Regional Sales Director, XM Cyber
DACH
More information about location
Cloud security and cyber risk management platform
Be an early applicant
Cloud security and cyber risk management platform
201-500 employees
Be an early applicant
More information about location
201-500 employees
Company mission
To ensure that organizations are always one step ahead of the hacker
Role
Who you are
- 10+ years’ experience working in the IT industry with at least 5 years in a cyber security sales role
- Exceptional presentation skills (oral and written) for communication of value proposition, business benefits, technology integration, product differentiators, and competitive benefits
- Deep knowledge of the cyber industry and the different go-to-market models that VAR and MSSP organisations use
- Strategic thinker with a view for building scalable business models
- Previous experience successfully building regional business within Germany
- An understanding of key industry drivers and major technology vendors
- Ability to evangelize new technologies and ideas
- Previous experience working in a start-up environment and building a business from ground up is essential
- Knowledge of digital business models and how digital transformation and increased 3rd party connectivity is impacting cyber security
- High level knowledge of some of the following security technology domains: EDR, SIEM, SOAR, Penetration Testing, Vulnerability Scanning, Firewalls and PAM
- Ideally experience within a SAAS vendor
- Language Skills: English and German
- Ability to travel regularly within region, as needed
- Knowledge of and formal training on industry accepted sales methodologies e.g. Target Account Selling, Miller Heiman, SPIN
What the job involves
- We are looking for an inspirational and experienced Regional Sales Director with a strong track record of scaling a sales region where the target end users are 10,000 employees and above
- We are witnessing exponential growth in our business with clients using us to meet needs around hybrid/cloud security, 3rd party risk management, ransomware readiness, OT security, vulnerability prioritization, executive cyber risk reporting and digital transformation. This is a strategic opportunity to be part of the team that takes the DACH region to the next level of success
- You will apply strong domain experience in the enterprise security space, coupled with enterprise selling know how to underpin the success and fuel the growth of XM Cyber
- The role will compliment the existing sales team in Germany by having both a named account and regional sales structure
- This role reports to VP EMEA
- Identify target clients within XM Cyber ICP (Ideal Customer Profile)
- Work with marketing on demand generation campaigns to open opportunities within ICP
- Work with BDR (business development representative) to execute focused campaigns into target clients
- Work with channel management teams to build and execute regional channel strategy
- Introduce and present XM Cyber to qualified contacts at target clients to create sales opportunities
- Work consultatively with potential clients to understand addressable pain and build impactful business cases for investment into XM Cyber
- Work with sales engineering resource to arrange and execute high impact demos, value focused proof of concepts and client workshops
- Proactively use your network both direct and indirect to create early-stage sales engagements
- Build and execute multi-faceted sales engagements with major clients where we are working at different levels of influence across the client
- Meet assigned targets for sales activities within your sales region
- Manage CRM (salesforce) in line with XM Cyber funnel and lead management framework so that accurate business reporting and visibility is provided
- Provide quarterly business review for senior management giving visibility of short- and long-term sales opportunities and regional strategy
Our take
Flexible working, increased accessibility and reduced IT infrastructure requirements have made made the cloud far more vital to businesses hoping to remain competitive. However, cyber attackers are able to exploit the numerous security gaps that can be caused by misconfigured permissions, software vulnerabilities and simple human error. XM Cyber seeks to eliminate these threats by offering a platform which simulates all ways a client can be attacked and provides actionable, real-time information to the company's IT and security teams.
Founded in 2016 by national security specialists, the company is set apart from its competitors by focusing on attack path management, looking to detect security issues before they occur, especially misconfigurations and permissions flaws. The platform is compatible with major cloud environments such as AWS, Microsoft Azure and Google Cloud. Their proactive approach seems to be appreciated by major players such as Swisscom, the Hamburg Port Authority, and Lidl who have adopted XM Cyber for their cyber security.
XM Cyber was acquired by Schwarz Group, who are also the owners of brands like Lidl and Kaufland. Although Schwarz is not a technology corporation, their financial backing has allowed XM Cyber to focus on product development, scale and international expansion. Recently XM Cyber has in turn bought Cyber Observer, bringing its continuous control monitoring capabilities into the platform
Kirsty
Company Specialist at Welcome to the Jungle
Insights
41% employee growth in 12 months
Company
Funding (last 2 of 3 rounds)
Jul 2020
$17m
EARLY VC
Nov 2018
$22m
SERIES A
Total funding: $49m
Company HQ
Sarona, Tel Aviv-Yafo, Tel Aviv District
Leadership
Noam Erez
(CEO)Before co-founding XM Cyber, spent over 25 years with the Israeli Intelligence Community.
Tamir Pardo
(President)Was previously the Director of the Mossad, Israel's national security agency.
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