Channel Account Manager ANZ

XM Cyber is a continuous threat and exposure management solution that drives the most efficient remediation options for clients by understanding, continuously, all the ways that critical assets can be attacked. The technology turns the existing silo-based cyber security model on its head and removes the big disconnect that exists within end-user organisations where Security and IT teams have stopped working together as lists of CVEs and other exposures get longer and longer! We are a SAAS based pre-ipo cyber security vendor that has the backing of the largest retailer in Europe thereby avoiding the challenges that many vendors have with Seed/PE/VC investments – we have a long-term vision for the industry, our company and allow our teams to think strategically.

You will be an inspirational and experienced Channel Account Manager with a strong technical background and a track record of selling enterprise cyber security solutions to large enterprises with channel partners. This is a strategic opportunity to be part of the team that takes XM Cyber on the scale-up phase of growth and shapes the future success of the company.

You will evangelise the XM Cyber solutions and value proposition at all levels of our channel community from engineering, pre-sales, sales and their senior management. Aside from working directly with the channel partners, there will be occasions where you will be working directly with end-users in a pre-sales capacity. 

This role involves working hand-in-hand with an experienced team of world-class professionals who all believe in the vision and future success of XM Cyber.

You will apply strong domain experience in the enterprise security space, coupled with a strong enterprise pre-sales methodologies to underpin the success of your assigned region and fuel the growth of XM Cyber.

This position will require travel throughout Australia and New Zealand.

Responsibilities

This is a hybrid role that assists the regional sales director in enabling, training, and managing the relationships and opportunities within the channel community. It also involves working with prospects to execute pre-sales activities when required. 

The day-to-day activities may involve preparations for customer and prospect meetings, presentations, scoping, and competitive positioning. Some of the other responsibilities are as follows. 

• Provide account management with the channel partners, to build, execute, maintain and report on their pipelines.
• Lead and manage pilot and proof-of-value (POV) execution in complex environments aligned to defined client requirements. Post-execution, a report and stakeholder presentation would be delivered outlining the findings, successful use cases, value proof, client value proposition, and next steps.
• Represent XM Cyber as a key technical spokesperson and figurehead evangelising to the market and partner community, engaging in regular speaking events and participating in roundtables with CISO and senior security management personas.
• Develop and evolve solution propositions that fit the needs of large enterprises to build custom propositions that resonate with the clients you are working with.
• Introduce and present XM Cyber capabilities, use cases, and technology via presentations, white board sessions, and product demonstrations
• Qualify opportunities by understanding the customers business need, operational pain points and technology ecosystem
• Work with the regional sales director to articulate value propositions, differentiation, and solution architecture
• Work closely with existing customers to help them maximise value from the investments and look for additional use cases to increase value and environment coverage
• Work closely with marketing and R&D teams to bring to life new impactful use cases in the form of value propositions and product capability

REQUIREMENTS

Ideally, you have 5-10+ years’ experience working as a pre-sales engineer within the cyber security domain aligned with large enterprises and major government organisations, and you would like to progress towards a role with more hands-on channel account management activities. More importantly, you need to be a self-starter and team player. The additional requirements are as follows:

• Experience in security operations centre processes and solutions
• Experience in vulnerability management processes and solutions
• Knowledge of Managed Security Service Provider
• An understanding of red teaming, penetration testing tools/techniques and threat hunting
• Exceptional presentation skills (oral and written) for communication of complex solutions, business benefits, technology integration, product differentiators, competitive benefits, and an architecture that aligns to the client’s ecosystem to the audience of different interests (e.g. CISO, architects, security analysis)
• Ability to understand technology in detail to then flexibly use the knowledge to bring to life impactful tailored demos and presentations
• Knowledge of some of the following technology domains: EDR, SIEM, SOAR, Penetration Testing, Vulnerability Scanning, ITSM, CMDB, Firewalls and PAM.
• Knowledge of cloud architecture and controls within AWS, Azure and GCP
• Broad knowledge of the security controls an organisation can deploy to mitigate risk
• A passion for ongoing industry education, including recent breaches and techniques used to exploit clients
• Knowledge of industry frameworks such as MITRE, NIST, OODA and Cyber Kill Chain

Additional Qualifications

• Language Skills: English
• Ability to travel regularly within this region, as needed
• Experience in risk assessment, risk management and risk consulting
• Experience in security incident & event management
• Comfortable with working within a channel environment with major system integrators, MSSP’s and VAR’s
• Knowledge of information security standards (ISO 17799 & 27001, NIST, COBIT, PCI, etc.)
• CISSP/TOGAF or other relevant certifications are desirable