Civilian Sales Executive

Sales & Business Development McLean, Virginia United States


Description

What’s your mission?

At IronNet Cybersecurity, our mission is simple: 

To deliver the power of collective cybersecurity to defend companies, sectors, and nations. In response to cyber adversaries who increasingly collaborate for collective offense, leading organizations in our critical infrastructure are using collective defense strategies and solutions to meet these powerful and ever-changing threats. We believe that collective defense is our collective responsibility and we are leading the charge.

IronNet delivers unmatched collective cyber threat detection for enterprise on-premise, cloud, and hybrid networks. We do this through the application of advanced behavioral analytics, AI, and machine learning techniques. Our team combines the tradecraft knowledge of the best offensive and defensive cyber operators in the world with world-class mathematicians and data scientists to engineer solutions that empower companies to defend against advanced threats.

IronNet is recognized in Gartner’s 2019 Market Guide for Network Traffic Analysis and was recently named a Vendor to Watch by Enterprise Management Associates. Our founder and Co-CEO, General (Ret) Keith Alexander, is a recognized cybersecurity innovator and a frequent speaker about current cyberthreats and effective defenses. We have a leadership team with deep government and commercial cyber experience and are advised by a board of esteemed security and venture investment professionals.

What Are You Looking For?

Are you looking for an opportunity to make a significant impact at a game-changing, disruptive, enterprise cybersecurity start-up with an amazing culture, phenomenal leadership and strong financial backing?  IronNet is seeking a proven, professional, high-energy, high activity Public Sector Sales Executive.

The Sales Executive is responsible for generating new revenue within assigned Civilian agency accounts.  Responsible for all GTM initiatives including developing new opportunities, building & executing account, vertical and regional sales strategies in close alignment with our strategic partners, managing regional sales pipeline, closing large, enterprise-level deals, and leading customer expansion initiatives for our groundbreaking IronDefense and Collective Defense network security solutions.

The profile you must successfully demonstrate:

  • Track record of consistently achieving and exceeding quota.
  • Working for up-start, hyper-growth companies combined with large company experience.
  • Driving a complex enterprise sales process.
  • Selling disruptive enterprise security solutions/services to CISO’s & CIO’s of enterprise-level companies
  • Intelligence and aptitude to position the benefits of an enterprise-grade, groundbreaking solution, coupled with high levels of professionalism and integrity.

Your path for success – our expectations of you within first 30/45 Days:

  • Identify, research and formalize a comprehensive territory strategy using all of the resources provided you, which include: field marketing, inside lead/demand generation, channel/partner alliance teams.
  • Familiarize yourself with IronNet’s services and messaging and understand how we do things.
  • Establish and develop a strategy for creating demand within your target accounts or assigned territory. 

Your path for success – Our expectations of you within first 90 Days:

  • Drive complex sales-cycles which include our entire portfolio of services and present to Director, VP, and C-level executives.
  • Work effectively with senior management and corporate counsel, negotiate contracts and provide all follow-up to deliver signed contracts.
  • Document daily sales activities in Salesforce, prepare accurate reports and forecasts, manage pipeline and perform other tasks necessary to drive sales revenue and communicate activities to sales leadership.
  • Master IronNet’s messaging and competently present our proposition to your team.
  • Develop your pipeline through a combination of cold calling, targeted account marketing, targeted account events, email campaigns, market sector knowledge/intelligence and by working closely with our channel partners on account mapping.
  • Collaborate with Marketing to develop and/or execute in-territory or vertically-focused field marketing campaigns to drive awareness and lead generation
  • Deliver quarterly business reports to sales leadership on the health and engagement status of the territory, target verticals, solution requirements, key competitors, etc.

What we expect from you:

  • Our strong preference is a validated successful background in selling either big ticket enterprise security management solutions such as SIEM, GRC, SOAR, SOC solutions, DLP, Sandboxing, Threat, Vulnerability and Risk Management, Enterprise MSSP, DLP,  cloud security or Enterprise SaaS.
  • You have a good working knowledge of network /enterprise security with good domain experience.
  • You are a proven solution seller with a strong track record of consistent public sector sales overachievement with customer transactions often over $1m.
  • You have worked with Channel partners and have a deep understanding of a channel centric go to market approach as well as the associated vendor and partner eco-system.
  • You demonstrate different influencing styles as appropriate to a situation while demonstrating a history of successfully building and maintaining trusting relationships with associates and customers.
  • You are persistent, despite obstacles, opposition or setbacks and you will consistently focus on a 'path to success' approach to winning business, effectively communicating IronNet's compelling value proposition to your clients.

More About IronNet:

IronNet delivers unmatched collective cyber threat detection for enterprise on-premise, cloud, and hybrid networks.  We do this through the application of advanced behavioral analytics, AI, and machine learning techniques.  Our team combines the tradecraft knowledge of the best offensive and defensive cyber operators in the world with world-class mathematicians and data scientists to engineer solutions that empower companies to defend against advanced threats.

Our founder and Co-CEO, General (Ret) Keith Alexander, is a recognized cybersecurity innovator and a frequent speaker about current cyberthreats and effective defenses. We have a leadership team with deep government and commercial cyber experience, and the company is advised by a board of esteemed security and venture investment professionals, including Jan Tighe Retired Vice Admiral, Former Deputy Chief of Naval Operations for Information Warfare and Director, Naval Intelligence, US Navy; and Jack Keane Chairman, Institute for the Study of War, Retired Four-Star General, Former Vice Chief of Staff, US Army.

Recognition & Awards

IronNet is recognized as a representative vendor in Gartner’s “Market Guide for Network Detection and Response (NDR)”, and Forrester recently named IronNet a representative vendor in its “Now Tech: Network Analytic and Visibility, Q2, 2020” research. 

2019 Awards: 

  • Fortress Cyber Security
  • EMA Vendor To Watch
  • CRN Security100

2020 Awards:

  • CRN Emerging Vendors
  • Fortress Cyber Security
  • Hot 150 Cybersecurity Companies

Benefits of Working at IronNet:

IronNet strives to provide and takes pride in being able to offer comprehensive, essential and affordable benefits for our employees and their families.  We offer an unlimited PTO plan, 401(k) match as well as Medical, Dental, Vision, and Disability Insurance.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, or protected veteran status, or any other legally protected basis, in accordance with applicable law.

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