Assistant Vice President of Sales, ExtraHop
NEMEA
Ability to travel
Cyber security platform
Be an early applicant
Cyber security platform
501-1000 employees
Be an early applicant
Ability to travel
501-1000 employees
Company mission
To reveal cyber risk and build business resilience by exposing threats organizations can't see.
Role
Who you are
- Four-year degree or equivalent in a related discipline (e.g., information technology, computer science, business, or engineering)
- 5-10 years managing remote field sales teams
- Track history of success selling technical solutions
- Demonstrated technical acumen to articulate ExtraHop's value proposition in a differentiated and compelling manner
- Strong communication, organizational, and interpersonal skills
- Proven history of sales success in security / cloud / network / application management or related IT infrastructure solutions
- Demonstrated ability to secure meetings and close deals with senior-level executives
- Solid understanding of enterprise security
- Acute commercial skills with an understanding of how to support Cloud, Capex, Opex and finance requirements
- Strong independent work ethic and experience working in a dynamic culture
- Existing senior-level relationships at a wide range of enterprise accounts in your assigned territory
- Works cooperatively with others within the organization and other cross-functional stakeholders
- Works well in fast-paced, high-stress environments
- Has predictable, reliable attendance
What the job involves
- As an Area Sales Leader, you learn and maintain in-depth knowledge of ExtraHop’s products and technologies, competitive products, and industry trends
- Your primary responsibility for the role is managing a team of in-region quota-carrying sales managers
- The field sales team is responsible for increasing revenue in assigned regions/territories/districts through identifying, recruiting, and developing opportunities for generating direct sales and partnerships with resellers
- Drive agreed-upon sales strategies and processes to meet and exceed sales goals
- Development of sales plan including target setting and allocating named accounts
- Great teamwork ethics are required to run a successful sales team which should run as a team vs
- A collection of individuals
- Hire, train, motivate and retain an effective sales force
- Role model team leadership and management qualities
- Management of the team’s pipeline, qualify, and accurately forecast business
- Provide timely and accurate field feedback to other departments within ExtraHop
- Accurately forecast business on a weekly basis
- Work proactively with resellers and partners to grow business in your territory
- Meet/Exceed sales team booking target and Proof of Value (PoV) plan
- Assist the Regional Sales Managers
- Meet and exceed assigned sales targets by closing new accounts and growing revenues in existing customer installations
- Identify prospects for ExtraHop products through cold calls, and lead follow-up and face-to-face meetings
- Build a qualified pipeline to cover four times the assigned target
- Work with their Inside Sales team and align best on best practices
- Define win-strategy for key opportunities
- Call on senior executives to understand the business, decision-making, and financing processes of your territory
- Present and demonstrate ExtraHop products to customers
- Provide customer and competitor feedback and field intelligence where available and necessary
- Prepare and implement strategic sales account plans for all customers and identify business growth opportunities in the assigned customer base
- Ensure resellers and field sales engineers and management are working together in the sales process, lead generation, registering opportunities, accurately forecasting revenue, and tracking to required revenue goals established by their discount tier
- Coach and support the ramp-up and development of the sales force capabilities
- Prepare and maintain an accurate sales forecast for your territory
- Become the executive sponsor in the assigned region for key customers
- Keep Salesforce hygiene within the required parameters
Our take
When trying to become more cybersecure, many businesses find themselves operating blindly, as they lack the necessary insights to understand potential attack points within their networks. This information gap has led to an alarming vulnerability, leaving organizations exposed to threats that remain unseen.
ExtraHop provides organizations with the network visibility and threat detection capabilities they need. Through its cyber defense platform, the company enables businesses to detect and respond to advanced cyber threats before they can compromise their operations. Importantly, its use of cloud-scale AI and ML means this is done in real time.
With a portfolio of over 70 AI and ML patents, ExtraHop has built a reputation as an innovator in the space. It has been able to accelerate growth since its acquisition by Bain Capital and Crosspoint Capital in 2021, and fresh funding will ensure it is able to continue expanding capabilities and reinforcing its already strong position.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 5 rounds)
Jan 2024
$100m
GROWTH EQUITY VC
May 2014
$41m
SERIES C
Total funding: $161.6m
Company HQ
Pike Pine Retail Core, Seattle, WA
Leadership
Greg Clark
(CEO & Chairman)Greg is the co-founder and Managing Director of Crosspoint Capital Partners, a private equity investment firm focused on the cybersecurity, privacy, and infrastructure software markets. Previously, they were the CEO of Symantec, Blue Coat Systems, ABB Enterprise Software, and E2open.
Raja Mukerji
(Co-Founder & Chief Scientist)Prior to co-founding ExtraHop in 2007, Raja was a Senior Architect at F5 Networks for nearly 7 years and a Senior Engineer at Strong Capital Management for just over 2 years.
Nicholas Noviello
(COO & CFO)Nicholas is also a Managing Director at Crosspoint Capital Partners. Previously, they were the COO/CFO at Forescout Technologies as well as a CFO & Executive VP of Finance & Operations at Symantec.
Kevin Carney
(CRO)Prior to joining ExtraHop in 2024, Kevin was a VP of Strategic Sales (Americas) at SentinelOne. Before that, they spent 5 years at Fortinet as a VP and 2 years at SimpliVity as a Director.
Kanaiya Vasani
(CPO & CMO)Prior to joining ExtraHop in 2023, Kanaiya spent nearly 9 years at Infoblox as an Executive VP of Products & Corporate Development. They also spent 8 years at Juniper Networks in various VP roles.
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