Account Manager, Anomali
France
Travel will be required
Intelligence powered security operations
Open for applications
Intelligence powered security operations
201-500 employees
Open for applications
Travel will be required
201-500 employees
Company mission
To deliver innovative and effective technologies and solutions to address cyber security challenges for organizations of all sizes.
Role
Who you are
- Minimum of 5 years of direct enterprise cybersecurity sales / regional management experience in France
- Bachelor’s Degree in business or technical domain is required
- Proven track record in significant over-quota achievement and demonstrated career stability in enterprise sales
- Experience of selling into several verticals to include Banking/Finance, Energy/Utilities, government agencies, and Pharmaceuticals
- Successful in driving growth in the region of at least 30% y/y consistently
- Full life cycle solution selling. Experience with SaaS enterprise security products preferred
- Strong and systematic experience in selling 6 & 7 figure deals to Global 2000 / DAX100 accounts
- Domain experience in preferably Cyber Threat Intelligence and/or cyber related domain experience in SIEM, SOC, Big Data, Cloud, SOAR, NDR or EDR
- Experience in a fast growth pre-IPO business in a similar phase of growth to Anomali
- Proven and consistent hunting skills, 5 + years in an enterprise hunting / closing new business role is required. Experience in target account selling strategy
- Proven ability to generate 3x pipeline and strong closing skills
- Salesforce experience preferred
- Based out of the UK, travel to France and the included region will be required
- Ability to connect with all individuals at all levels, C-Suite to analyst
- Consultative sales approach – ability to uncover value by identifying customer pain points and understand information security concepts and approaches. Experience of value selling methodologies
- Gravitas – needs to be comfortable dealing with CISO level engagements and have an extensive existing network of enterprise cybersecurity contacts within the region within the end-user but also within the channel / ecosystem
- Strong work ethic, ability to adapt to rapidly changing environments, self-starter, high energy, passionate mindset
- O Curious / strong desire to self-learn new technology and ramp quickly
- Entrepreneurial and creative business approach
- Strong but balance personality with high integrity and work ethic, checked ego, non-political, ability to self-analyze and self-motivate. Positive energy, collaborator, winner attitude. Finds solutions, not problems
- Strong relationship builder externally and internally
- Enthusiastic and effective communicator. Excellent presentation skills (oral and written) for communication of complex solutions, business benefits, customer journey, and more. Excellent written and verbal communications skills
- Strong public speaker – track record of speaking and evangelizing at Industry events
- Strong negotiation skills, including managing legal contract negotiations
- Strong pipeline management and forecasting skills
- Analytical – data-driven in approach to decision making
- Languages: English and French (fluent oral and very high standard in written)
- Home office based – experience of working successfully in this way
- Based out of the UK, with travel to France and associated territory
What the job involves
- We are currently looking for talented and passionate Account Manager to join our EMEA enterprise sales team and develop/lead the region
- We are known for having an upbeat and healthy, dynamic environment with a culture focused on career growth, success and winning
- Our business model allows our sales teams to manage the full life cycle of our customer engagement
- We do not cap commissions!
- The primary responsibility is for the go to market strategy for the territory, growing the revenue of Anomali’s security solutions into enterprise organizations and government organizations within an eco-system of channel and technology partners
- The territory will include France and French speaking Europe
- Develop a regional territory go-to-market plan, incorporating a sales, marketing and channel plan with execution milestones
- Although initially a ‘first person on the ground’ enterprise sales role, the Account Manager for France will work in close partnership with an established and very experienced Principal Solutions Architect / SEs, based in the EMEA region to support this role
- Actively participate in all areas of the regional business. Build and drive the sales motion for the region establishing and maintaining all client and channel relationships
- Above all else, be accountable for results to exceed sales targets for the region on a regular basis
- Represent Anomali as the main spokesperson and figurehead for the region. Evangelize to the market and partners. Host key industry and Anomali events for the region
- Work closely with our strategic customers to be their advocate in Anomali for additional needs, identifying new business opportunities, and ensuring smooth and on-time renewals
- Work with the customer success team to develop strong regional Anomali customer advocates who can be an important part of our sales motion / GTM and create up-sell
- Travel as required across the region either working directly with end-users or with channel / eco-system partners
- Build and communicate consistent, accurate forecast information weekly, monthly and quarterly, giving the VP EMEA and CRO excellent visibility into the region’s pipeline
- Develop an Anomali eco-system within the region with key decision makers, influencers and partners. Find and develop ‘lighthouse accounts’ for the region
- Work closely with the channel team to evolve the partner channel both in terms of select SIs, VARs, distributors and technology partners to drive maximum value and incremental pipeline growth for the region
- Exceeds assigned sales quotas in designated territory
- Responsible for the development and performance of all sales activities in assigned markets
- Provides accurate reporting and forecasting for the region
- Establishes plans and strategies to expand the customer base in the territory
- Reports to Alex Depret-Bixio, VP EMEA
- Works closely in partnership with the Account Manager and Pre-Sales Solutions Engineers, and in parallel with the channel, SDR, marketing and customer success teams that align to the territory
- Ravel as necessary to develop the territory to end users, channel partners, marketing events
- Occasional travel out of territory to attend corporate events / training events and company kick-offs
Otta's take
Xav Kearney
CTO of Otta
The demand for cybersecurity services continues to grow as cyberthreats remain a serious problem for digital security, increasing need for enterprise threat intelligence solutions.
Anomali provides automated cybersecurity solutions that use metrics to analyze exactly what a security package does, how it responds and what breaches it can prevent. This allows businesses to receive advice and analytics on their current cyber-security systems, aiming to reduce spending on unnecessary software and support low-budget cyber-security.
Anomali presents itself as a unique cyber-security solution by focusing on collecting and analyzing intelligence based on the success of existing security platforms. This is strengthened by comparing data to other companies and the number of breaches it has prevented. In 2024, Anomali launched its AI-powered Security Operations Platform, saving time for analysts by up to 50% through an AI co-pilot. This exemplifies Anomali's keen eye for forward momentum in product development.
Insights
Few candidates hear
back within 2 weeks
21% female employees
-7% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Jan 2018
$40m
SERIES D
Apr 2016
$30m
SERIES C
Total funding: $96.3m
Company benefits
- Medical coverage
- Prescription drug coverage
- Dental coverage
- Vision coverage
- Short-term and long-term disability
- Life insurance (2x annual salary) and AD&D coverage
- 401K retirement plan
- 10 Paid Federal Holidays
- Unlimited Flexible Time Off (FTO) in the United States. Time Off outside of the United States will follow country specific guidelines
- Volunteer time off (2 days)
- Company-provided refreshments at HQ
- Quarterly events with your geographic team
Company HQ
Centennial, Redwood City, CA
Founders
Ahmed Rubaie
( CEO)Ahmed, has more than three decades of global technology leadership experience. In prior roles, they have driven strategic expansion and diversification of businesses across markets, industries and customers, steering delivery of leading and differentiated solutions. Ahmed has overseen the successful execution of growth transformation, including at Ariba (NASDAQ: ARBA), where they helped the company emerge from the 2008 recession to become the second most valuable Software-as-a-Service company by 2012
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