Be Part of Something Bigger

Position:

Systems Engineer, Named Enterprise

www.fortinet.com

Objective:

We are looking for a Systems Engineer to work closely with a Named Account Manager in a defined territory. The Systems Engineer's main mission will be to support the sales organization in all technical matters regarding pre-sales, sales calls, and post-sales.

• Pre-sales - assist in qualifying sales leads from a technical standpoint.
• Sales calls - be the main technical resource on sales calls and answer or educate the customer and partner onissues ranging from features, specifications and functionality to integration.
• Conversant with networking applications and solutions.
• Post-sales - be the lead technical contact for identified accounts for technical issues and will work closely with the technical support team and engineering to answer, elevate and resolve customer's technical issues.
• Provide assistance to identified customers with post-sales training.

Required Skills:

• 5 – 8 years experience in technical/pre-sales support as a sales or systems engineer
• 5 - 7 years experience in LAN/WAN/Internet services administration
• Proven understanding of DNS and NFS, SMTP, HTTP, TCP/IP
• Knowledge of the following technologies: Routing, Switching, VPN, LAN, WAN, Network Security, Intrusion Detection, and Anti Virus.
• Solid understanding in the following technologies and protocols: RADIUS, PKI, IKE, Certificates, L2TP, IPSEC, FIREWALL, 802.1Q, MD5, SSH, SSL, SHA1, DES, 3DES
• Experience with encryption and authentication technologies required
• Exceptional presentation skills
• The Systems Engineer, Named Enterprise is required to customarily and regularly work outside of their office or home office engaged in selling, including travel as needed to make a sale.

Education:

• Bachelors Degree or equivalent experience. Graduate Degree favorable

#LI-EA1

Position Summary

HackerOne is seeking a Strategic Partner Manager, AWS to lead and drive our partnership with AWS Marketplace. In this role, you will play a pivotal part in shaping and executing a comprehensive alliance strategy aimed at fostering strong relationships with key stakeholders and driving revenue growth through joint sales and marketing initiatives. As the primary manager of the AWS Marketplace program, you will work cross-functionally with internal teams such as sales, operations, and marketing to align processes and enablement programs, while also collaborating directly with AWS sellers to strengthen the partnership.

**This position is an equal blend of sales and program development. We're seeking a candidate with a strong sales background and experience in building an AWS ISV  Program.

This position is located remotely in the United States. Ideally, in Texas, North Carolina, Tennessee, Illinois, Michigan, or Minnesota. Reports to our VP, Partnerships Sales. Must be able to travel up to 30%.

Company Overview

HackerOne is the global leader in human-powered security, harnessing the creativity of the world’s largest community of security researchers with cutting-edge AI to protect your digital assets. The HackerOne Platform combines the expertise of our elite community and the most up-to-date vulnerability database to pinpoint critical security flaws across your attack surface. Our integrated solutions, including bug bounty, pentesting, code security audits, spot checks, and AI red teaming, ensure continuous vulnerability discovery and management throughout the software development lifecycle. Trusted by industry leaders such as Coinbase, General Motors, GitHub, Goldman Sachs, Hyatt, PayPal, and the U.S. Department of Defense, HackerOne was named a Best Workplace for Innovators by Fast Company in 2023 and a Most Loved Workplace for Young Professionals in 2024.

• Alliance Strategy: Assist in designing and implementing a comprehensive strategy to maximize the partnership with AWS Marketplace, ensuring it aligns with HackerOne’s broader objectives.
• Stakeholder Management: Build and maintain robust relationships with key stakeholders at AWS, ensuring goal alignment and the achievement of revenue growth targets.
• Joint Marketing & Sales: Lead joint marketing and sales initiatives with AWS, increasing brand awareness and generating new business opportunities.
• Marketplace Management: Support and manage AWS Marketplace listings to maximize customer engagement and transaction volume.
• Co-Selling Initiatives: Drive joint co-selling efforts between HackerOne and AWS sales teams within key accounts, ensuring effective collaboration and successful outcomes.
• Sales Team Support: Provide strategic guidance and support to the sales team to build and strengthen relationships with AWS field and partnerships teams.
• Renewals Collaboration: Work closely with the renewals team to ensure account alignment, secure on-time renewals, and identify upsell opportunities.
• Process Optimization: Partner with sales operations to identify and implement process improvements for AWS Marketplace transactions.
• Event Participation: Actively participate in in-person meetings and events with AWS sales teams and attend AWS events to ensure alignment and shared success.
• Opportunity Identification: Collaborate with internal teams to identify and qualify potential business opportunities within the AWS ecosystem.
• Ecosystem Awareness: Stay informed about the latest developments and trends within the AWS ecosystem to guide strategic decisions.

Minimum Qualifications

• 5+ years of experience in managing strategic partnerships with cloud providers, ISVs, or within a similar ecosystem.
• Been part of a team or directly managed AWS marketplace programs.
• Must have experience in the security industry.
• Experience working at an Independent Software Vendor (ISV) similar to HackerOne, with a strong understanding of sales processes and programs.
• Experience in a growing startup or mid-sized company, with the ability to adapt and wear multiple hats in a dynamic environment.
• Strong understanding of the cloud provider’s ecosystem, including tools like Tackle.io, and various services and solutions.
• Demonstrated ability to identify and pursue business opportunities that result in significant revenue growth.
• Proven track record of driving incremental revenue through effective collaboration with partners.
• Exceptional communication and interpersonal skills, capable of influencing and managing key stakeholders.
• Superior organizational abilities, with the capacity to manage multiple projects and priorities concurrently.

Preferred Qualifications

• Direct tackle.io experience is flexible if you have worked with other similar solutions.

Compensation Bands: Base (60/40)

Tier Guide

Tier A: Base $112,800 - $140,000

Tier B: Base $108,000 - $136,400

Tier C: Base $95,900 - $131,900

#LI-Remote

#LI-KL1

We are a Circle Back Initiative Employer and commit to responding to every applicant.

We're committed to building a global team! For certain roles outside the United States, U.K., and the Netherlands, we partner with Remote.com as our Employer of Record (EOR).

Employment at HackerOne is contingent on a background check.

HackerOne is an Equal Opportunity Employer in the terms and conditions of employment for all employees and job applicants without regard to race, color, religion, sex, sexual orientation, age, gender identity or gender expression, national origin, pregnancy, disability or veteran status, or any other protected characteristic as outlined by international, federal, state, or local laws.

This policy applies to all HackerOne employment practices, including hiring, recruiting, promotion, termination, layoff, recall, leave of absence, compensation, benefits, training, and apprenticeship. HackerOne makes hiring decisions based solely on qualifications, merit, and business needs at the time.

For US based roles only: Pursuant to the San Francisco Fair Chance Ordinance, all qualified applicants with arrest and conviction records will be considered for the position.

HackerOne Values

HackerOne commits to maintaining a strong, inclusive culture built for our employees and our community of hackers. We are driven by our five core values. We recognize that our mission is bigger than us, and therefore act with integrity at all times. As a team, we believe that transparency builds trust so we default to disclosure in our communications. Each individual executes with excellence, creating an environment of greater alignment and greater autonomy. We win as a team and respect all people to empower everyone to learn from each other, innovate, and grow.

Get to Know Us

Horizon3.ai is a fast-growing, remote cybersecurity company dedicated to the mission of enabling organizations to proactively find and fix and verify exploitable attack vectors before criminals exploit them. Our flagship product, the NodeZeroTM platform, delivers production-safe autonomous pentests and other key assessment operations that scale across the largest internal, external, cloud, and hybrid cloud environments. NodeZero has been adopted by organizations of all sizes, from small educational institutions to government agencies and Global 100 enterprises. It is used by ITOps/SecOps teams, consulting pentesters, and MSSPs and MSPs.

We are a fusion of former U.S. Special Operations cyber operators, startup engineers, and formerly frustrated cybersecurity practitioners. We're committed to helping solve our common security problems: ineffective security tools, false positives resulting in alert fatigue, blind spots, "checkbox” security culture, cybersecurity skills shortage, and the long lead time and expense of hiring outside consultants. Collectively, we are a team of learn it alls, committed to a culture of respect, collaboration, ownership, and results.

As a remote first company, we require minimum 25Mbps consumer grade broadband connection.

• Sales Experience: Minimum of 5 years of successful sales experience in the cybersecurity technology industry, with a strong track record of achieving sales growth
• Introduction of New Solutions: Demonstrated success in introducing and selling new disruptive cyber software solutions
• Quota Achievement: Proven ability to exceed sales quotas consistently quarter over quarter.
• Channel Partner Management: Experience in establishing and monetizing strong Channel Partner relationships, with existing relationships in the region being essential.
• Sales Process Management: Proficiency in managing all aspects of the sales process, including qualification, proof of value, forecasting, negotiation, and deal closure.
• Post-Sales Management: Ability to manage and drive the post-proof of value ROI process.
• CRM and Pipeline Management: Experience in accurately tracking and managing customer information in company-provided CRM, and maintaining an accurate pipeline and forecasting in Salesforce (SFDC).
• Product Presentation and Demo: Capability to present and demonstrate Horizon3AI solutions effectively in both virtual and in-person meetings.
• Independent and Team Player: Demonstrated ability to work independently while also collaborating effectively with distributed sales, support, and success teams.
• Sales Methodology: Familiarity with Challenger Question-Based Selling type sales methodologies.
• Sales and Marketing Tools: Familiarity with sales enablement tools like Salesforce, CRM, Outreach.io, Linked-In Sales Navigator, ZoomInfo, and Slack.

Required Qualifications

• Sales Experience: Minimum of 5 years of experience working in a Sales role in cybersecurity
• Industry Experience: Minimum of 3 years of experience working in the INFOSEC or SaaS space
• Education: A college degree or equivalent work experience required
• Must be located in the Pacific NorthWest territory and area

Preferred Qualifications

NA

Travel Required

We are a fully remote company, and this job may require up to 60% of travel within the Pacific NorthWest territory to be successful. Job-related travel expenses are reviewed and must be approved by your manager.

Perks of Horizon3.ai

• Inclusive Team: We value diversity and promote an inclusive culture where everyone can thrive.
• Growth Opportunities: Be part of a dynamic and growing team with numerous career development opportunities.
• Innovative Culture: Work in a collaborative environment that encourages creativity and out-of-the-box thinking.
• Remote Work: We are a 100% remote company. Enjoy the flexibility to work in the way that supports you and brings out your best.
• Competitive Compensation: We offer competitive salary and benefits which includes health, vision & dental care for you and your family, a flexible vacation policy, and generous parental leave.

Compensation and Values

At Horizon3.ai, we believe that our people are our greatest asset, and our compensation philosophy reflects this core value. We are committed to fostering an environment where all employees feel valued, respected, and rewarded for their contributions. Our compensation structure is designed to be fair, competitive, and transparent, ensuring that every team member is recognized and compensated equitably across roles, levels, and locations.

In accordance with various State’s transparency regulations, we provide the following salary range information for this position:

• Total On-Target Compensation: $280,000 - $300,000 OTE 50/50 split annually. The exact salary will be determined based on the selected candidate’s location, qualifications, experience, and relevant skills.
• Additional compensation: This role may also be eligible for an equity package (in the form of stock options). If any other compensation benefits apply, they will be discussed during the interview process.

You Belong Here

Horizon3.ai is not just an equal opportunity employer - we are a community that values diversity, equity, and inclusion as fundamental principles of our culture and success. We are dedicated to fostering a workplace where everyone feels welcome and respected, regardless of race, color, religion, sex, national origin, age, disability, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, hair length or any other legally protected status by law.

Our commitment to diversity and inclusion means we strive to attract, develop, and retain a workforce that reflects the varied communities we serve. We believe that diverse perspectives drive innovation and strengthen our ability to create cutting-edge cybersecurity solutions. At Horizon3.ai, every team member is valued and supported in an environment that encourages personal and professional growth.

We welcome candidates from all backgrounds and experiences, and we encourage all qualified individuals to apply. Come be a part of Horizon3.ai, where your unique contributions are recognized, and your potential is limitless.

Other Duties

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Duties, responsibilities, and activities may change at any time with or without notice.

Application Note

In any materials you submit, you may redact or remove age-identifying information such as age, date of birth, or dates of school attendance or graduation. You will not be penalized for redacting or removing this information.