As a leading provider of global information security solutions, Code42 secures the ideas of more than 50,000 organizations worldwide, including the most recognized brands in business and education. Because Code42 collects and indexes every version of every file, the company offers security, legal and IT teams total visibility and recovery of data wherever it lives and moves. Founded in 2001, the company is headquartered in Minneapolis, Minnesota, with offices in London, Munich, Denver and Washington, D.C. We are proud to be funded by Accel Partners, JMI Equity, NEA and Split Rock Partners.
Code42 is committed to providing all employees with engaging and challenging work, an opportunity for growth, an equal voice to drive innovation, and an environment that cultivates authenticity. In return, we look for people who are inquisitive, enjoy solving complex problems, collaborate effectively, think creatively and provide diverse insights to help us all think better and more productively. Come join us and #BeCode42
WHAT YOU'LL BE DOING:
The Security Solutions Relationship Manager will bridge customer security, legal, and information technology groups to ensure Code42's Next-Gen Data Loss Protection customers are utilizing our solution to its fullest potential to drive customer value and strategic business alignment. You will take a leadership role on behalf of assigned customers to ensure we are keeping the promise, making it easy to do business with Code42, delivering customer value and are strategically aligned from a business and technical standpoint.
YOU'LL BE RESPONSIBLE FOR:
Detecting, developing, and executing account strategy for security deployment opportunities and understanding client security challenges and solving problems through deployment of our security solutions
Identifying, establishing, and building relationships with key customer stakeholders within the business, with an emphasis on demonstrating value to CISOs and Security teams
Identifying security buyers and decision makers within our existing customer base and driving deployment of our security solutions Drive awareness of Code42 capabilities to solve existing or potential requirements
Achieving or exceeding security seat deployment targets
Understanding Code42's products and positioning our differentiated Next Gen DLP ROI to key security buyers and executive sponsors
Drive successful customer adoption of licensed products by leveraging your technical partners
Driving proof of concepts to solve customer challenges
Working collaboratively with technical security professionals to drive customer adoption, prove value and secure customer references.
Collaborating with Product Management, Research & Development, Product Marketing and Corporate Strategy & Development to optimize security value to our existing customers.
Be the Champion and Advocate for your customer
Develop & drive use cases and customer success plans with each customer
Manage all aspects of your assigned customers' post-sales business needs
Drive security solution alignment with customers in collaboration with Product Management
Drive business alignment by delivering Business Reviews to Director-level or above
Nurture Code42 Next-Gen Data Loss Protection customers to become references and 'customers for life'
SKILLS AND REQUIREMENTS:
5+ years of security software sales experience selling into existing customer base
Security solution and security industry knowledge and experience
Experience determining and delivering security use case scenarios to customers
Demonstrated ability to overcome customer objections, negotiate win-win deals and drive adoption of new products and solutions within the existing customer base.
Change agility and success working in a fast growth environmentsolving problems while sustaining good relationships
Track record of exceeding targets
Ability to build and sustain rapport with customers.
Ability to work collaboratively across the organization
Ability to work both independently as well as collaboratively within a team environment.
Self-motivated and able to work with minimal direction.
Professional, positive, and approachable attitude/demeanor and sensitivity in handling confidential information.
Demonstrated Executive Presence
Excellent verbal, written and formal presentation and communication skills
Self-starter, big-picture thinker with attention to detail
Ability to navigate difficult situations and negotiate effectively
Demonstrate methodical critical thinking/decision making skills
Experience developing customer account/success plans
Bachelor degree, or equivalent experience, in Information Technology, computer science or a related field
20-40% travel required