- Own the full sales cycle for your territory, from prospecting through close and expansion, sourced and closed through channel partners
- Build and execute territory strategies to generate pipeline and drive predictable ARR growth
- Cultivate and manage on-the-ground relationships with channel partners to identify, develop and close opportunities
- Identify and engage security leadership, budget owners and key stakeholders across complex organizations
- Lead consultative discovery to understand customer security workflows, operational challenges, and priorities
- Develop ROI-driven business cases and value propositions tied to measurable security outcomes
- Design and execute successful proof-of-concepts (POCs) with clear objectives and stakeholder alignment
- Partner with Field Engineering, Product, Engineering, and Marketing to advance opportunities and ensure customer success
- Consistently achieve or exceed pipeline and ARR targets
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