The Role
Lead technical pre-sales and partner engagements for Picus Security Validation Platform: drive demos, POCs, RFPs, and strategic deals; enable partners and sales, model business cases, and ensure successful technical onboarding, adoption, upsell, and zero churn.
Summary Generated by Built In
Are you passionate about technology and enjoy explaining complex solutions in a way that everybody gets excited? If so, read on!
About Picus
Picus Security, the leading security validation company, gives organizations a clear picture of their cyber risk based on business context. Picus transforms security practices by correlating, prioritizing, and validating exposures across siloed findings so teams can focus on critical gaps and high-impact fixes. With Picus, security teams can quickly take action with one-click mitigations to stop more threats with less effort.
The Picus Security Validation Platform easily reaches across on-prem environments, hybrid clouds and endpoints coupled with Numi AI to provide exposure validation.
The pioneer of Breach and Attack Simulation, Picus delivers award-winning threat-centric technology that allows teams to pinpoint fixes worth pursuing, offering a 98% recommendation in Gartner Peer Review.
About The Role
If you’re a results-driven person with an entrepreneurial mindset, who takes the initiative and thrives in a dynamic environment, then this is a great opportunity to play a pivotal role in a fast-growing cyber security company. We are looking for a smart and driven leader to have a direct impact on the future of our business by helping to influence global adoption of our award-winning Picus Security Validation Platform.
We seek a seasoned, hardworking, smart, and overachieving Senior Solutions Architect with proven experience and a passion for selling technology solutions to senior executives. You will be responsible for selling to new prospects, up-selling, cross-selling, and diligently handing new customers to customer success to aid customer satisfaction and contribute to the overall sales team and business success. This position requires that the candidate be an industry subject matter expert with business acumen.
What You'll Do
- Support Enterprise Account Executives with solution selling into the prospect account base
- Build long-lasting relationships with technical contacts within Partners and Distributors
- Work with partners and distributors to enhance their technical excellence and knowledge of the Picus Security Platform
- Drive prospect engagements to achieve a technical win
- Partner with sales executives to plan, prepare, and execute strategic deals in complex sales cycles
- Cultivate lasting relationships with key decision-makers and stakeholders, positioning Picus as an essential part of their security solutions and proactively addressing their evolving needs.
- Lead the technical onboarding and engagement process, enhancing customer proficiency and loyalty through the Picus platform.
- Continuously assess customer health, initiating strategic actions with internal teams and partners to showcase Picus's unique value and effectively meet customer needs.
- Act as a trusted advisor to craft strategic growth plans, ensuring customer loyalty and retention, and unlocking opportunities for upsell and cross-sell to achieve zero churn.
- Model the business case associated with each sales opportunity
- Successfully match customer pain/requirements to proposed solutions
- Create and deliver powerful presentations and demos that communicate the uniqueness of the value proposition to meet the customers’ requirements
- Quarterback RFP responses and coordinate with the proper internal resources
- Effectively communicate client needs to the R&D teams for future product enhancements
- Keep up to date on competitors’ products in the market and provide feedback and input to product marketing on roadmap requirements and product direction
- Manage POC project deliverables and timelines, and shorten the sales cycle where possible
- Build winning relationships with external customers/prospects, resellers, and internal departments
What You Have
- Experience as a Cybersecurity Solution Architect/Sales Engineer
- Proven track record selling within enterprise environments
- Solid technical background with understanding and/or hands-on experience in networking and cybersecurity
- Excellent presentation and creativity skills with the ability to build quick audience rapport
- Ability to align with Inside Sales, Channel/BD, Sales, and Marketing teams
- Maximize sales impact with MEDDPICC
- Proficiency with Salesforce or similar CRM platforms
- Strong personal network within the industry
- Ability to creatively explain and present complex concepts in an easy-to-understand manner
- Excellent English written and verbal communication skills
- Working within or with a SOC environment is also desirable
- Growth mindset and never stop learning!
Working at Picus
Fascinating work - a chance to shape and lead an exciting, fast-growing cyber security segment. Security Validation is a concept that helps organizations evaluate their security posture in a continuous, automated, and repeatable way. This approach allows for the identification of imminent threats, provides recommended actions, and produces valuable metrics about cyber-risk levels.
Unlimited opportunity! We are growing. At Picus, you'll be provided with as much responsibility as you can handle - new career development opportunities constantly arise given our rate of growth.
Global exposure - Get a lot of experience working not only in a fast-growing startup but also interact with customers all around the world.
Be part of a global remote team who is taking on Exposure Validation and a growing market segment.
We are an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to age, sex, race, color, national origin, religious belief, gender or gender reassignment, sexual orientation, marriage or civil partnership, pregnancy and maternity, disability, protected veteran status, or any other characteristic protected by International law. Upon conditional offer of employment, candidates are required to complete reference and identity checks in line with local labor laws and as per the Company’s employment policy.
Top Skills
CRM
Cybersecurity
Networking
Numi Ai
Picus Security Validation Platform
Salesforce
Soc
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The Company
What We Do
Picus Security is the pioneer of Breach and Attack Simulation (BAS). The Picus Complete Security Control Validation Platform is trusted by leading organizations worldwide to continuously validate the effectiveness of security controls against cyber-attacks and supply actionable mitigation insights to optimize them.
Picus has offices in North America, Europe and APAC and is supported by a global network of channel and alliance partners.
The company is dedicated to helping security professionals become more threat-centric and via its Purple Academy offers free online training to share the latest offensive and defensive cybersecurity strategies.
Find more here: https://www.picussecurity.com/
