Client Executive, SMC

Location: Chicago/Midwest preferred

Are you passionate about helping to solve the critical cybersecurity challenges that enterprises are facing today? Are you passionate about building your business and disrupting your territory with industry-leading cyber defense capabilities? If so, BlueVoyant is seeking an experienced SMC Client Executive to join the team to grow our high velocity business relationships. This position will grow our co-sell relationship with the Microsoft SMC Segment and strategic resellers to drive pipeline growth. In this position, you will engage with prospective customers to assess their desired business outcomes and required capabilities, consultatively share BlueVoyant's capabilities to seek alignment, collaborate with technology and channel partners, and ultimately achieve your assigned revenue targets.

About BlueVoyant

At BlueVoyant, we recognize that effective cyber security requires active prevention and defense across both your organization and supply chain. Our proprietary data, analytics, and technology, coupled with deep expertise, work as a force multiplier to secure your full ecosystem. Accuracy! Actionability! Timeliness! Scalability!

Led by CEO, Jim Rosenthal, BlueVoyant's highly skilled team includes former government cyber officials with extensive frontline experience in responding to advanced cyber threats on behalf of the National Security Agency, Federal Bureau of Investigation, Unit 8200, and GCHQ, together with private sector experts. BlueVoyant services utilize large real-time datasets with industry-leading analytics and technologies.

Founded in 2017 by Fortune 500 executives, including Executive Chairman, Tom Glocer, and former Government cyber officials, BlueVoyant is headquartered in New York City and has offices in Maryland, Tel Aviv, San Francisco, London, Budapest, and Latin America.

All employees must be authorized to work in the United States. BlueVoyant provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, or genetics. In addition to federal law requirements, BlueVoyant complies with applicable state and local laws governing non-discrimination in employment in every location in which the company has facilities.

• Build relationships in the Microsoft SMC Operating Units and with the field sales teams to grow joint revenue and acquire new customers.
• Amplify our security co-sell messaging to Microsoft Sales leadership and facilitate relationship building between field sales teams.
• Work with SMC team to develop joint pipeline.
• Leverage existing individual and BlueVoyant relationships to build and execute new go-to-market opportunities.
• Build measurable business plans to define partnership goals and conduct QBRs with Microsoft stakeholders to execute pipeline and sales success.
• Prepare and present regular partnership status updates and sales results for executive leaders and program stakeholders.
• Work closely with BlueVoyant marketing to leverage resources (collateral, presentations, events, emails, webinars) to support joint initiatives with assigned partners.
• Drive healthy revenue growth within your assigned territory by leveraging BlueVoyant's entire portfolio and successfully executing against your assigned pipeline, revenue, and partner program objectives.
• Lead the overall sales process, from prospecting through contract execution and partner collaboration, both with new logos and existing customers.
• Collaborate with cross-functional teams including Sales, Sales Engineering, Marketing, Product, and Customer Success to ensure positive outcomes for BlueVoyant, partners, and end-customers.
• Consistent and effective prospect/customer engagement, grounded in consultative selling and professional presentations, with a focus on business and technical outcomes to cyber security and risk-focused leaders.
• Timely and accurate Salesforce.com administration, including but not limited to revenue forecasting and account activities.
• Build and maintain measurable business and account plans to support team objectives and demonstrate success towards territory, partner, and revenue achievement objectives.

Required Qualifications:

• At least 1 year of experience in selling security solutions, preferably Microsoft security solutions.
• At least 1 year of experience in selling security services, such as implementation and managed detection and response (MDR).
• Demonstrated ability to navigate Microsoft security solution selling motions, including E3 to E5 step up and Microsoft Sentinel.
• Familiarity with Azure cloud security capabilities and Microsoft licensing and SKU bundles.
• A bachelor's degree in information technology or a related field, or equivalent work experience.
• At least 1 year of experience in solution or services sales, with a focus on security and compliance products.

Preferred Qualifications:

• Experience in security-related sales or account management, working with enterprise customers in various industries.
• Knowledge and proficiency of the sales process from initiation to close; MEDDPICC is a plus.
• Excellent listening and proposal creation skills - not only presenting 'what we do', but 'how we do it differently' with direct correlation to identified customer challenges, business and technical target outcomes.
• Positive, tenacious, persuasive and goal-oriented.
• Excellent verbal communication skills; able to demonstrate patience and enthusiasm while communicating with prospects and clients.
• Ability to work independently and as an active member of a team.
• Strong computer skills, including Microsoft Office Suite (Word, PowerPoint, Outlook, and Excel), Google Workspace, and CRM/Salesforce experience preferred.
• Thrives in a dynamic and fast-paced environment.

NA

Summary

The Senior Sales Engineer will be a key technical advisor to Druva customers as they develop their cloud backup solution and be able to articulate Druva’s technical and product positioning to a variety of business and technical stakeholders throughout the sales cycle, forging strong relationships with them.

In this role, you will drive the technical evaluation stage of the overall sales process, making you a critical driver of customer success as data governance becomes more important and necessary in the modern enterprise. You will be the key technical advisor to the Sales teams and work closely with our Product teams, Professional Services and Customer Support teams.

The ability to effectively scale your interactions from highly technical I.T. staff to key stakeholders at the Executive level is a must. Flexibility in your current skill set and a demonstrable eagerness to learn new things are key criteria to any candidates for this position. You will work in a team of individual contributors who are empowered to make decisions and run their day to business.

The ideal candidate must be self-motivated with a proven track record in software/technology sales or consulting. You should also have a demonstrated ability to think strategically about business, products, and technical challenges. We are looking for candidates who are comfortable at the intersection of technology and business.

Company Overview

Druva, the autonomous data security company, puts data security on autopilot with a 100% SaaS, fully managed platform to secure and recover data from all threats. The Druva Data Security Cloud ensures the availability, confidentiality, and fidelity of data - providing customers with autonomous protection, rapid incident response, and guaranteed data recovery. The company is trusted by its more than 6,000 customers, including 65 of the Fortune 500, to defend business data in today’s ever-connected world. Amidst a rapidly evolving security landscape, Druva offers a $10 million Data Resiliency Guarantee ensuring customer data is protected and secured against every cyber threat. Visit druva.com and follow us on LinkedIn, X and Facebook.

• Deliver awe-inspiring technical product presentations and demos, provide timely and insightful responses to customer queries, and recommend creative ways Druva can solve customer problems.
• Understand and participate in answering the functional and technical elements of RFIs/RFPs.
• Perform remote installations, training, and ensure the success of customer POCs.
• Effectively communicate customer requirements to the Product management team.
• Meet business objectives, working in collaboration with Sales Executives in the region.

Required Qualifications:

• Strong knowledge of enterprise server backup technology
• Knowledge and practical experience with VMware & Hyper-V administration.
• Backup & Restore of File & MSSQL Servers.
• Exposure to AWS services - mainly EC2, S3, IAM & VPC.
• Understanding of project management methodologies and processes
• Exposure to Storage protocols SAS, Fibre Channel, SCSI, iSCSI
• Understanding of Network Technologies and protocols – TCP/IP, VLAN, DNS, switches, firewalls, routers

Preferred Qualifications:

• 7+ years in technical customer-facing roles with at least 3+ years as a Sales Engineer
• 3+ years of experience in a pre-sales role working with enterprise software solutions (Backup and SaaS experience a plus)
• Expert level knowledge of Operating Systems including MS Windows, Linux, and MAC.
• Experience with Active Directory, SSO Tools, SCCM/Casper Deployment tools, Virtual environments (VMWare, HyperV), Storage Technologies (SAN/NAS)
• Knowledge of Networking concepts (TCP/IP, DNS, Bandwidth Management, Firewalls), Cloud Technologies using AWS/Azure.
• Experience with a SaaS company or demonstrable deep knowledge of SaaS practices
• Fast Learner in a dynamic environment with changing priorities
• Results-oriented with the ability to prioritize activities, plan and organized to meet commitments
• Excellent presentation, communication (verbal & written), and relationship building skills, across all levels of management including negotiations and risk abatement
• Travel up to 25%

The pay range for this position is expected to be between $190,000 and $253,333/year; however, base pay offered may vary depending on multiple individualized, non-discriminatory factors, including market location, job-related knowledge, skills, and experience. The total compensation package for this position may also include other incentive compensation opportunities in the form of discretionary annual bonus or commissions, and equity. Additionally, full-time employees are eligible to participate in our comprehensive benefits program, including health and wellness benefits, 401(k) retirement plan, life and disability insurance coverages, and other benefits the Company may offer from time to time.

Summary Information about the Role and Company Overview

Fastly helps people stay better connected with the things they love. Fastly’s edge cloud platform enables customers to create great digital experiences quickly, securely, and reliably by processing, serving, and securing our customers’ applications as close to their end-users as possible — at the edge of the Internet. The platform is designed to take advantage of the modern internet, to be programmable, and to support agile software development. Fastly’s customers include many of the world’s most prominent companies, including Vimeo, Pinterest, The New York Times, and GitHub.

We're building a more trustworthy Internet. Come join us.

Senior Software Engineer - API Services

The API Services team owns critical services to ensure the performance and reliability of Fastly’s Control Plane. We are looking for a senior backend engineer with some SRE experience to join our team. This role involves working with numerous internal Fastly teams and supporting critical components of our infrastructure.

• Design, develop, deploy, and maintain systems and features that have a direct impact on how customers run their services on Fastly
• Contribute, support and deploy applications and scripts written in Go to cloud environments
• Evolve manual tasks into reliable, automatic systems
• Operate infrastructure and services at scale
• Collaborate with your teammates and other engineers across the organization through code and design reviews
• Anticipate, design, and build for the continued reliability and scaling needs of the Fastly Control Systems
• Contribute to the core infrastructure and platform needs of the team by working with tools and frameworks like Terraform, Jenkins, Kubernetes and Chef
• Participate in on-call rotation

Required Qualifications

• You have at least 5 years of related development experience, preferably building global scale distributed systems
• Hands-on experience developing applications in GoLang
• Solid experience with cloud providers (AWS, GCP), containerization (Docker, Kubernetes) and infrastructure as code (Terraform)
• Track record of processes improvements through automation
• Experience with monitoring and observability tools (Prometheus, Grafana, Splunk, New Relic, etc)
• Understanding of distributed systems and microservices architecture
• Able to implement reasonably well defined projects with minimal guidance
• You are eager to learn new domains, grow your skills, and move up the stack
• Strong written and verbal communication skills
• A great teammate: communicative, collaborative, empathetic
• You have experience working with teams distributed across different time zones

Preferred Qualifications

• Experience in any of these: Envoy, Varnish, API Gateway

Additional Commentary

Work Hours:

This position will require you to be available during core North American business hours and occasional nights and weekends for on call rotation.

Work Location(s) & Travel Requirements:

This position is open to both hybrid and remote work locations in the US.

The preferred hybrid locations for this position are:

• San Francisco, CA
• Denver, CO
• New York, NY

Fastly currently embraces a largely hybrid model for most roles which allows employees flexibility to split their time between the office and home.

We are willing to consider remote candidates in the United States only.

SF / LA Fair Chance Ordinance Statement

Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Salary:

The estimated base salary range for this position is $167,790 to $209,740.

Starting salary may vary based on permissible, non-discriminatory factors such as experience, skills, qualifications, and location.

This role may be eligible to participate in Fastly’s equity and discretionary bonus programs.

Benefits:

We care about you. Fastly works hard to create a positive environment for our employees, and we think your life outside of work is important too. We support our teams with great benefits that start on the first day of your employment with Fastly. Curious about our offerings?

We offer a comprehensive benefits package including medical, dental, and vision insurance. Family planning, mental health support along with Employee Assistance Program, Insurance (Life, Disability, and Accident), a non-accrual vacation policy and up to 18 days of accrued paid sick leave are there to help support our employees. We also offer 401(k) (including company match) and an Employee Stock Purchase Program. For 2024, we offer 10 paid local holidays, 11 paid company wellness days.

Why Fastly?

• We have a huge impact. Fastly is a small company with a big reach. Not only do our customers have a tremendous user base, but we also support a growing number of open source projects and initiatives. Outside of code, employees are encouraged to share causes close to their heart with others so we can help lend a supportive hand.
• We love distributed teams. Fastly’s home-base is in San Francisco, but we have multiple offices and employees sprinkled around the globe. As a new hire, you will be able to attend our IN-PERSON new hire orientation in our San Francisco office! It is an exciting week-long experience that we offer to new employees to build connections with colleagues across Fastly, participate in hands-on learning opportunities, and immerse yourself in our culture firsthand.
• We value diversity. Growing and maintaining our inclusive and diverse team matters to us. We are committed to being a company where our employees feel comfortable bringing their authentic selves to work and have the ability to be successful -- every day.
• We are passionate. Fastly is chock full of passionate people and we’re not ‘one size fits all’. Fastly employs authors, pilots, skiers, parents (of humans and animals), makeup geeks, coffee connoisseurs, and more. We love employees for who they are and what they are passionate about.
• We’re always looking for humble, sharp, and creative folks to join the Fastly team. If you think you might be a fit please apply! A fully completed application and resume or CV are required when applying.

*Fastly is committed to ensuring equal employment opportunity and to providing employees with a safe and welcoming work environment free of discrimination and harassment. Our employment decisions are based on business needs, job requirements and individual qualifications. 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, family or parental status, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.

Consistent with the Americans with Disabilities Act (ADA) and federal or state disability laws, Fastly will provide reasonable accommodations for applicants and employees with disabilities. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact your Recruiter, or the Fastly Employee Relations team at candidateaccommodations@fastly.com or 501-287-4901.

Fastly collects and processes personal data submitted by job applicants in accordance with our Privacy Policy. Please see our privacy notice for job applicants.*