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TITLE

 

Federal / SI Business Development Manager

COMPANY

 

Exabeam

LOCATION

 

Washington, DC, US

Description

Exabeam is the Smarter SIEM™ company. We help security operations and insider threat teams work smarter, allowing them to detect, investigate and respond to cyberattacks in 51 percent less time. Security organizations no longer have to live with excessive logging fees, missed distributed attacks and unknown threats, or manual investigations and remediation. With the modular Exabeam Security Management Platform, analysts can collect unlimited log data, use behavioral analytics to detect attacks, and automate incident response, both on-premise or in the cloud. Exabeam Smart Timelines, sequences of user and device behavior created using machine learning, further reduce the time and specialization required to detect attacker tactics, techniques and procedures.

Position Overview

Exabeam is searching for a Business Development / Sales Professional who is well versed in the Federal SI community. This person will have dual focus - sell through and sell to. On the sell through side, you will work with key Federal SIs on a programmatic level focusing on major programs / contract vehicles to bolster our connectivity to Federal agencies. On the sell to side, you will have a revenue goal associated with adoption of Exabeam's solutions within the Systems Integrator eco-system. Focus will be on a comprehensive ecosystem to include Lockheed Martin, Northrop Grumman, General Dynamics, Harris Corp, CACI, Booz Allen, SAIC, Leidos, Trace Systems, CGI, Mantech for example. Prior experience and the ability to navigate in and through these partners is required.

Responsibilities

        Own overall partner sales strategy and strategic execution for assigned accounts/ region - lead contact for all Federal SI major programs.
        Hold strategic high-level business meetings with top SIs to establish alingment
        Identify business opportunities and facilitate relationships between field sales/SE teams and key SI contacts
        Assist field sales to accelerate Federal Business through SI community.
        Maximize traction with SIs and identify trends/opportunities/challenges; drive strategies and take appropriate action to maximize benefit for all parties.
        Leverage available resources to drive partner behavior and improve partner-generated sales
        Generate sell-to opportunities and drive revenue / adoption with direct selling efforts to Federal SIs.

Qualifications

        Must have strong knowledge of Federal channel eco-system
        Minimum of 5+ years sales experience (combo of channel/field) success in the security software industry
        Demonstrate a high level of autonomy and resourcefulness
        Strong partner relationships
        Understanding of and ability to articulate technical / business concepts
        Excellent interpersonal, communication and presentation skills (both verbal and written)
        Ability to successfully manage and prioritize multiple projects
        Possess a high level of professionalism and have excellent follow-through skills
        Must be highly organized with a strong attention to detail
        Comfortable working in a fast-paced, fluid, and entrepreneurial environment
        Must possess a strong business acumen and high level of confidence
        Proficient in Salesforce.com and Microsoft Office Suite
        University degree or equivalent experience

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