Account Executive, Versa Networks
Managed Service Provider, Southern Europe
Secure access service edge vendor
Open for applications
Secure access service edge vendor
501-1000 employees
Open for applications
501-1000 employees
Company mission
To address the security and networking challenges that Enterprises and Service Providers face, and connect branch offices, home offices, and users to applications wherever they exist.
Role
Who you are
- This is a hands-on role that requires prior work experience in working with Managed Service Providers to support them in all aspects of partnership, including selling, supporting, driving preference and building pipeline for Versa
- Candidates must have experience in working at or with Managed Service Providers for a sell-to, sell-with and sell-through approach
- Candidates must be technically, business and operationally astute and comfortable working across multiple functions within a large Service Providers. An ability to just “get things done” and navigate around issues is critical
- The selected candidate will have a successful background in Networking, SDWAN, Security and/or SASE
- Preference will be given to candidates who are familiar with a sell-to motion and have demonstrated a successful track record of building and growing a business
- Bachelor's degree or equivalent training in business or sales management or engineering
- 5+ years selling experience in high tech sales
- Strong technical background
- Excellent written & verbal communication skills
- Excellent presentation skills
- Ability to learn new technologies quickly
- Highly motivated sales starter and ability to work independently
- Proven impressive ability to find ways over, under, around & through barriers
- Must be extremely sensitive & adaptive to both stated and unstated customers
- Experience creating focused, collaborative, results-driven teams (internal & partners)
- Proven, consistent over achievement of sales quotas
- Proven track record of exceeding customer expectations
- Ironclad integrity
- Ability to manage multiple objectives, tasks and clients
- Ability to prospect and qualify potential accounts
- Team Player
- The right Attitude – self-starter, motivated, committed, responsive, proactive, get-stuff-done
- The right Aptitude – problem solver, innovator, anticipates and navigates through issues/obstacles
- The right Abilities – domain knowledge, strong track record of success, customer focused, collaborative
What the job involves
- Versa is looking for an experienced Service Provider Account Executive in the DACH Region to focus on partnering with MSPs including DTGBS and T-Mobile in Germany, Switzerland, Netherlands, Poland, Austria and Czech Republic
- Manage & Grow Versa business through Service Providers (MSP, MSSP, UCaaS)
- Recruit, on-board, enable & operationalize new Service Providers
- Build and maintain relationships with SP sales teams/channel
- Drive preference for Versa as the preferred partner for SP Sales/Pre-Sales
- Develop strategic business plans/GTM with SP and (if applicable) Versa enterprise/territory sales, conduct Quarterly Business Reviews to maintain a healthy, positive, “growth oriented” partnership
- Works with the Enterprise Sales teams to develop joint account plans to target and penetrate strategic accounts. As needed, supports Versa Enterprise/Territory sales teams in secure client meetings and demos
- Owns responsibility for building, maintaining, growing and reporting on sales funnel in order to achieve/exceed quota
- Tracks and reports on all identified, regularly provides funnel and sales opportunities
- Facilities and provides continuous education, training, enablement to SP sales, sales support, technical support, marketing, client support, and product management teams to be able to effectively support and deliver Versa solutions to their end customers
- Maintain positive, strong relationships with key decision makers and influencers within SP to keep Versa “top of mind” and to maintain the leading preferred vendor within the SP
- Manage partner pricing, negotiations, procurement process and contracting
- Work cross-functionally (Product/Engineering, Marketing, Operations) in order to support overall growth and success of the global partnership. Proactively assess partner needs on an ongoing basis
Our take
The secure access service edge (SASE) is composed of a complex group of networking and cloud software tools like software-defined wide area networks (SD-WAN), secure web gateways (SWG), and firewall-as-a-service. SASE itself functions to better deliver cybersecurity tech, and as such it’s big business right now. Versa Networks is capitalizing on this, with its in-cloud and on-premise flexible SASE solutions.
While the company faces competition against SASE rivals such as Juniper Networks (where the founders left to kick off Versa Networks), and major players like Cisco and Cloudflare. Startups are pulling in hefty funding, too: Cato Networks is a Unicorn twice over, and Netskope is valued at nearly fourfold that. Add to that the current SASE market is set to grow from its 2021 $3 billion valuation to $6 billion by 2028.
This should come as no surprise. SASE sits at the juncture of the lucrative and high-growth sectors of cloud computing, cybersecurity, and networking, and is expected to have a sweeping addressable market as more businesses pivot onto the cloud. Versa Networks is set to hold its own against well-funded startups and acquisitive enterprises, recently completing a "pre-IPO" fundraise of $120 million, the company has positioned itself to deepen its hold on its slice of the market.
Kirsty
Company Specialist
Insights
Few candidates hear
back within 2 weeks
Company
Funding (last 2 of 6 rounds)
Oct 2022
$120m
LATE VC
Jun 2021
$84m
SERIES D
Total funding: $316.3m
Company benefits
- Incentives and Bonuses
- ESOP
- Statutory Benefits: PF, ESI, Maternity Benefits, Leaves & Holidays
- VPF, NPS, Meal Vouchers, Paternity Leaves
- Health: Medical, Accidental, Term Life Insurances
- Relocation Benefits
- Flexi Working
- Reward & Recognition Policies
- Transparent Performance Management Process
- Career Progression
- Global Mobility
Company values
- Integrity
- Respect
- Collaboration
- Excellence
- Innovation
Company HQ
Alviso, San Jose, CA
Articles
Leadership
Apurva Mehta
(CTO)Former Director of Software and Chief Architect at Riverstone Networks, then moved into a Chief Architect and ultimately CTO role at Juniper Networks.
Kumar Mehta
(CDO / Chief Soul Officer)Former VP of Engineering at Juniper Networks, and a Stanford School of Business graduate.
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