ArmorCode Inc.

Sales

• Develop and implement comprehensive sales campaigns, from initial prospecting to negotiating terms and conditions, that drive revenue growth and achieve sales targets within the assigned region.
• Build and maintain strong relationships with key prospects and customers, from C-level security executives to security practitioners, and leadership levels between, to understand their needs and position our platform as the solution of choice.
• Identify and pursue new business opportunities within the region, including enterprise accounts, mid-market companies, and strategic partnerships.
• Collaborate closely with sales leadership and other internal teams, including marketing, product management, and customer success, to ensure alignment and drive customer success.
• Utilize CRM tools and sales analytics to regularly track progress, forecast revenue, and provide regular reporting on sales performance and pipeline activity.
• Stay informed about industry trends, competitive landscape, and emerging technologies in cybersecurity, providing insights and recommendations to inform sales strategies.

Regional Sales Manager

• Define and execute the sales strategy for the Western Region, ensuring alignment with global corporate objectives while tailoring approaches to the specific nuances of the West Coast tech and enterprise landscape.
• Drive consistent over-achievement of revenue targets through new logo acquisition and strategic expansion within existing accounts.
• Recruit, mentor, and lead a high-performing team of Regional Sales Managers and Account Executives. Foster a culture of excellence, accountability, and the "5H" values.
• Build and maintain "C-level" relationships (CISO, CTO, CIO) within the region’s largest Fortune 500 and high-growth enterprise accounts.
• Implement rigorous sales processes (MEDDIC, Force Management, etc.), accurate forecasting, and pipeline management via CRM tools to ensure predictable business growth.
• Work closely with the Channel and Alliances teams to build a robust partner ecosystem in the West, leveraging GSI and regional VAR relationships to scale reach.
• Act as the "voice of the West" to Product, Marketing, and Customer Success teams to ensure our roadmap and messaging stay ahead of market demands.

Vice President – Sales, West

Solutions Engineer

• Assist the sales team by creating and delivering impactful presentations and demonstrations tailored for diverse audiences.
• Develop engaging demos and relevant use cases to illustrate product benefits and applications.
• Lead Proof of Value initiatives to ensure successful technical implementations and customer satisfaction.
• Work closely with Product Management and Engineering to provide feedback and enhance the platform based on customer needs.
• Offer product and technical insights to partners during the pre-sales process.
• Partner with marketing to create demos, white papers, case studies, and other content.
• Represent the company at industry events and partner functions, showcasing technical expertise and product value.

Solution Engineer

• Channel Development & Management: Establish, nurture, and grow relationships with strategic channel partners (resellers, distributors, and integrators) to drive partner-sourced revenue.
• Sales Enablement & Support: Equip partners with the tools, training, and support required to effectively position, sell, and support our SaaS solutions. Conduct onboarding and regular training sessions.
• Go-To-Market Strategy: Collaborate cross-functionally with Sales, Marketing, and Product to define and execute partner-led sales strategies that align with company objectives.
• Performance Analytics & Forecasting: Track and report on partner performance metrics, sales pipelines, and revenue contributions. Use insights to optimize partner programs and improve outcomes.
• Partner Recruitment & Onboarding: Identify, evaluate, and recruit new channel partners based on strategic fit, market opportunity, and capability.
• Revenue Growth: Drive partner-led business development and ensure consistent achievement of sales targets through partner channels.
• Market Intelligence & Competitive Insights: Stay up-to-date on market trends, competitor activities, and partner feedback to inform strategic decision-making and enhance the partner experience.
• Issue Resolution: Act as the primary point of contact for partner-related escalations, ensuring prompt and effective resolution to maintain strong partner relationships.

Channel Sales Manager

Product Manager

• Define product requirements for the company’s cybersecurity platform
• Work closely with key stakeholders, including customers, sales, engineering, and other team members to ensure delivery of an integrated experience
• Develop a deep understanding of the cybersecurity technology landscape and identify key areas of competitive differentiation and market disruption
• Work closely with strategic technology and services partners to build strong go-to-market strategies
• Define, deliver, and extend materials to streamline customer and partner education and onboarding
• Establish clear metrics and KPIs to continuously evaluate platform performance and feature usability
• Collaborate with Marketing, Sales, Business Development, and Sales Engineering teams

Regional Sales Manager

Vice President – Sales, West

Solution Engineer

Channel Sales Manager

Head of Product Management