AppGate, Inc. brings together a set of differentiated cloud- and hybrid-ready security and analytics products and services. These include AppGate SDP, the industry’s leading software-defined perimeter solution, the Total Fraud Protection suite of risk-based authentication and digital threat protection capabilities and a range of innovative threat management and analytics offerings including the Brainspace digital investigations platform and the company’s Immunity range of offense-oriented software and adversary simulation services. Today, these products secure more than 1,000 organizations across 40 countries. Product capabilities include: A context-aware, identity-centric access control solution that surpasses outdated hardware-defined and perimeter-centric approaches to infrastructure security with a “software-defined perimeter” that increases resilience, simplifies management complexity and reduces costs Specialized fraud prevention and authentication services for specific verticals including financial institutions and government agencies Advanced investigative and network analytics to help better predict, prevent and detect threats Offensive and advanced security engineering, penetration testing and adversarial simulation. We are able to simulate nation state level attackers to help organizations understand their weaknesses
About the Position
The Regional Sales Director will be responsible for the sales execution of the short and long term pipeline within the region. This will include new prospect identification, engagement of ‘C Suite’ and CISO executives and development of existing executive relationships to further revenue opportunities. The Sales Director will work closely with sister sales organizations, the executive team, strategic alliances, marketing and regional sales leaders to build and execute a global sales strategy that takes advantage of industry and regional trends leading to long term revenue impact. This is role is chartered with driving a cohesive sales strategy within a geo-sector and building a stronger vision, strategy, and the business processes needed for success.
Position Responsibilities ? Manage and lead a deal team to the successful execution of sales plans to capture new and existing business opportunities within the region Engage senior decision makers (including CISO and C level executives), customer influencers, end-users and ecosystem partners to advance sales pursuits Review and analyze market opportunities and evaluate competitive and technology requirements needed to capitalize on opportunities.Understand current and future industry needs in the context of market dynamics to deliver multiyear business deals Manage relationships and communications with external customers, internal stakeholders and partners required for a successful deal Lead organization through the evolution from selling multiple Cybersecurity products including Software Defined Security (SDP), Total Fraud Protection, Discovery and other security products Shape and execute global business development and sales strategy across senior level direct and matrixed cross-functional teams Align sales objectives to the corporate strategy and financial performance measures Develop technology requirements and opportunities for internal product and marketing teams Identify relevant new business opportunities, ecosystems, partnerships and markets, gathering of market intelligence and design and drive "go-to-market" plans Uncover and qualify opportunities that will accelerate and drive growth within the geography
Qualifications and Experience
5-10 years of Cybersecurity industry experience in a sales leadership role for the past 3-7 years; preferably with deep expertise in Networking Security. Must be high energy, aggressive and drive to expand capabilities in a small, growth company. Requires strong existing relationships with Network teams or CISO Organization Ability to manage complex sale with multiple stakeholders and consensus based decisions Ability to drive customers to adopt new ways of doing things Must have a track record of managing a territory including prospecting, leveraging partners (CTL, Optiv, etc.), closing new logos and expanding customers based on land/expand sales strategy. Requires strong understanding of security and network offerings Strong track record and demonstrated expertise in developing and maintaining strong industry, professional relationships; prefer CISO level engagement This position requires exemplary verbal and written communication skills; strong presentation skills preferred and ability to articulate value proposition and TCO Strong Sales process and Sales Leadership skills Stakeholder management ability including channel partners Relevant technical and industry acumen Ability to work independently and deliver measurable results Travel required Bachelor’s Degree in engineering, Information Technology or a business-related discipline Salesforce or similar CRM tools, Microsoft office skills MS Word, Excel, Power Point and Outlook