ExtraHop

Sales

• Increase revenue by gaining access to large enterprise opportunities via an agreed list of partners
• Lead and develop the Regional Channel Account Manager team across the U.S.
• Develop regional channel strategy to accelerate engagement from reseller and referral partners
• Work with channel ops to create operational framework for tracking partner engagements, status, and compliance
• Develop the partner lifecycle and engagement points during each stage
• Identify new markets and partners to help scale within regions
• Build customized sales programs with large partners
• Collaborate cross-functionally with sales, support, product management, finance, and legal to build business alignment
• Partner with sales enablement and partner marketing to build partner enablement, communication, and engagement plans
• Maintain in-depth knowledge of ExtraHop products, competitive products, and industry trends

Director, Channel Sales

Security Engineer

• Collaborate with other architectures and technical SMEs to provide technical leadership in the architecture, design, and implementation of network detection and response
• Inject world class real world security knowledge into the design and development of the product
• Drive the design innovative detection methodologies to establish and maintain a leading edge threat detection program
• Research, evaluate, and recommend emerging security technologies and research to enhance the product's detection and response capabilities
• Promote a results driven culture, by promoting a culture of collaboration, trust, transparency, and productivity

Senior Principal Security Engineer – Architect

Sales Engineer

• Recruit, hire, and retain top talent within the Sales Engineering team.
• Foster a culture of collaboration, innovation, and customer-centricity.
• Mentor and develop team members, providing regular feedback and tailored growth plans aligned with company objectives.
• Define and track team performance metrics, ensuring continuous improvement and alignment with business goals.
• Own key aspects of the technical sales process and demonstrate thought leadership in the art of giving a demo and conducting a POC.
• Collaborate with cross-functional leadership, including Sales, Product Management, and Marketing, to influence product direction and align technical sales strategies with business priorities.
• Contribute to the development and execution of go-to-market strategies by leveraging technical expertise and market knowledge.
• Identify trends and emerging technologies to position the organization as a leader in the industry.
• Influence both internal and external decision-makers through presentations and briefings.
• Lead architecture design discussions and recommend an appropriate combination of technologies for production deployment.
• Act as a senior technical advisor, supporting complex sales opportunities, including product demonstrations, proof-of-concepts (POCs), and RFP/RFI/RFx responses.
• Build and maintain deep relationships with key customer stakeholders, channel partners, and alliance partners.
• Guide the design and delivery of solution architectures that align with customer business needs and goals.
• Remove technology-related buying objections from the sales opportunity.
• Demonstrate products to technical and non-technical audiences, at executive and/or technical levels, and at pre- and post-sales meetings.
• Standardize and continuously improve Sales Engineering processes, including demo narratives, POC workflows, and knowledge-sharing practices.
• Ensure accurate and timely usage of Salesforce (SFDC) to support forecasting and business insights.
• Partner with Product and R&D teams to relay customer feedback and drive product improvements.
• Assess prospective customer needs and uncover requirements for ExtraHop solutions.

Director, Sales Engineering

Solutions Engineer

• Advanced GUI development
• Advanced Trigger Script development
• Intermediate external REST API script development
• Analyze customer network topologies and application stacks; develop strategies to acquire high-value data from the wire.
• Profile industry-specific applications across a broad range of verticals; create technical assets and written collateral to support product improvement and marketing efforts.
• Conduct root cause analysis of high-profile technology problems and advise customers on their resolution.
• Develop custom tools using Python and JavaScript-based APIs to extend the functionality of the ExtraHop platform.
• Develop customized data analysis to monitor changing technical and business conditions in real-time.
• Create rich data visualizations to aid tactical investigations and realize strategic objectives.
• Create automated tools to streamline repeatable processes and maximize time spent building intelligent solutions.
• Conduct hands-on learning sessions with key customer personnel.

Senior Solutions Architect

• Oversee ExtraHop eLearning programs, content, materials, and systems to drive a positive impact to revenue teams
• Take initiative in addressing gaps in revenue performance through creation of learning experiences that impact sales processes
• Set standards for learning experiences and support creation of best-practices and continuous improvement of eLearning content and materials
• Design and creation of learning experiences (eLearning course, paths, guides, videos) for onboarding, ramping, readiness, and ongoing effectiveness and accreditation
• Design, create, and publish enablement experiences, including videos, guides, instructions, and lessons
• Identify key performance indicators such as surveys, assessment scorecards, and feedback that demonstrate impact and identify areas of improvement
• Manage and maintain internal eLearning Library (LMS), including full lifecycle of creation, updating, and archiving
• Create and maintain a library of multimedia assets for use by other team members in building eLearning and live sessions
• Analyze needs, plan, build, and execute programs
• Collaborate with stakeholders and subject matter experts to ensure high-quality and impactful learning experiences
• Collaborate with teammates on best practices for enablement experiences, reusable templates, and internal guides
• Apply latest sales enablement techniques and instructional design principles
• Support additional projects focused on improving sales effectiveness
• Work cooperatively with cross-functional stakeholders and perform in fast-paced environments

Sales Enablement Program Manager

Business Operations

• ExtraHop is reinventing Network Detection and Response (NDR) to help enterprises and organizations stay ahead of emerging threats with unmatched network visibility, context, and control.
• Today’s attackers bypass traditional security defenses through identity-based entry, move invisibly across cloud, on-premise, and data center networks using encryption and trusted applications, and exploit and exit whenever they want.
• By combining the power of NDR with Network Performance Management (NPM), Intrusion Detection Systems (IDS), and forensics in a single, integrated platform, ExtraHop can decrypt and unlock complete packet-level data at wire speed, analyze and correlate it across all your networks, applications, devices, and users with cloud-scale machine learning, and provide a single interface to the SOC to detect, investigate, and remediate modern cyber risks in real time.
• Position Summary: As a Business Systems Specialist, you will be a key member of ExtraHop’s IT Applications team, leveraging a broad portfolio of business applications—including Salesforce and GTM tools—to design, implement, and maintain solutions that drive operational excellence across the company.
• Key Responsibilities: Partner with stakeholders to gather, analyze, and document business and technical requirements, translating them into scalable solutions. Manage, configure, and maintain a portfolio of SaaS and GTM applications, recommending new technologies where appropriate. Collaborate with developers and admins to design, test, deploy, and document solutions using standard features and custom development. Administer Salesforce, including data management, security permissions, CPQ processes, and Partner Community functionality. Oversee implementation, upgrades, and integrations of business applications such as LeanData, Full Circle, Highspot, Crossbeam, Workspan, Gainsight, Eloqua, and Pardot. Support internal customers by triaging and resolving application-related tickets. Maintain application documentation, processes, and protocols for acquisition and usage. Stay informed on new features and releases, applying them to enhance business processes. Participate in agile scrum teams, contributing to planning, execution, testing, and launches.