Client Executive, SMC Heartland

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Target Location: NC, SC, TN, WV, KY, IN, OH, MI, TX and GA

Expectation: is to travel up to 40% within region

Ideal candidate: will reside in NC or SC; however, we are open to hiring someone in one of the following states as long as willing and able to travel within the region as necessary: NC, SC, TN, WV, KY, IN, OH, MI, TX and GA.

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Are you passionate about helping to solve the critical cybersecurity challenges that enterprises are facing today? Are you passionate about building your business and disrupting your territory with industry-leading cyber defense capabilities? If so, BlueVoyant is seeking an experienced SMC Client Executive to join the team to grow our high-velocity business relationships. This position will grow our co-sell relationship with the Microsoft SMC Segment and strategic resellers to drive pipeline growth.

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In this position, you will engage with prospective customers to assess their desired business outcomes and required capabilities, consultatively share BlueVoyant’s capabilities to seek alignment, collaborate with technology and channel partners, and ultimately achieve your assigned revenue targets.

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About BlueVoyant

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At BlueVoyant, we recognize that effective cyber security requires active prevention and defense across both your organization and supply chain. Our proprietary data, analytics, and technology, coupled with deep expertise, work as a force multiplier to secure your full ecosystem. Accuracy! Actionability! Timeliness! Scalability!

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Led by CEO, Jim Rosenthal, BlueVoyant’s highly skilled team includes former government cyber officials with extensive frontline experience in responding to advanced cyber threats on behalf of the National Security Agency, Federal Bureau of Investigation, Unit 8200, and GCHQ, together with private sector experts. BlueVoyant services utilize large real-time datasets with industry-leading analytics and technologies.

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Founded in 2017 by Fortune 500 executives, including Executive Chairman, Tom Glocer, and former Government cyber officials, BlueVoyant is headquartered in New York City and has offices in Maryland, Tel Aviv, San Francisco, London, Budapest, and Latin America.

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All employees must be authorized to work in the United States. BlueVoyant provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, or genetics. In addition to federal law requirements, BlueVoyant complies with applicable state and local laws governing non-discrimination in employment in every location in which the company has facilities.

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Disclaimer: Please note that pursuant to contractual requirements and applicable law, in order for employees to perform work on some of the company’s federal contracts, U.S. citizenship is required. Accordingly, an employee’s ability to perform work on such contracts is contingent upon the company’s verification of the employee’s citizenship status. Furthermore, individuals may be subject to additional background checks and fingerprinting.

• Build relationships in the Microsoft SMC Operating Units and with the field sales teams to grow joint revenue and acquire new customers.
• Amplify our security co-sell messaging to Microsoft Sales leadership and facilitate relationship building between field sales teams.
• Work with SMC team to develop joint pipeline.
• Leverage existing individual and BlueVoyant relationships to build and execute new go-to-market opportunities.
• Build measurable business plans to define partnership goals and conduct QBRs with Microsoft stakeholders to execute pipeline and sales success.
• Prepare and present regular partnership status updates and sales results for executive leaders and program stakeholders.
• Work closely with BlueVoyant marketing to leverage resources (collateral, presentations, events, emails, webinars) to support joint initiatives with assigned partners.
• Drive healthy revenue growth within your assigned territory by leveraging BlueVoyant’s entire portfolio and successfully executing against your assigned pipeline, revenue, and partner program objectives.
• Lead the overall sales process, from prospecting through contract execution and partner collaboration, both with new logos and existing customers.
• Collaborate with cross-functional teams including Sales, Sales Engineering, Marketing, Product, and Customer Success to ensure positive outcomes for BlueVoyant, partners, and end-customers.
• Consistent and effective prospect/customer engagement, grounded in consultative selling and professional presentations, with a focus on business and technical outcomes to cyber security and risk-focused leaders.
• Timely and accurate Salesforce.com administration, including but not limited to revenue forecasting and account activities.
• Build and maintain measurable business and account plans to support team objectives and demonstrate success towards territory, partner, and revenue achievement objectives.

Required Qualifications:

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• At least 1 year of experience in selling security solutions, preferably Microsoft security solutions.
• At least 1 year of experience in selling security services, such as implementation and managed detection and response (MDR).
• Demonstrated ability to navigate Microsoft security solution selling motions, including E3 to E5 step up and Microsoft Sentinel.
• Familiarity with Azure cloud security capabilities and Microsoft licensing and SKU bundles.
• A bachelor's degree in information technology or a related field, or equivalent work experience.
• At least 1 year of experience in solution or services sales, with a focus on security and compliance products.

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Preferred Qualifications:

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• Preference is experience in security-related sales or account management, working with enterprise customers in various industries.
• Knowledge and proficiency of the sales process from initiation to close; MEDDPICC is a plus.
• Excellent listening and proposal creation skills - not only presenting ‘what we do’, but ‘how we do it differently’ with direct correlation to identified customer challenges, business and technical target outcomes.
• Positive, Tenacious, persuasive, and goal-oriented.
• Excellent verbal communication skills; able to demonstrate patience and enthusiasm while communicating with prospects and clients.
• Ability to work independently and as an active member of a team.
• Strong computer skills, including Microsoft Office Suite (Word, PowerPoint, Outlook, and Excel), Google Workspace, and CRM/Salesforce experience preferred.
• Thrives in a dynamic and fast-paced environment.

BlueVoyant Candidate Privacy Notice

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To understand how we secure and manage your personal data upon submitting a job application, please see our Candidate Privacy Notice, which can be found here - Candidate Privacy Notice

Company Description

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Our Mission

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At Palo Alto Networks® everything starts and ends with our mission:

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Being the cybersecurity partner of choice, protecting our digital way of life.

Our vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators who are as committed to shaping the future of cybersecurity as we are.

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Who We Are

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We take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe that the unique ideas of every member of our team contributes to our collective success. Our values were crowdsourced by employees and are brought to life through each of us everyday - from disruptive innovation and collaboration, to execution. From showing up for each other with integrity to creating an environment where we all feel included.

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As a member of our team, you will be shaping the future of cybersecurity. We work fast, value ongoing learning, and we respect each employee as a unique individual. Knowing we all have different needs, our development and personal wellbeing programs are designed to give you choice in how you are supported. This includes our FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees, our mental and financial health resources, and our personalized learning opportunities - just to name a few!

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Job Description

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Your Career

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As a domain consultant for network security transformation, you provide technical expertise and guidance in customers' network security and zero trust journey. You will be key in defining technical solutions that secure a customer’s key business imperatives. You evangelize our industry leadership in on-prem, cloud, and security services that establish Palo Alto Networks as a customer’s cybersecurity partner.

• Collaborate with sales teams to recommend and develop customer solutions within your assigned specialization
• Present to customers as our expert at all levels in the customer hierarchy, from practitioner to senior leadership
• Lead and support customer demonstrations that showcase our unique value proposition
• Responsible for prospective customers and partners' Technical Validation projects based on best practices to ensure technical win in assigned opportunities
• Architect solutions that will help our customers strengthen and simplify their security posture
• Document high-level design and key use cases to ensure proper implementation and value realization of Palo Alto Networks solutions
• Lead conversations about industry trends and emerging changes to the security landscape
• Responsible for discussing and highlighting product alignment with customer requirements and differentiation
• As the main technical point of contact for Network Security, you will assist and collaborate to respond effectively to RFIs/RFPs
• Position Palo Alto Networks or Partner delivered services as appropriate to ensure proper implementation and value realization of Palo Alto Networks solutions
• Discuss, with credibility, competitive offers in the marketplace and position ours as the best alternative

Required Qualifications

• 3+ years experience in pre-sales/sales engineering within Zero Trust, Networking, Network Security, SaaS Security or SSE/SASE
• Outstanding customer communication and problem-solving skills
• Experience in working with customers, demonstrating problem-solving skills and a can-do attitude
• Solid understanding of NGFW, Network Security, SASE, SD-WAN, CASB, Proxy, DLP and BYOD Solutions
• Advanced knowledge of On-Premise and Cloud-Delivered Network Security Technologies
• Proficient in English

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Preferred Qualifications

• NA

The Team

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Our Domain Consultant team members work hand-in-hand with organizations around the world to keep their digital environments protected. We educate, inspire, and empower our potential clients in their journey to security.

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You are empowered with unmatched systems and tools and a team built on joint success. You won’t find someone at Palo Alto Networks that isn’t committed to your success – with everyone pitching in to assist when it comes to solutions selling, learning, and development. Our Solutions Consulting community is driven by the mission to be our customers’ cybersecurity partner of choice, protecting their digital way of life.

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Compensation Disclosure

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The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/commissioned roles) is expected to be between $198,000/yr to $273,000/yr. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

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Our Commitment

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We’re problem solvers that take risks and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

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We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at [email protected].

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Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

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All your information will be kept confidential according to EEO guidelines.

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Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.

About KnowBe4

KnowBe4, the provider of the world's largest security awareness training and simulated phishing platform, is used by tens of thousands of organizations around the globe. KnowBe4 enables organizations to manage the ongoing problem of social engineering by helping them train employees to make smarter security decisions, every day.

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Fortune has ranked us as a best place to work for women, for millennials, and in technology for four years in a row! We have been certified as a "Great Place To Work" in 8 countries, plus we've earned numerous other prestigious awards, including Glassdoor's Best Places To Work.

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Our team values radical transparency, extreme ownership, and continuous professional development in a welcoming workplace that encourages all employees to be themselves. Whether working remotely or in-person, we strive to make every day fun and engaging; from team lunches to trivia competitions to local outings, there is always something exciting happening at KnowBe4.

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As a Business Development Manager, your goal is to drive revenue influenced by alliance partners that are assigned to you. You are responsible for building relationships with assigned alliance partners that will result in increased leads, and/or revenue. In addition, you will work to source, qualify and onboard new partners. You'll capture what motivates and drives them, what their focus is and build a better together story. You'll enable them to be more successful in recommending KnowBe4 products. You'll work with partner leadership to gain executive buy-in and leverage KnowBe4 leadership to continue to build it. You'll collaborate with your partner via regular business reviews to build joint business plans with agreed upon metrics and drive customer acquisition through demand generation campaigns.

• Build and maintain strong relationships with key alliance partners recommending KnowBe4 products
• Conduct deep discovery to understand the partners’ organizational structure, goals and objectives as well as motivators for partner personnel
• Develop a comprehensive understanding of your partners business and operations
• Conduct initial onboarding with assigned partners
• Collaborate with partners to develop mutually beneficial, strategic business plans to achieve targets
• Enable partners to equip them with positioning, product knowledge, marketing best practices and demand generation tools
• Communicate the value of referring KnowBe4 to increase partner investment
• Engage partner leadership and KnowBe4 leadership to gain executive buy-in and commitment
• Maintain clear and consistent communication with various stakeholders and teams at partner organizations
• Drive partners to the portal to utilize marketing campaigns and demand generation tools and assist them in implementing marketing campaigns
• Coordinate and collaborate on joint marketing efforts and tie it into business goals to deliver ROI
• Collaborate with and support direct sales and customer success teams where needed to manage the overall partner relationship
• Monitor partner performance and track key performance indicators (KPIs)
• Meet and exceed assigned targets for monthly sales volume requirements and objectives in assigned partner accounts and maintain a healthy pipeline/accurate forecasting
• Maintain accurate and thorough records in Salesforce and other workflow tools
• Ensure partner compliance with partner agreements
• Drive adoption of company programs among assigned partners
• Set clear expectations with partners so that they understand rules of engagement, best practices and overall expectations of the partnership

Required Qualifications:

• Bachelor’s Degree in a relevant field required
• Familiarity with standard concepts, practices and procedures within the IT Security Field
• Minimum 3 years of sales experience (exceeding quota on a consistent basis)
• Must be able to demonstrate sales aptitude while being assertive, persistent, consultative, and comfortable working in a highly results oriented company
• Strong understanding of partner ecosystems and channel sales
• Excellent verbal and written communications
• Excellent time management and organization skills
• Strong collaborative and teamwork skills
• Strong analytical, strategic mindset, and negotiation skills
• Persuasive communication skills accompanied with the ability to gain a quick understanding of the needs and pain points of channel partners
• Passionate about business and willing to go the extra mile

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Preferred Qualifications:

• Familiarity with cybersecurity field preferred
• Alliance Sales and Business Development experience strongly preferred

Our Fantastic Benefits

We offer company-wide bonuses based on monthly sales targets, employee referral bonuses, adoption assistance, tuition reimbursement, certification reimbursement, certification completion bonuses, and a relaxed dress code - all in a modern, high-tech, and fun work environment. For more details about our benefits in each office location, please visit www.knowbe4.com/careers/benefits.

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Note: An applicant assessment and background check may be part of your hiring procedure.

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Individuals seeking employment at KnowBe4 are considered without prejudice to race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, sexual orientation or any other characteristic protected under applicable federal, state, or local law. If you require reasonable accommodation in completing this application, interviewing, completing any pre-employment testing, or otherwise participating in the employee selection process, please visit www.knowbe4.com/careers/request-accommodation.

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No recruitment agencies, please.