Be Part of Something Bigger

Summary Information About the Role

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The Enterprise Account Executive formulates and executes a sales strategy resulting in revenue growth and new customer acquisition. You will take FireMon’s product capabilities and value to potential clients, match our strengths to clients' needs. Strong candidates have a proven track record of consistently exceeding sales quotas and thrive in an environment where they are in control of their earnings. You must be extremely results-driven, customer-focused, technologically savvy, and innovative at building internal relationships and external partnerships to attack the market with passion!

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Company Overview

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FireMon provides persistent network security for hybrid environments through a powerful fusion of real-time asset visibility, continuous compliance, and automation. Since creating the first-ever network security policy management solution, FireMon has delivered command and control over complex network security infrastructures for more than 1,700 customers.

• Identify, develop and execute an account strategy to close new business opportunities and expand revenue with customers across the assigned Territory; independently and cooperatively.
• Scope, negotiate and bring to closure agreements to exceed booking and revenue quota targets.
• Aggressively build, nurture, manage and support new sales and upsell existing customers in the assigned territory.
• Target and gain access to decision-makers in key prospect accounts in the assigned territory.
• Establish access and maintain existing relationships with key decision-makers (typically at the CIO and CSO level) in industry, partners, and enterprise customers to drive all pertinent issues related to sales strategy and goal attainment.
• Collaborate with operative peers across functions (including the Field Sales, Channel, Marketing, Sales Operations, System Engineering, Services, Customer Support, and Product Development) to create visibility with target accounts and drive engagement of target prospects at both the individual contributor and executive level.
• Build strong and effective relationships with channel partners, resulting in force multiplier revenue growth opportunities.
• Capture, maintain and disseminate accurate and relevant prospect information using Salesforce.com.
• Maintain a high volume of sales activity via calls, emails, & social selling.
• Work as part of a sales team toward reaching quarterly territory sales quota.

Required Qualifications

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• Experience selling enterprise technology in a fast-paced and competitive market.
• Requires strong selling skills into enterprise accounts with an understanding of large business organizations and their buying cycles.
• Strong technical and non-technical communication skills, including strong verbal, analytical and interpersonal skills.
• Possess the drive to succeed and to participate in the growth of an exciting, fast-paced company.
• Must be well organized and able to handle a large volume of customers.
• Outstanding presentation, written, verbal, and closing skills.
• Must be based in the Greater Atlanta Metro area.

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Preferred Qualifications

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• 3 or more years of IT selling experience with experience selling software security and/or infrastructure security products to corporate enterprises.

Our customers have unique and complex security problems that are difficult to solve. This doesn’t intimidate us, it inspires us. It pushes us to be more creative and find solutions to ensure their success. If this sounds like a movement you'd be interested in joining, we invite you to apply today.

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FireMon provides equal employment opportunities to all employees, and applicants for employment, and prohibits discrimination and harassment of any type without regard to race, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

Director, Sales Engineering

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Location: Remote in PST or MST timezones

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ABOUT US

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Dive right in. Swim with our pod. At Orca, in the right environment and with the right team, talent has no boundaries. This team spirit, together with our drive to always aim high, has quickly earned us unicorn status and turned us into a global cloud security innovation leader. So if you’re ready to join an amazing team of people who inspire each other every day, now is the time to find your place in our pod.

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We’re looking for a driven and talented leader like you to join our Sales Engineering team and our mission to change the future of cloud security. Ready to dive in and swim with our pod?

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HIGHLIGHTS

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• High-growth: Over the past six years, we’ve consistently achieved milestones that take other companies a decade or more. During this time, we’ve significantly grown our employee base, expanded our customer reach, and rapidly advanced our product capabilities.
• Disruptive innovation: Our founders saw that traditional security didn’t work for the cloud—so they set out to carve a new path. We’re relentless pioneers who invented agentless technology and continue to be the most comprehensive and innovative cloud security company.
• Well-capitalized: With a valuation of $1.8 billion, Orca is a cybersecurity unicorn dominating the cloud security space. We’re backed by an impressive team of investors such as Capital G, ICONIQ, GGV, and SVCI, a syndicate of CISOs who invest their own money after conducting their due diligence.
• Respectful and transparent culture: Our executives pride themselves on being accessible to everyone and believe in sharing knowledge with employees. Each employee has a place in shaping the future of our industry.

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ABOUT THE ROLE

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Orca is seeking a Director, Sales Engineering West to support our sales (pre-sales) engineering team. You will play a critical role in growing Orca’s business by building and leading a high performing team of 6+ Sales Engineers across the US and LATAM. Our Sales Engineers play a critical role in communicating the value of Orca’s cloud security solutions and thought leadership to our prospective customers across multiple Enterprise verticals.

• Execute Technical Field Enablement:
• Through powerful demos driven by use cases, customer stories and customer pain points that enable the team with strong messaging.
• Provide air cover for technical engagements including proof of concepts.
• Represent regional technical needs with Product Management.
• Support Technical Training & Development.
• Adapt and support global pre-sales processes with the team to streamline pre-sales conversations, POCs and competitive landscape.

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• Deal Focus:
• Provide pre-sales technical vision and leadership in key moments of a deal (competition, support of vision …)
• Coaching and guidance through the deal process as needed.
• Act as an escalation point through deal progression as needed.
• Travel to support deal progression and POCs as needed.
• Represent non-technical needs for the region.
• Deal/opportunity conflict resolution, mediations and decision making.

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• Coach and Develop team
• Regular coaching and communication with team members.
• Support training and development efforts for your team.
• Ensure all team members understand their roles, expectations, and duties.
• Coach team members through conflict within and outside the organization.
• Enable new SEs with proper training and support .
• Allow mistakes to be made. Learn from them, adjust quickly and iterate.
• Promote group and team alignment with sales strategy, sales motions, and process.
• Skilled at "crucial conversations".

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• Leadership:
• Recruit and Retain SEs through enablement, support, candor and mentorship.
• Enabler, problem solver and mentor.
• Organization and team success focused.
• Develop and maintain key working relationships with regional sales, partner, and support staff
• Drive communication and teamwork throughout the region.
• Work with the ecosystem to bring new ideas forward.
• Promote customer advocacy, advisory boards and technical user groups.

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• External Duties
• Develop relationships with key decision makers, technical alliances, influencers and partners.
• Represent Orca Security (present) at industry conferences and user groups.
• Author blog, white paper and other thought leading pieces on behalf of Orca Security for the security industry.
• Promote and support partner training, development, education and maturity with Orca solutions.
• Partner and channel enablement.

• Required Qualifications:
• Experience building and leading globally dispersed team(s) of high-performing Sales Engineers in a high-growth environment
• Selling cloud security enterprise solutions in a complex sales process and consistently achieving and exceeding sales goals
• Track record of cross-functional collaboration with Product Management, Engineering, Finance, HR and other key stakeholders to drive business results
• Designing and implementing enablement tools, content, processes and programs to accelerate time-to-productivity of newly hired Sales Engineers
• Establishing productivity goals and performance metrics that drive results
• Team focused. Does not go alone into key regional activities.

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• Preferred Qualifications:
• Hands On AWS / GCP / Azure experience
• Experience with CSPM / Vulnerability Management solutions or Cloud Security.

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Company Description:

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Anvilogic is a Palo Alto-based AI cybersecurity startup founded by security veterans and data scientists from Fortune 500 companies. In 2019, we started building an AI-based SOC platform to lower the barrier to entry for detection engineering and threat hunting skill sets desperately needed in cybersecurity.

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Our mission is to democratize threat detection and hunting for today’s SOC teams to easily be done across hybrid, multi-clouds and security data lakes without needing to centralize data or rip and replace tools. Further, with our investments in AI-powered automation of detection-as-code to create, test, tune and deploy detections, SOC users can implement high-efficacy detection and hunting techniques without writing a single line of code nor manually wrangling data.

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Anvilogic’s AI-powered Multi-Data Platform SIEM is used by many of the industry’s most advanced security teams.

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Anvilogic has just raised a $45M Series C financing led by Evolution Equity Partners.

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Company Overview:

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Founded in 2019, Anvilogic is a Series C, AI, cybersecurity cloud enterprise company. Anvilogic is the industry’s first AI-powered multi-data platform SIEM company that is shaking up the legacy hold of platforms like Splunk at F1000 companies and becoming the modern SIEM of choice at these companies. Our customer connection is strong, our platform is enterprise-grade, and we have a promising growth year ahead of us. Our team is a collection of industry veterans and domain experts, with experience in building companies. Our investors & Board members are tier 1. Revenue has doubled in 2023 and is expected to double in 2024. More about us and our customers: https://www.anvilogic.com/customers.

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Required Qualifications:

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• Experienced pre-sales engineer who knows how to help customers articulate their problems, and fit our platform to solve them
• Strong technical background in SIEM + Security Operations
• Security experience and domain expertise
• Ready to lead and cut a new path in a dynamic startup
• Passionate and humble team player who works towards our common goals

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Preferred Qualifications:

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• Ideally on Splunk, Snowflake and/or Azure with SPL, SQL and/or KQL experience

• Immediate need for candidates in the Northeastern US region (New York/Boston). If you know someone who might be interested, please share this or repost it in your feed!

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What You'll Love About Us:

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• This role is eligible to participate in Anvilogic’s commission plan and it is common for employees in this role to receive total on-target earnings of $225,000 - $275,000
• High growth startup - plenty of room for you to directly impact the company and grow your career
• Experienced Leadership with a priority on Culture
• Remote work environment
• Competitive compensation and opportunity for equity
• Unlimited paid time off
• Health, dental, vision insurance
• 401k match
• Additional perks, such as home office stipend and donation policy