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Lookout, Inc. is the endpoint to cloud security company purpose-built for the intersection of enterprise and personal data. We safeguard data across devices, apps, networks and clouds through our unified, cloud-native security platform — a solution that's as fluid and flexible as the modern digital world. By giving organizations and individuals greater control over their data, we enable them to unleash its value and thrive. Lookout is trusted by enterprises of all sizes, government agencies and millions of consumers to protect sensitive data, enabling them to live, work and connect — freely and safely. To learn more about the Lookout Cloud Security Platform, visit www.lookout.com and follow Lookout on our blog, LinkedIn and Twitter.

Job Overview: We are seeking a motivated and results-driven Enterprise Account Development Representative to join our dynamic sales team. This role is crucial for driving growth through outbound prospecting and inbound lead qualification within an assigned territory. As a self-starter with a passion for building relationships and generating new business, you will play a key role in expanding our enterprise pipeline of qualified opportunities.

• Prospecting & Lead Generation:
• Work with enterprise Account Executives (AEs) to build and execute account plans in a targeted Account Based Marketing (ABM) approach.
• Conduct outbound prospecting into target enterprise accounts using phone, email, LinkedIn, and other channels.
• Qualify inbound leads to identify potential business opportunities.
• Market Knowledge & Competitive Analysis:
• Gain a comprehensive understanding of our value proposition and technology solutions to effectively position them to prospects.
• Stay informed about market conditions, competitors' products, and pricing to enhance industry knowledge.
• Understand the competitive landscape and effectively communicate the value of our solutions and services compared to relevant competitors.
• Collaboration & Strategy Execution:
• Work alongside management, marketing, and sales to identify target customer profiles and execute strategic prospecting plans.
• Collaborate closely with AEs to develop strategic sales approaches and contribute to account mapping and territory planning.
• Partner with sales to achieve goals against a specified territory and quota, understanding the activity drivers necessary for building a healthy pipeline.
• Maintain accurate and complete account data in Salesforce.com including build out of account buying group and technology investments.
• Execute sales plays using the latest technology stack including 6Sense, Salesforce.com, Salesloft, TechTarget Priority Engine, LinkedIn Sales Navigator, etc.
• Sales Strategy & Performance Tracking:
• Assist Account Executives in driving a sufficient pipeline to close deals and assist Account Executives in achieving quota attainment through disciplined sales activity and account coverage.

Required Qualifications:

• Bachelor's degree or equivalent experience.
• Proven track record in outbound sales, lead generation, or business development, preferably in the tech industry.
• Excellent communication and interpersonal skills, with the ability to build relationships and influence stakeholders.
• Strong analytical skills and the ability to understand market dynamics.

Preferred Qualifications:

• Proficiency in Salesforce CRM and other sales enablement tools is a plus.
• Self-motivated, goal-oriented, and able to thrive in a fast-paced, metric-driven environment.

• What We Offer:
• Competitive salary and commission structure.
• Opportunities for professional growth and advancement.
• A collaborative and innovative work environment.
• Flexible work arrangements to promote work-life balance.

If you're ready to take your sales career to the next level and contribute to a forward-thinking team, we want to hear from you! Apply now to join us as an Enterprise Account Development Representative.

The US salary range for this full-time position is available below. We offer base + commission + equity + benefits. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. Please note that the compensation details listed in US role postings reflect the on-target earnings (OTE) and does not include equity or benefits.

• Sales - US
• $90,000—$110,000 USD

Company Description

Our Mission

At Palo Alto Networks® everything starts and ends with our mission:

Being the cybersecurity partner of choice, protecting our digital way of life.

Our vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators who are as committed to shaping the future of cybersecurity as we are.

Who We Are

We take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe that the unique ideas of every member of our team contributes to our collective success. Our values were crowdsourced by employees and are brought to life through each of us everyday - from disruptive innovation and collaboration, to execution. From showing up for each other with integrity to creating an environment where we all feel included.

As a member of our team, you will be shaping the future of cybersecurity. We work fast, value ongoing learning, and we respect each employee as a unique individual. Knowing we all have different needs, our development and personal wellbeing programs are designed to give you choice in how you are supported. This includes our FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees, our mental and financial health resources, and our personalized learning opportunities - just to name a few!

• You will drive and orchestrate complex sales cycles and work with our internal partners and teams to best serve the customer
• Your consultative selling experience will identify business challenges and create solutions for prospects and our customers
• Understand the competitive landscape and customer needs so you can effectively position the portfolio of Palo Alto Networks solutions
• Create clear goals and complete accurate forecasting through developing a detailed territory plan
• Leverage prospect stories to create a compelling value proposition with insights into value for that specific account
• Stay updated on industry news and trends, and how they affect Palo Alto Networks products and services
• Travel as necessary within your territory, and to company-wide meetings

Required Qualifications

• Experience and knowledge of SaaS-based architectures, ideally in a networking and/or security industry - SASE technology is preferred
• Demonstrated experience selling complex solutions, value selling, and/or consultative sales techniques
• Technical aptitude for understanding how technology products and solutions solve business problems
• Excellent time management skills, and work with high levels of autonomy and self-direction

Preferred Qualifications

• Identifies problems, reviews data, determines the root causes, and provides scalable solutions
• Cultivate relationships with our channel partners to bring channel-centric go-to-market approach for our customers
• Demonstrates in depth knowledge of the full sales cycle and the ability to follow a structured sales process
• Ability to take a holistic approach to problem solving by understanding the bigger picture, and considering complex interrelationships and outcomes

The Team

Our sales team members work hand-in-hand with large organizations around the world to keep their digital environments protected. We educate, inspire, and empower our potential clients in their journey to security.

As part of our sales team, you are empowered with unmatched systems and tools, constantly updated research and sales libraries, and a team built on joint success. You won’t find someone at Palo Alto Networks that isn’t committed to your success – with everyone pitching in to assist when it comes to solutions selling, learning, and development. As a member of our sales team, you are motivated by a solutions-focused sales environment and find fulfillment in working with clients to resolve incredibly complex cyberthreats.

Compensation Disclosure

The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/commissioned roles) is expected to be between $255000 - $351000/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

Our Commitment

We’re problem solvers that take risks and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at [email protected]

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

All your information will be kept confidential according to EEO guidelines.

Summary:

The Customer Success Manager (CSM) is responsible for the success of our enterprise SaaS customers. This includes onboarding new customers, providing ongoing support, and ensuring that they are getting the most out of our product. The ideal candidate will have a strong understanding of the SaaS industry and a passion for helping customers succeed.

About Us

Securiti solves challenges across governance, privacy, and security. With a foundation in data understanding and a team that was responsible for developing and deploying the market leading CASB & DLP technology, we were able to create a platform from the ground up that leverages automation and workflows to solve complex privacy, data, and security business challenges with a simplified interface promoting collaboration across the business. Ease of use, quick to deploy and customizable are all reasons why companies select Securiti versus stitching multiple vendors together to address their challenges.

The exponential growth of data brings massive new opportunities, but also brings increasingly perilous security, compliance, and privacy risks. At Securiti, our mission is to enable organizations to safely harness the incredible power of data and the cloud by controlling the complex security, compliance, and privacy risks. Securiti’s solution uniquely combines AI-powered data intelligence with full workflow automation, simplifying compliance with GDPR, CCPA, LGPD and other regulations. Granular insights into structured and unstructured data enable organizations to monitor risk, control access and protect sensitive data at scale.

• Aligned to Securiti’s top Enterprise customers across North America
• Responsible for the entire customer lifecycle from onboarding to renewal
• Onboard new customers and introduce them to our product and support processes
• Provide ongoing support to customers, including troubleshooting issues, providing training, and answering questions
• Work with customers to identify and implement solutions to their business challenges
• Track customer satisfaction and identify opportunities for improvement
• Collaborate with sales, marketing, and product teams to ensure that customer needs are met
• Identify and close expand opportunities aligning Securiti’s solutions
• Ensure we exceed customer expectations throughout the customer journey leading to highest possible rate of retention and renewal

Required Qualifications:

• 3+ years of experience in customer success or a related role
• Strong understanding of the SaaS industry
• Excellent communication and interpersonal skills
• Ability to work independently and as part of a team
• Ability to work under pressure and meet deadlines
• Bachelor's degree in business, computer science, or a related field

Preferred Qualifications:

NA

Benefits:

• Competitive salary and benefits package
• Opportunity to work with a talented team and make a real impact on our customers
• Chance to learn and grow in a fast-paced, dynamic environment
• Challenging and rewarding work

If you are a highly motivated and results-oriented individual with a passion for customer success, we encourage you to apply. We are looking for a team player who is eager to learn and grow, and who is committed to making a difference in our customers' businesses.