Job description
At ExtraHop, we’re on a mission to help organizations achieve complete visibility, real-time threat detection, and proactive security through cutting-edge network detection and response (NDR) technology. Our NDR product is a market leader, providing our customers with the ability to detect, investigate, and respond to threats faster than ever before.
We’re proud of the work we do and the recognition we’ve received, including our recent Gartner Peer Insights award, which reflects the trust and satisfaction our customers have in our solutions.
If you’re passionate about innovation, dedicated to protecting digital infrastructures, and ready to make a real impact, we invite you to join our team and help us shape the future of cybersecurity.
As an AVP, you learn and maintain in-depth knowledge of ExtraHop’s products and technologies, competitive products, and industry trends. Your primary responsibility for the role is managing a team of in-region quota-carrying sales managers. The field sales team is responsible for increasing revenue in assigned regions/territories/districts through identifying, recruiting, and developing opportunities for generating direct sales and partnerships with resellers.
Specific Duties
- Drive agreed-upon sales strategies and processes to meet and exceed sales goals.
- Development of sales plan including target setting and allocating named accounts.
- Great teamwork ethics are required to run a successful sales team which should run as a team vs. a collection of individuals.
- Hire, train, motivate and retain an effective sales force.
- Role model team leadership and management qualities.
- Management of the team’s pipeline, qualify, and accurately forecast business.
- Provide timely and accurate field feedback to other departments within ExtraHop.
- Accurately forecast business on a weekly basis.
- Work proactively with resellers and partners to grow business in your territory.
- Meet/Exceed sales team booking target and Proof of Value (PoV) plan.
- Assist the Regional Sales Managers
- Meet and exceed assigned sales targets by closing new accounts and growing revenues in existing customer installations.
- Identify prospects for ExtraHop products through cold calls, and lead follow-up and face-to-face meetings.
- Build a qualified pipeline to cover four times the assigned target.
- Work with their Inside Sales team and align best on best practices.
- Define win-strategy for key opportunities.
- Call on senior executives to understand the business, decision-making, and financing processes of your territory.
- Present and demonstrate ExtraHop products to customers.
- Provide customer and competitor feedback and field intelligence where available and necessary.
- Prepare and implement strategic sales account plans for all customers and identify business growth opportunities in the assigned customer base.
- Ensure resellers and field sales engineers and management are working together in the sales process, lead generation, registering opportunities, accurately forecasting revenue, and tracking to required revenue goals established by their discount tier.
- Coach and support the ramp-up and development of the sales force capabilities.
- Prepare and maintain an accurate sales forecast for your territory.
- Become the executive sponsor in the assigned region for key customers.
- Keep Salesforce hygiene within the required parameters.
Required Qualifications and Experience
- Four-year degree or equivalent in a related discipline (e.g., information technology, computer science, business, or engineering).
- 5-10 years managing remote field sales teams.
- Track history of success selling technical solutions.
- Demonstrated technical acumen to articulate ExtraHop’s value proposition in a differentiated and compelling manner.
- Strong communication, organizational, and interpersonal skills.
- Proven history of sales success in security / cloud / network / application management or related IT infrastructure solutions.
- Demonstrated ability to secure meetings and close deals with senior-level executives.
- Solid understanding of enterprise security.
- Acute commercial skills with an understanding of how to support Cloud, Capex, Opex and finance requirements.
- Strong independent work ethic and experience working in a dynamic culture.
- Existing senior-level relationships at a wide range of enterprise accounts in your assigned territory.
- Ability to travel
The base salary for this position is between $190,000 - $205,000 on a 50⁄50 split
ABOUT EXTRAHOP
ExtraHop is the cybersecurity partner enterprises trust to reveal the unknown and unmask the attack. We’re on a mission to protect and propagate trust by revealing the cybertruth, and we partner with every customer, every day, to uncover it. Our Reveal(x) 360 platform is the only network detection and response solution delivering the 360-degree visibility needed to see everything on the network. When organizations have full network transparency with ExtraHop, they can see more, know more, and stop more cyberattacks.
ExtraHop is recognized by leading organizations for both its innovation in the market and its commitment to building a world-class team. We’ve been recognized as a “Customer’s Choice” by Gartner Peer Insights™ Voice of the Customer, and as a Leader in the Forrester Wave®: Network Analysis and Visibility, Q2 2023. ExtraHop has won AI Breakthrough Awards four times (2018-2020, 2023) and our Channel Partner program has received a 5-star rating from CRN for our 2023 Partner Program Guide. Our flagship product, Reveal(x), has received numerous accolades, including a 2022 Edison Award for Cybersecurity.
Employees’ wellbeing is top of mind for the ExtraHop team. Employees and their families will have the option to participate in the following benefits:
- Health, Dental, and Vision Benefits
- Flexible PTO, Sick Time Prorated Based on Date of Hire, and All Federal Holidays (US Only) + 3 Days of Paid Volunteer Time
- Non-Commissioned Positions may be eligible to participate in the Annual Discretionary Bonus Plan
- FSA and Dependent Care Accounts + EAP, where applicable
- Educational Reimbursement
- 401k with Employer Match or Pension where applicable
- Pet Insurance (US Only)
- Parental Leave (US Only)
- Hybrid and Remote Work Model
*Candidates should note that the Company may modify reporting relationships, job titles and compensation, including commissions and benefits, from time to time at its sole discretion, as it deems necessary, with or without prior notice.
We are intentional about our culture, diversity, and inclusion, and we welcome everyone to come ready to participate in contributing to this truly unique environment. At ExtraHop, we believe that the best products, services, and companies are built by strong teams that include a diversity of backgrounds, perspectives, ideas, and experiences. We are committed to supporting and enabling growth and opportunity for every employee at every level. This is the foundation of our success.
We are equally committed to equal employment opportunity, and it is foundational to how we recruit and hire our talented team. Employment is determined based upon capabilities and qualifications without discrimination on the basis of race, color, religion, sex, gender identification and expression, marital status, military status, pregnancy (including but not limited to potential pregnancy and pregnancy-related conditions), sexual orientation, age , national origin, ancestry, citizenship or immigration status, disability ,, genetic information, or any other protected class as established by law.
Our people are our most important competitive advantage, leading the charge cyber criminals and insider threats.
Ready to join us? #Extrahop #Security #NDR #informationsecurity #cybersecurity #cloudsecurity #infosec #LI-Remote
