Vice President of Sales, deepwatch
$400-450k
OTE
+ Stock Options
Managed cyber security solutions
Be an early applicant
Managed cyber security solutions
201-500 employees
Be an early applicant
$400-450k
OTE
+ Stock Options
201-500 employees
Company mission
To serve its customers and protect their networks, everywhere, every day.
Role
Who you are
- The ideal candidate will have a strong background in sales leadership, strategic planning, and building high-performing teams.
- The ideal candidate thrives in a fast-paced, highly technical, and entrepreneurial environment, bringing innovation, adaptability, and strategic leadership to the role
- Bachelor’s degree or equivalent experience; an MBA is preferred
- 8+ years sales experience in information security software or services
- Demonstrate knowledge and experience working with a range of GTM reseller partners by region
- A proven track record identifying, building and managing reseller partnerships that have delivered strong revenue growth
- Proven experience managing both direct and channel sales teams
- Leverage a successful track record managing a team of channel sales professionals
- Strong understanding of Managed Security Services business model and value-driven selling
- Experience working with key GTM partners and resellers in North America; knowledge of EMEA/APAC markets is a plus
- Comfort selling value versus price with proven experience in selling complex solutions and large deals to senior executives
- To be highly motivated and adept exceeding sales bookings targets versus plan and changing behavior as required
- Excellent communication skills and the ability to build trust with customers, partners, and executives
- To be proactive, analytical, and results oriented
- Familiarity with cybersecurity technologies like Splunk, EDR, and VM
- Channel and/or direct sales experience with focus on consultative, services-led sales and/or customer outcome-driven approach
- A good grasp of the MSS competitive landscape
- Are willing and able to travel extensively (often with short notice)
- This position will have access to customer data and as such is subject to International Traffic in Arms Regulations (ITAR). Upon application, candidates will be asked to confirm that they are a U.S. Person as defined by the following:
- A citizen of the U.S.
- A lawful permanent resident of the United States
- A person admitted to the United States as a refugee; or
- A person that has been granted asylum by the United States government.”
What the job involves
- Deepwatch is seeking a dynamic and results-driven Vice President of Sales to lead our sales organization and accelerate revenue growth during our next phase of expansion.
- This role will be pivotal in driving our go-to-market (GTM) strategies and fostering deep relationships with partners and customers
- You will collaborate closely with GTM partners & resellers, Channel, Marketing, technology partners and product teams to evangelize the value of Deepwatch to prospective customers and partners
- Team Leadership and Sales Execution
- Manage and lead a team of Regional Sales Directors and Account Executives to achieve and exceed targets for new sales bookings, pipeline growth, and new customer acquisition
- Ensure Account Executives develop and execute comprehensive account plans for optimal sales success in their territories
- Build and maintain accountability across the team by implementing and monitoring key performance and pipeline development metrics
- Attract, retain, and develop top sales talent while building a strong talent pipeline for future growth
- Mentor and train team members to step into advanced roles
- Collaboration and Strategic Partnerships
- Work closely with the Channel Sales leader to monitor GTM partner productivity and pipeline progress
- Assure the sales team effectively leverages alliances and relationships with key channel partners
- Collaborate with teams throughout the company to effectively position and sell Deepwatch services
- Partner with the CMO to develop and implement sales processes, including pipeline management, account planning, proposals, marketing campaigns, and customer engagement initiatives
- Pipeline and Forecasting
- Monitor the sales pipeline and top-of-funnel leads, coordinating with sales and marketing to ensure consistent Q/Q growth
- Provide detailed and accurate forecasting for leadership, Finance, and Board of Director updates
- Successfully deliver on both short-term results and long-term strategic goals, including new bookings, upsells, and renewals
- Strategic Growth and Messaging
- Develop growth strategies in collaboration with the Senior Leadership Team to align with organizational goals
- Leverage customer research to shape strategic brand positioning and messaging
- Partner with leadership to ensure consistent and compelling messaging tied to Deepwatch’s unique value proposition
- Create standardized outreach processes for potential customers, ensuring alignment across Business Development, Sales, Channel Management, and Marketing
- Values and Culture
- Incorporate Deepwatch’s Core Values and Mission into all sales activities and initiatives
- Serve as a role model for leadership attributes, including ownership, results-driven execution, talent development, and trust-building
- Encourage a high-performance, values-driven culture across the sales organization
Our take
With increased digital transformation and cloud adoption, businesses have ever-more complex systems to protect, making it harder to ensure everything remains cybersecure. Deepwatch supplies Managed Detection and Response (MDR) solutions, combining its technology and expertise to optimize protections for its clients, mitigate risk, and improve security outcomes.
Grasping the need for greater security for digital platforms, applications, and data, Deepwatch has built a cloud SecOps platform, upon which its services run. Its managed services are tailored to the requirements of each individual client, and involve a team of security experts collaborating with the business to gain an in-depth knowledge of their security requirements and specific areas of risk to target.
Competition for Deepwatch comes from companies such as Paladion, Crypsis, and ExtraHop. However, the demand for managed cybersecurity solutions is growing and - given there is a general cybersecurity skills shortage - security management companies like Deepwatch are becoming increasingly necessary. Funding raised by the company will allow it to grow to meet this demand, by accelerating innovation and development, and expanding its partner ecosystem.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 3 rounds)
Feb 2023
$180m
LATE VC
Oct 2020
$53m
SERIES B
Total funding: $256m
Company benefits
- Insurance plan options, including 100% employer premium contributions and HSA contributions for certain coverage
- Employer paid Life Insurance, Short-term and Long-term Disability, and Employee Assistance Program
- Supplemental coverage options
- Holistic employee Wellness program
- Flexible Time Off
- Paid Parental Leave
- Stock Options
- 401k with company match
- $200 Monthly reimbursement for Cell/Internet
- Annual recognition awards
- Spot bonus awards
- Employee and Customer Referral Bonus Programs
- Annual credit to Deepwatch Swag Store
- Professional Development Allowance: $3,000 in your first year and $6,000 annually thereafter
- Formal Leadership Development Program
- Employee-driven, company-wide Mentoring Program
- Paid time off for volunteering and voting
- Support for company-wide initiatives, such as Stem for Her and local initiatives like Feeding Tampa Bay
- Sponsored Employee Affinity Groups, including Women of Deepwatch, BIPOC, and DW Veterans
- Annual Company Kick Off Event, Monthly All Hands calls, cross functional initiatives, social events, interactive wellness programs, and department offsite meetings
- Peer Recognition Program (Radical Performer)
Company values
- Customers Are Our Core - Customers are the heart of our business. Every hire, process and decision is made with a focus on bolstering our ability to deliver exceptional customer experiences
- Innovation Drives Us - We continually focus on curating leading technologies into our Cloud SecOps Platform to stay ahead of the rapidly changing landscape
- Expect Excellence - We strive for excellence in everything we do. We do not settle for satisfactory. We hire outstanding employees, integrate best in class technologies and partners and expect excellence across our organization
- One Team - We are one team. No one person can accomplish the mission alone. We are selfless in our commitment to each other and to the greater good of the organization
- HAVE A BLAST! - We believe that promoting a fun and transparent work environment fuels creativity, positive relationships, and rewarding career experiences. We focus on the positive and celebrate our successes
Company HQ
Carver City-Lincoln Gardens, Tampa, FL
Articles
Leadership
Charlie Thomas
(Founder & Chair)A serial entrepreneur, Charlie has led and grown four different startups to market values from $25 million to over $1 Billion with four exits and an IPO.
John DiLullo
(CEO)Board Member at D-Wave and Board Advisor at Tetrate. Was previoulsy CEO at LiveVox and Lastline.
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