Workspace Security Sales Specialist

• Territory Ownership & Business Planning: Define and execute a territory business plan that identifies target accounts, whitespace, partners, competitive opportunities, pipeline requirements, and specific actions required to achieve quarterly and annual sales targets.
• Revenue & Target Achievement: Consistently achieve and exceed quarterly and annual sales targets while maintaining the pipeline coverage necessary to support future growth.
• New Customer Acquisition: Proactively identify, develop, and acquire new corporate accounts through direct prospecting, partner engagement, campaigns, events, and collaboration with the broader sales organization.
• Account Expansion: Identify opportunities to expand Workspace Security adoption within existing customers by understanding their security environment, business priorities, technology strategy, and current security challenges.
• Complex Opportunity Leadership: Provide sales leadership on large and sophisticated opportunities, bringing together the right technical, executive, partner, product, legal, and commercial resources to move opportunities forward and close business.
• Customer Relationship Management: Develop strong relationships across multiple levels of the customer organization, including technical teams, security leadership, procurement, business stakeholders, and executive decision-makers.
• Solution Selling: Present the Workspace Security value proposition and clearly connect our capabilities to customer challenges, security requirements, business outcomes, and competitive differentiation.
• Contract & Tender Negotiations: Lead commercial discussions, contracts, tenders, procurement processes, and negotiations while balancing customer requirements with the needs of the business.
• Partner Collaboration: Work closely with resellers, distributors, MSPs, technology partners, and other channel relationships to generate pipeline, develop joint opportunities, and close business.
• Sales Collaboration: Partner with Account Managers, Sales Engineers, Inside Sales Representatives, Customer Success, Marketing, Product, and other teams to develop opportunities and accelerate sales cycles.
• Pipeline & Forecast Management: Maintain accurate pipeline, forecasting, opportunity stages, next steps, CRM data, and deal strategy, providing leadership with clear visibility into the business.
• Competitive Intelligence: Maintain a strong understanding of competitors, market trends, customer requirements, and emerging security challenges and use that knowledge to strengthen our position in customer engagements.
• Market Development: Support regional campaigns, customer events, partner programs, executive engagements, and marketing activities that increase awareness and generate new opportunities.
• Customer Ownership: Take responsibility for customer issues and requests throughout the sales process, working across organizational boundaries when necessary rather than simply handing problems to another team.

• 5+ years of successful SaaS or enterprise technology sales experience, preferably within cybersecurity, email security, workspace security, collaboration security, or a related field.
• Proven history of achieving or exceeding quarterly and annual sales quotas.
• Demonstrated success acquiring new enterprise customers and expanding existing accounts.
• Experience managing complex, multi-stakeholder enterprise sales cycles from opportunity creation through negotiation and close.
• Experience working with resellers, distributors, technology partners, and channel organizations to create and close opportunities.
• Experience with email security, sandboxing, CASB, SaaS security, endpoint security, or related cybersecurity technologies is strongly preferred.
• Established customer and channel relationships within the assigned market are a plus.
• Strong prospecting, discovery, presentation, negotiation, and closing capabilities.
• Ability to communicate effectively with both technical stakeholders and executive decision-makers.
• Strong business acumen with the ability to translate cybersecurity technology into customer outcomes and business value.
• Strong sales and technical understanding of the competitive landscape.
• Ability to develop and execute a territory strategy rather than relying solely on inbound opportunities or existing pipeline.
• Strong pipeline management, forecasting, CRM discipline, and operational rigor.
• Proficiency with Salesforce, LinkedIn, Outreach, and other modern sales and prospecting technologies.
• Ability to prioritize opportunities and resources based on their potential impact on the business.
• Comfortable operating in a fast-paced environment where priorities, technology, customer requirements, and competitive conditions can change quickly.
• Self-starter who takes initiative and executes without requiring constant direction.
• Strong collaborative mindset with a willingness to help others succeed when it benefits the broader business or customer.
• Competitive, persistent, and comfortable challenging obstacles rather than accepting the first “no.”
• Ability and willingness to travel up to 50%.

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