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Posted: 10/20/2026Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in Data Security sales strategies, including DSPM, Data Classification, and DLP, while effectively leading complex opportunities and stakeholder engagements. Proven ability to coach teams, develop pursuit processes, and maintain accurate forecasting in a dynamic sales environment.
Highest-signal resume keywords
Data Security Sales ExperienceDSPM, Data Classification, DLP ExpertiseConsultative Selling SkillsOpportunity Qualification FrameworksCross-Functional Leadership
Tech Stack
Tools & technologiesAbout the role
Key responsibilities & impact- Identify, qualify, and prioritize strategic Data Security opportunities across the Americas
- Establish criteria for nominating new-logo pursuits and existing-customer expansion opportunities
- Focus on sizable opportunities, generally $100,000 or more, and major new logos with substantial expansion potential
- Serve as the pursuit and capture leader for approved strategic Data Security opportunities
- Help AEs and SAMs define customer problems, business impact, risk drivers, buying processes, decision criteria, stakeholders, competitive environments, and paths to close
- Develop and lead pursuit strategies across DSPM, Data Classification, DLP, and related Data Security use cases
- Position individual solutions and bundled Data Security approaches based on customer requirements and maturity
- Design and lead customer workshops, including single-product entry workshops that can lead to broader platform opportunities
- Partner with Data Security Sales Engineers on technical agendas, requirements, evaluations, and implementation approaches
- Lead opportunity strategy across discovery, qualification, business-case development, workshops, trials, proof-of-value activities, RFPs, negotiations, and close
- Coordinate AEs, SAMs, SEs, Product Management, Customer Success, partners, executives, and delivery teams for strategic pursuits
- Develop repeatable pursuit and capture processes
- Coach sales resources on Data Security discovery, positioning, qualification, competitive strategy, and executive engagement
- Support opportunities in BFSI, Healthcare, SLED, and other strategic markets
- Support applicable FedRAMP-related opportunities
- Lead strategic end-user meetings and key partner engagements
- Communicate with Product Management and provide feedback on customer needs, product gaps, integrations, roadmap priorities, competitive positioning, and market requirements
- Maintain a shadow forecast and provide deal inspection, risk assessment, and close-plan updates
- Report on sourced revenue, influenced revenue, opportunity progression, expansion activity, and forecast risk
- Maintain accurate opportunity, account-plan, pursuit-plan, workshop-plan, and forecast information in CRM and required systems
- Perform other duties as assigned
Requirements
What you’ll need- Bachelor’s degree or equivalent professional experience
- Seven or more years of enterprise cybersecurity, data security, SaaS, or related technology sales experience
- Demonstrated experience selling or leading complex opportunities involving DSPM, Data Classification, DLP, data governance, insider risk, cloud security, or related data-security solutions
- Proven success meeting or exceeding quota and closing complex enterprise opportunities
- Experience leading strategic pursuit and capture motions involving multiple stakeholders, products, technical teams, partners, and executive sponsors
- Strong understanding of data-security challenges across cloud, endpoint, network, SaaS, hybrid, and regulated environments
- Ability to understand technical solution architecture and customer requirements at a level stronger than a typical account executive
- Demonstrated ability to coach and influence AEs, SAMs, SEs, Product Management, and partners without direct authority
- Strong consultative selling, discovery, workshop facilitation, business-case development, executive engagement, and negotiation skills
- Experience creating opportunity-selection criteria, pursuit plans, capture strategies, qualification frameworks, and close plans
- Demonstrated ability to lead customer workshops, evaluations, proof-of-value activities, and complex buying processes
- Experience selling both individual security products and integrated or multi-product solutions
- Experience partnering with Product Management and serving as a conduit for customer and market feedback
- Ability to develop repeatable sales plays and operating processes for a new strategic overlay function
- Ability to maintain a reliable shadow forecast and provide disciplined opportunity inspection
- Excellent presentation, written, verbal communication, and cross-functional leadership skills
- Strong organization and time-management skills, with the ability to manage multiple strategic pursuits across the Americas
- Ability to travel for customer, partner, and internal meetings as needed
Benefits
Comp & perks- Health, dental, and vision coverage as of hire
- Immediate enrollment in 401(k), HSA, and FSA plans
- Flexible PTO policy
- Tuition and personal enrichment reimbursement
- Option to enroll in ID Theft Protection Program
- Personal and professional development opportunities
- Flexibility
- Holistic wellbeing perks
- Full-time, exempt employee benefits package
ATS Keywords
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Data Security SolutionsEnterprise CybersecuritySaaS SalesComplex Opportunity ManagementTechnical Solution ArchitectureBusiness-Case DevelopmentWorkshop FacilitationNegotiation SkillsOpportunity-Selection CriteriaSales Play Development
Soft Skills
Consultative SellingExecutive EngagementCommunication SkillsOrganization SkillsTime-Management Skills
Tools & Technologies
CRM SystemsForecasting ToolsSales Enablement Platforms
Industry Keywords
BFSIHealthcareSLEDFedRAMPCloud SecurityData GovernanceInsider RiskRegulated Environments