Executive Overview:
Anomali, a world-renowned platform leader in Security Operations, supercharges SecOps by fusing Lightspeed Security Analytics, Industry-Leading Cyberthreat Intelligence (CTI), AI-based automated threat hunting, alert orchestration, automated threat detection and incident response (TDIR) blocking, community intelligence sharing, exposure management, and dark web protection. Transforming CISOs into superheroes and analysts into SOC terminators.
Anomali's Platform offers: “Match” Next-Gen SIEM, “Lens” AI Threat Hunter, “ThreatStream” TIP, Anomali Integrator, Anomali ISAC, Anomali Attack Surface Management, and Anomali Digital Risk Protection, infused with Anomali AI.
Anomali bridges the gap between point solutions (EDR, NDR, SSE, RMM, CAASM, etc.) and replaces legacy SIEMs at 50% the cost, giving analysts easy-to-use tools that enable lightspeed detection & response. Anomali addresses the global shortage in cyber talent by empowering analysts to contain, eradicate, and block threats in seconds without complex SIEM queries, manual blocks, or long investigations.
Anomali delivers as a proprietary platform and disruptor to the security analytics world. Anomali can search billions of logs in seconds, correlating tens of millions of IoCs and IoAs across years of telemetry and logs often deleted or moved to cold storage. At every point across the cyber kill chain, Anomali supercharges the SOC to detect, contain, and eradicate threats before organizational impact.
Objective
The Regional Account Manager is responsible for establishing our GTM and strategy for Channel Partners, Managed Services Partners and Systems Integrators in the defined territory. We’re growing quickly and seek a seasoned, high-energy, and driven senior channel executive with strong knowledge of and experience with: Network Security / Security Analytics / SIEM partners, and / or enterprise-wide security software technologies. We're seeking someone experienced in complex selling situations to both very technical partners as well as senior partner leadership and other decision makers. The candidate will be selling a big data and advanced network security solution that empowers organizations to solve mission critical security problems by transforming data assets into actionable intelligence and data insights.
Defined Territory: DACH and Eastern Europe
Key Responsibilities:
This Regional Account Manager will manage all facets of our Channel program in the defined territory, including account relationships, program management and “sell-to” opportunities within the territory. They will also assist the field with “sell-through” programs as the program dictates.
● Help build our GTM programs in the Reseller, SI and MSSP communities.
● Identify, qualify and develop new opportunities through prospecting, networking and understanding the Partner and Anomali value proposition.
● Achieve assigned monthly, quarterly and annual sales budgets and other regional objectives established by the company.
● Maintain and drive key relationships in the partner community. The primary focus is the commercial market on an enterprise scale.
● Develop and grow pipeline and revenue through targeted marketing & demand generation activities, partner enablement and networking.
● Define and execute territory and account channel sales plans for assigned territory and then meet and exceed sales goals (quotas) through prospecting, qualifying, designing programs, managing and closing sales opportunities.
● Work closely with our field sales teams to turn leads into opportunities via our partner relationships and network.
● Deliver presentations / demonstrations highlighting the benefits, key features and functions of the Anomali solutions
● Travel to customer and partner locations as needed in support of sales efforts (once COVID restrictions lifted)
● Provide regular reporting of pipeline and accurate forecasts through salesforce.com
Required Experience
● 5+ years of experience selling Security software and exceeding quotas
● Must write / speak / present in fluent English and German
● Demonstrated success in working with Resellers / SIs / MSSPs in a sales or business development capacity
● Experience selling Cyber Security / Security Analytics / SIEM products, or enterprise-wide security software technologies.
● Experience selling emerging technologies, winning new logos, and building territories
● Security in your “DNA”
● Deep working relationships with the Security Channel, SIs and MSSPs
● A rolodex and flawless reputation with partners in this territory
● Strong ethics, self-directed and resourcefulness
● Ability to thrive in a fast moving, dynamic environment.
● Strong written and verbal communications skills.
● Strong negotiation skills.
● Positive attitude, ambitious, and a passion for building a valuable business.
● Technically savvy with strength in communicating business value.
● Strength in working in small teams as well as independently.
● Expertise in nurturing and building relationships.
● Working knowledge of SF.COM & Microsoft Office Suite.
