Exabeam is the leader of user and entity behavior analytics. We deliver a complete Security Intelligence Platform that enables customers to easily collect all of their security relevant data, to accurately detect complex threats, and to effectively respond to security incidents. We exponentially increase the productivity and effectiveness of valuable security operations teams by enabling them to cut through the noise of thousands of alerts and focus immediately on high-risk user profiles and behaviors.
Exabeam is looking for a Director, Global Services to drive the post-sale success of Exabeam’s customers through Deployment & Integration and Training Services. This represents a unique opportunity to build an organization from the ground up. You will lead the development of Exabeam’s direct services portfolio and recruit and manage a small but global team of Professional Services Engineers and Educators.
Exabeam’s services strategy focuses on service-enabled partners. This role also leads the development and management of service partner enablement and certification programs, spanning Professional Services, Training and Managed Services. In this role, you will serve as the primary Customer Success point of contact for the global Channel Management team, collaborating closely with them on selecting, qualifying, enabling, certifying, and managing services partners. As our services partners are key to the successful technical deployment of our products and their adoption by our customers’ cybersecurity organizations, you will ensure the quality of services they deliver.
The role also serves as the primary point of contact with Finance, focusing on developing and adherence to quote-to-revenue recognition processes.
You will be measured on NPS, Service Partner Satisfaction, demonstrable evidence of successful customer deployment and adoption and financial metrics related to services delivered directly. The role reports to the EVP, Global Customer Success.
Develop Deployment & Integration and follow-on Deployment Services
Develop Training Services
Manage end-to-end delivery of services from quote through revenue recognition
Ensure timely, successful technical deployment of Exabeam products
Ensure adoption by our customers’ cybersecurity organizations
Serve as the primary point of contact with Sales for services opportunities
Develop and implement services partner enablement and certification programs
Collaborate closely with Sales Channel leadership to select and establish service partners for D&I, Training and MSSP
Inspect service partner delivery quality
Select and implement PSA system
Serve as the primary point of contact for Service Partners
Represent partner feedback to all Exabeam organizations, particularly product management and sales
Recruit and manage D&I Engineers and Trainers
Collaborate actively in evolution of the Customer Success organization
5+ years experience leading cybersecurity technology professional and training services organizations. Direct responsibility for quote to revenue recognition and all aspects of service delivery
Strong experience with service partner enablement and certification programs and managing service partners
Comprehensive understanding of SIEM and other cybersecurity technology usage among gov’t. organizations and mid and large enterprises, including familiarity with the range of technologies, their value propositions and organizational structures sponsoring and using them
Direct, extensive experience with managing large enterprise cybersecurity technology deployments
Cybersecurity practitioner experience, e.g., incident response, UEBA/Insider Threat, SOC member, a definite plus
Executive presence, written and communication skills commensurate with effective relationship buildingwith customers’ senior management