Chief Revenue Officer - CRO

September 27

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Deepwatch

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Computer Security • Managed Security Services • Infosec • Information Security • SOC

201 - 500 employees

🔒 Cybersecurity

🏢 Enterprise

🔐 Security

Description

• Manage and lead a team of field Sales Directors and drive sales teams in achieving and exceeding new sales booking targets, building pipeline, and landing new customer logos • Ensure the sales team has comprehensive account plans to optimize sales success in each geographic region • Work closely with the Channel Sales leaders to gain visibility into GTM Partner productivity and pipelines while leading business development for new channel partners • Provide detailed and accurate forecasting to the leadership team for Finance and Board of Director updates on a weekly basis • Develop and execute a comprehensive revenue generation strategy that aligns with Deepwatch’s goals and objectives • Lead and manage the sales, technical sales, customer experience, and channel sales teams to achieve revenue targets and growth objectives • Identify and pursue new market opportunities, partnerships, and channels to drive business expansion • Analyze market trends, customer needs, and competitive landscape to inform strategic decision-making • Collaborate with product development and operations teams to ensure alignment with market demands and customer expectations • Work closely with Sales Directors, Channel Team, GTM Partners and Resellers, Technology Partners, Product Team, and Marketing to effectively position and sell Deepwatch services • Monitor and report on key performance indicators (KPIs) related to revenue, sales, and marketing activities • Build and maintain accountability across the sales team by developing and applying key sales performance and pipeline development metrics • Monitor the sales pipeline and top-of-funnel leads, and coordinate with sales and marketing to adjust as necessary to support strong Q/Q sequential growth • Successfully manage and deliver short-term results and long-term strategy, including new bookings, upsells and renewals • Assist in building teams by attracting and retaining sales talent and maintaining a talent bench for timely onboarding • Partner with the CMO to develop and implement robust sales management and operations processes including pipeline, account planning, proposals, marketing campaigns, and customer nurture programs • Leverage customer research (quantity and quality) to provide strategic leadership for brand architecture and positioning • Create standardized outreach for new potential customers and lead the implementation of this across Business Development, Sales, Channel Management, and Marketing • Develop growth strategies with the Executive and Senior Leadership Team • Serve as a role model of Deepwatch’s Core Values, and coach and encourages others to model these values • Embody the Deepwatch Leadership Attributes of ownership, delivering results, hiring & developing the best talent in the industry, having backbone and ability to disagree and then commit, and earning trust • Provide leadership, mentorship, and professional development opportunities to team members • Drive a culture of innovation, accountability, and excellence within the revenue organization

Requirements

• Bachelor’s degree or equivalent experience; an MBA is preferred • 10+ years of sales experience in information security software or services • Knowledge and experience in EMEA, APAC, North America • Knowledge and experience working with a range of GTM reseller partners by region with a proven track record identifying, building and managing reseller partnerships that have delivered strong revenue growth • A successful track record managing a team of channel sales professionals • An understanding of the Managed Security Services business model, value proposition, and competitive landscape • To sell value versus price with proven experience in selling complex solutions and large deals to senior executives • Stay motivated and be adept at exceeding sales bookings targets versus plan and changing behavior as required • Excellent communication skills and ability to interact with partners, executives, and customers daily • Proactive, analytical, and results-oriented • Knowledge and working experience with Splunk, EDR, VM, and other security technologies • Channel and/or direct sales experience with a focus on consultative, services-led sales and/or customer outcome-driven approach

Benefits

• Medical, dental, vision, and disability insurance • Flexible Time Off (FTO), 9 company holidays, sick leave and 8-Weeks Paid Parental Leave • Unique professional development benefits, starting at $3,000 annually • Wellness contests and monthly educational programs • 401(K) retirement program with employer match