Be Part of Something Bigger

Summary

Trend Micro is searching for a Sales Engineer to grow within our regional team. The role will align with the Federal Sales VP, Technical Director, Product Management, as well as supporting roles in Channel, Marketing, and Customer Success. The Engineering team will work with the Sales organization to define solutions for both DoD and Civilian agencies while aligning with Partners to accelerate revenue and strategic missions. The position requires seasoned experience in the Federal Sales Engineering vertical with a proven track record of revenue growth.

Company Overview

Trend Micro, a global cybersecurity leader, helps make the world safe for exchanging digital information. Fueled by decades of security expertise, world-leading global threat research and intelligence, and continuous innovation, our cybersecurity platform protects hundreds of thousands of organizations and millions of individuals across clouds, networks, devices, and endpoints

With 7,000 employees across 65 countries, and the world’s most advanced global threat research and intelligence, Trend Micro enables organizations to simplify and secure their connected world. TrendMicro.com

Location: Washington DC, Virginia, or Maryland

• Serve as the technical point of contact for Federal customers and prospects including both DoD and Civilian agencies.
• Develop a deep understanding of customers’ goals and outcomes to address their operational and security requirements.
• Develop healthy and trusted relationships with strategic Federal Partners.
• Provide proposal support (RFPs) to Federal Programs and the bid process, as well as standardized deliverables and documentation.
• Represent Trend Micro through business solutions and Thought Leadership at events, panels, and webinars.
• Drive field enablement through the creation of collateral (demos, videos, training, etc).
• Collaborate with a variety of internal functional areas to ensure solutions are implemented and supported in-line with Federal customer expectations.
• Provide input on product development or enhancements to existing products to product management function.
• Provide Proof of Concept service to customers and prospects while aligning to Federal missions.
• Maintain and expand working knowledge of current and beta solutions.
• Willing to travel within the US for customer facing activities, as well as marketing, and partner initiatives.

Preferred Qualifications:

• BS degree or combination of: education and pre-sales experience in Security and Cloud, Network Systems.
• Must be a US Citizen
• Active Top Secret level security clearance preferred.
• At least five (5) years of experience working within Federal Engineering.
• Demonstrated success working with technical decision makers and executives.
• Knowledge of Federal Certification requirements such as FedRAMP as well as Public Cloud provider technologies and services. (AWS, Azure, GCP).
• Broad technology experience including risk visibility and prioritization, cloud architecture, networking, security, and IT transformation.
• Experience architecting/designing solutions built on-prem and cloud.
• Demonstrated ability to adapt to new technologies and learn quickly.

This position does not offer sponsorship for work permit applications or renewals, either now or in the future. Candidates must be authorized to work in the U.S. without the need for employment-based visa sponsorship, both currently and moving forward. The company will not sponsor applicants for U.S. work visa status for this role (including, but not limited to, H-1B, L-1, TN, O-1, E-3, H-1B1, F-1, J-1, OPT, CPT, or any other employment-based visa).

At Trend Micro, we embrace change, empower people, and encourage innovation in a connected world. Our diversity and multicultural workforce are key contributing factors to our success across the globe. Trend Micro provides equal employment opportunity for all applicants and employees. Trend Micro does not unlawfully discriminate on the basis of race, color, religion, sex, pregnancy and childbirth or related medical conditions, national origin, ancestry, age, physical or mental disability, medical condition, family care leave status, veteran status, marital status, sexual orientation, or gender identity.

Who are we?

UpGuard’s mission is to protect the world’s data. We obsessively seek out elegant, robust ways to enable our customers to find, acknowledge, and remediate cyber risk. With UpGuard, organizations leverage our security expertise and software to automate what was once laborious, spreadsheet-driven processes–whether it's monitoring the attack surface of hundreds of vendors or assessing the security of their own infrastructure. UpGuard is used by some of the world’s largest, fastest-growing, and most innovative companies.

At UpGuard, our Sales team has not only been pivotal in growing our business but more importantly, showing the value of our product on a daily basis. We have a highly collaborative sales culture and take on a consultative approach, focusing solely on what’s best for the customer. In 2023, our Sales team exceeded revenue targets and we’re only just getting started! We’re on the lookout for high-energy individuals who are hungry to get better every day, have a desire to win, and are seeking to sell a product that is helping solve a massive problem for businesses across the globe.

Where does this role fit in?

UpGuard had a record-breaking 2020 where sales grew by 128% and new customer velocity increased by over 179%. The ride has only continued through 2021, 2022, and 2023 so with that, we are expanding our sales team to keep the momentum going!

Our sales team is expanding in all regions and the focus is on finding our next Account Executive. Could that be you?

We are looking for a full-time ambitious sales professional who is ready to make the next step in their career. You will get exposure to every aspect of our sales cycle from lead generation to close across a global portfolio of customers. If you are a highly process-oriented sales professional with a proven track record and an insatiable desire to do things better, let's talk!

• Manage the full sales cycle, from lead generation to close.
• Generate your pipeline of qualified net new sales opportunities via cold outreach.
• Perform product demos via video conference to prospects.
• Communicate and sell UpGuard’s value proposition to prospects.
• Maintain accurate and detailed notes on every deal in your pipeline.
• Work as a team with Sales Development Representatives (SDRs), Technical Account Managers (TAMs), and Operations to complete a full sales cycle.
• Collaborate with other Account Executives and cross-departmentally to share knowledge and insights.
• As part of an entrepreneurial team in this rapidly growing business, you will help shape the future of businesses of all sizes and securely use technology to connect with customers, employees, and suppliers.

Required Qualifications

• At least 3 years of technology-related sales or business development experience at a B2B SaaS company.
• You are a consistent top performer and have a history of exceeding your targets.
• Selling to Mid-Market & Enterprise customers, including C-level executives, is right in your comfort zone.
• You are an exceptional communicator, both written and spoken.
• Demonstrated success with complex commercial and legal negotiations, working with procurement, legal, and business teams.
• Experience working with and managing partners including global system integrators and packaged software vendors.
• You are highly process and detail-oriented.

Preferred Qualifications

• Experience using Hubspot CRMTechnical background (BSc Comp Sci or Equivalent).
• Knowledge and understanding of the cybersecurity industry - ideally from a previous sales role in the industry.
• Proven track record selling to companies in the Financial Services industry.

• Monthly Lifestyle subsidy: use this for financial, physical, and mental wellbeing.
• WFH set-up allowance: to ensure you have the right environment to work in, we will help you get set up within your first 3 months at UpGuard.
• Generous Compensation: The base salary range for this role is between $70,000 and $90,000. Compensation offered will be determined by factors such as location, level, job-related knowledge, skills, and experience.
• $1500 USD annual Learning & Development allowance: to support your career development all team members will be able to expense development opportunities against this allowance.
• Generous Annual Leave/PTO allowances: time to recharge your batteries.
• 18 weeks paid Parental Leave: irrespective of parenting role.
• Personal Leave allowance: this includes sick & carer’s leave.
• Fully remote working environment: while we have physical offices in Sydney & Hobart, we do not mandate compulsory attendance.
• Top-spec hardware: all team members will be provided with top-spec laptops for their roles.
• Personal device security & online privacy protection subsidy: UpGuard provides team members with a paid subscription to personal device security & online privacy protection platform.
• Generative AI subsidy: UpGuard provides paid subscriptions for all team members to access generative AI tools to support their work.

UpGuard is a Certified Great Place to Work® in the US, Australia, UK and India, establishing its position as a leading global technology employer. 99% of team members agree that UpGuard is a great place to work, apply now to find out why!

As an Equal Employment Opportunity and Affirmative Action Employer, qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status.

For applications to positions in the United States, please note, at this time we can only support hiring in the following US states: CA, MD, MA, IL, OR, WA, CO, TX, FL, PA, LA, MO, DC or NV.

Before starting work with us, you will need to undertake a national police history check and reference checks. Also please note that at this time, we cannot support candidates requiring visa sponsorship or relocation.

Summary

The Associate Portfolio Security Advisor (SA) plays a critical role in serving as a trusted partner to Optiv’s clients in Dallas. By combining sales skills, business and broad industry knowledge, the Associate SA aligns the clients’ security initiatives towards a highly defensible and scalable security program. The Associate SA has practical knowledge and provides our clients and sellers with consistent security expertise on all sales opportunities. In partnership with domain specialist and experts, the Associate SA will facilitate thought leadership and inspired cyber security solutions powered by our ecosystem of people, products, and partners.

• Drive the generation services and technologies business to meet or exceed quarterly and annual quota objectives in partnership with the account and domain teams. Follows the Optiv Standardize Sales Operating Processes (SOPs) to achieve consistent success.
• Learn the client’s security environment, business operations, security needs, and risk appetite. Identify their security concerns and how they correlate to Optiv’s strategic solutions across the assigned domain and holistic cyber security programs.
• Identify cross-sell and upsell opportunities across clients and Optiv's partner relationships.
• Articulate how the necessary elements of the Optiv technology and services portfolio meet the specific needs of the client stakeholders at a management level.

Other Duties

• Collaborate with service delivery to ensure the team has necessary supporting domain specialty materials that presents a consistent and comprehensive approach.
• Effectively work with multiple client personas across the security team, as well as other relevant personas to develop security strategy and define roadmaps to execute on security strategy aligned business goals, budgetary spend, and metrics based on return of investment.
• Build relationships at clients by participating in thought leadership, support, information, and guidance in conjunction with sales partners.
• Build working relationships with targeted Optiv technology partners, based on client spend and Optiv focus.
• Identify and drive security solutions to meet client objectives across technology and services including:
• facilitating new discussions by leveraging peer and industry network contacts
• performing requirements gathering analysis, and technology selection criteria
• coordinating demonstrations and security technology evaluations

-Interface and partner with the internal Optiv teams, particularly service delivery liaisons, to align client expectations with the entire Optiv solution portfolio to ensure service delivery excellence and client satisfaction.

• Listen for client feedback and continually share with internal teams to evaluate and cultivate continuous improvement.
• Participate in account planning, forecasting, and pipeline management activities.
• Participate in managing and prioritizing the proposal process to create business proposals, contracts, and respond to RFI/RFPs.
• Actively pursue personal development by maintaining and obtaining technical capabilities, soft skills, and security specific knowledge through formal education, certification, and other avenues.
• Demonstrate proficient sales techniques; makes connections, facilitates meetings, reads the room, asks probing questions, overcomes objections, gains trust, maintains composure under pressure, positions solutions, and assists in finalization of sale.

Required Qualifications

• BS/BA or equivalent and applicable work experience.
• Minimum of three (3) years in an information security or other IT related role.
• Highly motivated self-starter that does not require day-to-day management.
• Ability to work in a highly adaptable and nimble team environment with responsive communication.
• Understanding of common security threats, vulnerabilities, and attack methodologies and able to communicate recommendations to clients in a clear manner.
• Strong business and technical acumen and ability to lead technology focused discussions.
• Strong presentation, written, and oral communication skills to clients, including whiteboard sessions and other presentation mechanisms.
• Strong attention to detail for reviewing statements of work (SOWs), quotes, and client deliverables.

Preferred Qualifications

• Builds a foundation of broad security related knowledge and continuously expands their expertise in other domains across the portfolio.
• Perform additional duties as directed or needed.

• A company committed to championing Diversity, Equality, and Inclusion through our Employee Resource Groups.
• Work/life balance
• Professional training resources
• Creative problem-solving and the ability to tackle unique, complex projects
• Volunteer Opportunities. “Optiv Chips In” encourages employees to volunteer and engage with their teams and communities.
• The ability and technology necessary to productively work remotely/from home (where applicable)

EEO Statement

Optiv is an equal opportunity employer (EEO). All qualified applicants for employment will be considered without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, status as an individual with a disability, veteran status, or any other basis protected by federal, state, or local law.

Optiv respects your privacy. By providing your information through this page or applying for a job at Optiv, you acknowledge that Optiv will collect, use, and process your information, which may include personal information and sensitive personal information, in connection with Optiv’s selection and recruitment activities. For additional details on how Optiv uses and protects your personal information in the application process, click here to view our Applicant Privacy Notice. If you sign up to receive notifications of job postings, you may unsubscribe at any time.