Secureworks sellersDrive consistent incremental ACV through each PartnerManage performance of each Partner according to partnership goals and KPIsOwn oversight of sales & technical enablement of PartnersProvide insight and thought leadership to Partners for distribution and advancement of sales opportunitiesAlign with key Alliance Partners to evangelize bundles and complementary offerings within key PartnersOwn weekly pipeline reporting by PartnerCoordinate customer-facing events with partners to develop leads and pipeline; report on event lead outputRun QBRs with top 3 incremental revenue-producing PartnersMaintain mastery of Secureworks offerings, presentations through formal sales certificationRequired SkillsMinimum of 7 years of sales experience (Channel, Partner, Distribution)Minimum of 3 years of cyber security experienceMSFT Office (Excel, Powerpoint), Excellent written and verbal communication Secureworks is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at Secureworks are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, natio