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Tech Stack
Tools & technologiesCloud
About the role
Key responsibilities & impact- Develop business and manage an enterprise account portfolio
- Manage an assigned portfolio of enterprise accounts in the São Paulo region, owning the territory and account strategy
- Prospect for new opportunities and expand existing strategic accounts, generating qualified pipeline
- Lead the full complex sales cycle: stakeholder mapping, security maturity assessment, value proposition, negotiation, and closing
- Execute cross-sell and up-sell opportunities within the installed base, increasing ARR and average deal size
- Act as a trusted advisor to Information Security, Risk, Compliance, Audit, and IT leaders
- Position cybersecurity solutions in terms of risk reduction, operational continuity, and business impact
- Conduct account research and planning to engage senior decision-makers and drive multi-threaded sales
- Maintain long-term relationships with CISOs, CIOs, and board members
- Lead high-value opportunities with 6–12+ month sales cycles and multiple stakeholders involved
- Apply MEDDPICC, MEDDIC, SPIN, and BANT methodologies
- Represent the company in strategic negotiations, including scope, commercial terms, and alignment with Legal, Finance, and Compliance
- Maintain the pipeline in MS Dynamics CRM, with complete opportunity documentation
- Ensure forecast accuracy and report opportunities and expansions to sales leadership weekly
- Meet and exceed annual revenue/bookings targets while managing margins and profitability
- Lead cross-functional teams for each opportunity, including Sales Engineering/Pre-Sales, Customer Success, Product, Marketing, Professional Services, Legal, and Channels/Partners
- Align with systems integrators, MSSPs, and distributors to expand reach and co-sell
- Provide market and customer feedback to Product and Engineering
- Demonstrate an understanding of the company’s cybersecurity solutions, such as cloud security, identity, endpoint, SOC, MXDR, and CROC
- Monitor threat trends, regulations such as Brazil’s LGPD, BACEN regulations, ISO 27001, and NIST, as well as market developments
- Participate in industry events, trade shows, presentations, and technical/commercial training
Requirements
What you’ll need- Knowledge of Technology and Information Security
- Sales knowledge
- Knowledge of NetSecurity’s portfolio and services
- Sales negotiation techniques
- Customer service
- Basic knowledge of tax and fiscal legislation
- Proficiency with Microsoft Office
- Understanding and ability to assess opportunity maturity throughout the sales cycle
- Excellent verbal and written communication skills
- Experience managing customers and partners
- Understanding of customer relationship management metrics and KPIs
- Strategic account planning and daily activity planning
- Ability to follow and adapt to internal processes and controls
- Knowledge of pricing systems, taxation, and channel commercial terms
- More than 5 years of experience in complex B2B sales, preferably in cybersecurity, SaaS, or enterprise IT infrastructure
- Team spirit; ability to mobilize stakeholders; initiative; commitment to self-development; leadership; accountability; expertise; adaptability; objectivity; emotional balance; relationship-building; availability; collaboration; results orientation; professional demeanor and presentation; attention to detail; business acumen
- Intermediate English is desirable
- Excellent relationships with large companies in São Paulo, particularly in the financial services, industrial, and services sectors
- Experience with public tenders and public procurement processes is desirable
- Experience at systems integrators focused on managed services and information security operations
- Technical and commercial knowledge of Information Security
- Experience serving partners and companies in the Information Security sector
- Experience serving major accounts in the oil and gas, retail, and financial sectors
- Experience and knowledge in cloud Information Security sales
- Knowledge of Google SecOps, TrendAI, Lumu, Cloudflare, Proofpoint, Palo Alto Networks, and similar solutions
- Experience selling managed security services, particularly SOC, MXDR, and MSecOps
Benefits
Comp & perks- No benefits, perks, or additional compensation are explicitly stated in the posting