Technology Alliances Manager
Filigran
Cyber Security
Job Level
Lead
Tech Stack
Cyber Security
About the role
- Drive revenue growth by expanding relationships with existing customers and acquiring new business.
- Manage key accounts, identify new opportunities, and work closely with internal teams and channel partners to deliver cybersecurity solutions to clients.
- Manage and grow existing relationships with customers in designated territory, ensuring long-term success and expansion.
- Identify new opportunities within the existing customer base, driving upgrades, cross-sells, and contract renewals at escalated ARR rates.
- Partner with internal teams (e.g., Customer Success) to ensure customers receive expected value.
- Serve as the primary point of contact for customers, establishing trust and influence at all levels of the organization.
- Prospect and acquire new clients aligning client cybersecurity needs with Recorded Future’s solutions.
- Drive the full sales cycle from lead generation, solution demos, negotiations, and closing deals with new customers.
- Leverage market insights to position Recorded Future’s solutions, staying informed about industry trends and competitor offerings.
- Collaborate with channel partners to expand pipeline and increase market reach.
- Develop and present compelling proposals, ensuring alignment with customer needs and objectives.
- Utilize sales methodologies such as MEDDIC and Value-Based Selling to influence decision-makers and close complex deals.
- Create and execute go-to-market strategies in collaboration with internal and external teams, aligning with both customer needs and business goals.
- Track and update opportunities in Salesforce, providing accurate forecasts and ensuring timely progress toward closing.
Requirements
- Experience in full sales cycle roles, with a focus on new business acquisition in the enterprise cybersecurity, SaaS, or information security sectors.
- Proven ability to grow revenue through both existing accounts and new business acquisition.
- Deep understanding of the cybersecurity landscape, including knowledge of threat intelligence and security operations.
- Experience working with security-focused channel partners, and an understanding of how to leverage these relationships to drive growth.
- Consultative sales approach with strong communication skills to engage both technical and executive stakeholders.
- Analytical and problem-solving abilities to uncover customer needs and present solutions effectively.
- Negotiation expertise, with the ability to handle objections and close complex deals.
- Self-motivated and results-driven, with the ability to manage multiple priorities and work independently in a fast-paced environment.
- Fluency in German
- Proficiency in Salesforce, Google Suite, and a Mac environment.
- Bachelor’s degree or equivalent experience.
- Ability to travel up to 30% of the time.
