Executive Overview:
Anomali is headquartered in Silicon Valley and is the Leading AI-Powered Security Operations Platform that is modernizing security operations. At the center of it is an omnipresent, intelligent, and multilingual Anomali Copilot that automates important tasks and empowers your team to deliver the requisite risk insights to management and the board in seconds. The Anomali Copilot navigates a proprietary cloud-native security data lake that consolidates legacy attempts at visibility and provides first-in-market speed, scale, and performance while reducing the cost of security analytics. Anomali combines ETL, SIEM, XDR, SOAR, and the largest repository of global intelligence in one efficient platform. Protect and drive your business with better productivity and talent retention.
Do more with less. Be Different. Be the Anomali.
Learn more at http://www.anomali.com.
Objective
We are currently looking for talented and passionate regional Account Manager to join our European enterprise sales team. We are looking to expand our team immediately. We are known for having an upbeat and healthy, dynamic environment with a culture focused on career growth, success and winning! Our business model allows our sales teams to manage the full life cycle of our customer engagement. We do not cap commissions!
The primary responsibility is for the go to market strategy for the territory (Netherlands, Nordics, Benelux and a few strategic accounts in Southern Europe) and grow the revenue of Anomali’s security solutions into enterprise organizations within an eco-system of channel and technology partners).
Job Description
Responsibilities
o Assist in developing a regional territory go-to-market plan with the VP, EMEA, incorporating a sales, marketing and channel plan with execution milestones.
o Although initially a ‘new business hunting’ enterprise sales role, the Account Manager will work in close partnership with the broader EMEA team.
o Actively participate in all areas of the regional business. Build and drive the sales motion for the territory, establishing and maintaining all client and channel relationships.
o Above all else, be accountable for results to exceed sales targets for the territory on a regular basis.
o Represent Anomali as a figurehead for the territory. Evangelize to the market and partners. Host key industry and Anomali events for the territory.
o Work closely with our strategic customers to be their advocate in Anomali for additional needs, identifying new business opportunities, and ensuring smooth and on-time renewals.
o Work with the customer success team to develop strong regional Anomali customer advocates who can be an important part of our sales motion / GTM and create up-sell.
o Travel as required across the territory, either working directly with end-users or with channel / eco-system partners. This could include regular planned trips within the territory.
o Build and communicate consistent, accurate forecast information weekly, monthly and quarterly, giving the VP EMEA and CRO excellent visibility into the territory’s pipeline.
o Develop an Anomali eco-system within the territory with key decision makers, influencers and partners. Find and develop ‘lighthouse accounts’ for the territory.
o Work closely with the channel team to evolve the partner channel both in terms of select SIs, VARs, distributors and technology partners to drive maximum value and incremental pipeline growth for the territory.
Accountabilities & Performance Measures
o Exceeds assigned sales quotas in designated territory.
o Responsible for the development and performance of all sales activities in assigned markets.
o Provides accurate reporting and forecasting for the territory.
o Establishes plans and strategies to expand the customer base in the territory.
Organisational Alignment
o Reports to Alex Depret-Bixio, VP EMEA.
o Works closely in partnership with the regional Sales team and in parallel with the channel, SDR, marketing and customer success teams that align to the territory.
Qualifications
Required Experience
o Minimum of 5 years of direct enterprise cybersecurity sales / regional management experience in the Neterlands/Nordics, based out of the UK.
o Proven track record in significant over-quota achievement and demonstrated career stability in enterprise sales.
o Experience of selling into several verticals, especially financial services.
o Successful in driving growth in the region of at least 30% y/y consistently.
o Full life cycle solution selling. Experience with SaaS enterprise security products preferred.
o Strong and systematic experience in selling 6 & 7 figure deals to Global 2000 / FTSE 200 / biggest accounts in the region.
o Domain experience in Cyber Threat Intelligence, cyber related domain experience in SIEM, SOC, Big Data, Cloud, SOAR, NDR or EDR.
o Experience in a fast growth pre-IPO business in a similar phase of growth to Anomali.
o Proven and consistent hunting skills, 5 + years in an enterprise hunting / closing new business role is required. Experience in target account selling strategy.
o Proven ability to generate 3x pipeline and strong closing skills.
o Salesforce experience preferred.
o Bachelor’s Degree in business or technical domain is required.
Required Skills
o Ability to connect with all individuals at all levels, C-Suite to analyst.
o Consultative sales approach – ability to uncover value by identifying customer pain points and understand information security concepts and approaches. Experience of value selling methodologies.
o Gravitas – needs to be comfortable dealing with CISO level engagements and have an extensive existing network of enterprise cybersecurity contacts within the territory within the end-user but also within the channel / ecosystem.
o Strong work ethic, ability to adapt to rapidly changing environments, self-starter, high energy, passionate mindset.
o Curious / strong desire to self-learn new technology and ramp quickly.
o Entrepreneurial and creative business approach.
o Strong but balance personality with high integrity and work ethic, checked ego, non-political, ability to self-analyse and self-motivate. Positive energy, collaborator, winner attitude. Brings solutions, not problems.
o Strong relationship builder externally and internally.
o Enthusiastic and effective communicator. Excellent presentation skills (oral and written) for communication of complex solutions, business benefits, customer journey, and more. Excellent written and verbal communications skills.
o Strong public speaker – track record of speaking and evangelizing at industry events.
o Strong negotiation skills, including managing legal contract negotiations.
o Strong pipeline management and forecasting skills.
o Analytical – data-driven in approach to decision making.
Environmental Job Requirements &Working Environment
o Languages: English (fluent oral and very high standard in written) Dutch or other regional languages preferred.
o Home office based – experience of working successfully in this way.
o Travel into London for team meetings.
o Travel as necessary to develop the territory to end users, channel partners, marketing events.
o Travel out of territory to support growth of the region and to attend corporate events / training events and company kick-offs.
Benefits:
o Competitive Salary
Medical
o Private Healthcare Plan
o Dental Plan
o Optical Plan
Work-Life Balance
o Paid Public Holidays
o Accrued Paid Time Off – 25 days
Equal Opportunities Monitoring
It is our policy to ensure that all eligible persons have equal opportunity for employment and advancement on the basis of their ability, qualifications and aptitude. We select those suitable for appointment solely on the basis of merit without regard to an individual's disability, race, religion, sex, age or sexual orientation. Monitoring is carried out to ensure that our equal opportunity policy is effectively implemented.
If you are interested in applying for employment with Anomali and need special assistance or accommodation to apply for a posted position, contact our Recruiting team at [email protected]. We are happy to discuss reasonable adjustments.
