• Recruit and onboard strategic Resellers, Distributors, and MSPs in the TOLA region to meet specific regional coverage and revenue targets.
• Execute joint business plans with partners including defined technical enablement paths, localized marketing initiatives, and mutual revenue goals.
• Align TOLA channel partners with Axonius Sales, Solution Architects, and Customer Success teams to manage account mapping and opportunity execution.
• Manage regional partner operations, including the negotiation of partnership agreements, commercial models, and the delivery of sales and technical certifications.

• 7+ years of experience in Channel Partnerships, Business Development, or Alliance Management within the B2B enterprise software sector.
• 3+ years of direct experience building and scaling partner programs with Resellers, Distributors, or MSPs specifically within the TOLA region.
• Proven track record of exceeding partner-driven revenue targets and managing lead generation through distributors.
• Ability to travel up to 40% within the region for partner meetings, on-site enablement, and events.

• Prior experience managing channel strategies and business models for enterprise SaaS or Cybersecurity vendors.
• Demonstrated experience driving initiatives and alignment within highly matrixed or cross-functional corporate environments.
• Proficiency in developing and documenting regional partnership visions, strategies, and tactical execution plans.
• Experience evangelizing technical narratives at external partner events and industry conferences to build regional mindshare.
• Established domain expertise and professional network within the TOLA market landscape.
• Experience managing multiple concurrent projects and partnership priorities in a fast-paced software environment.
  
  

#LI-SK1 #LI-REMOTE

We are seeking a high-performing Strategic Account Executive to lead sales efforts across the TOLA region(Dallas Based) region, targeting large enterprise organizations above 15,000 employees. This is a pivotal role requiring a strong work ethic, relentless drive and purposeful daily activity to build and maintain a robust pipeline and exceed revenue targets.

The ideal candidate thrives in a fast-paced, high-output environment, demonstrates ownership of their territory, and executes with precision and urgency. This individual will collaborate closely with senior sales leadership, channel partners, and cross-functional teams to drive value-based sales engagements that solve complex IT and security challenges for major customers.

Key Responsibilities

• Develop and execute a comprehensive regional strategy designed to deliver a 4x pipeline relative to quota.
• Operate with a bias for action and a focus on measurable outcomes, holding yourself accountable to activity goals and performance benchmarks.
• Build and nurture strong channel and security/IT vendor partnerships, leveraging their reach and influence to accelerate growth.
• Qualify and advance opportunities using value-based selling methodologies and frameworks such as MEDDPIC, ensuring clear business value alignment with customer needs.
• Maintain high-quality hygiene in Salesforce and Clari, including:
• Consistent and insightful Chatter posts
• Clear, strategic next steps for all active opportunities
• Up-to-date MEDDPIC criteria
• Accurate and timely forecasting with realistic close dates

Minimum Qualifications

• 10+ years of success in a closing role selling to Enterprise accounts, with a proven hunter mentality and consistent quota attainment.
• Experience managing and closing complex, multi-stakeholder sales cycles within large organizations.
• Demonstrated ability to build and execute a regional go-to-market strategy, coordinating effectively with channel partners, tech alliances, BDRs, SEs, Marketing, and Product.
• Strong working knowledge of enterprise IT and security environments, including solutions like endpoint protection, vulnerability management, SIEM, CMDB, Active Directory, firewalls, cloud platforms, and SaaS offerings.

Preferred Qualifications

• Strong negotiation skills with a history of driving value-based deals and minimizing discounting.
• Highly self-motivated and proactive, with the ability to work independently and efficiently in a remote, field-based environment.
• A disciplined operator who understands the importance of CRM hygiene, structured deal execution, and precision in forecasting.
• Demonstrates a strong work ethic, integrity, and a commitment to excellence in every customer interaction.
• Competitive spirit and a deep drive to win, not just against quota, but in delivering transformational outcomes for customers.
• Strategic thinker with resourcefulness and the ability to adapt and thrive in dynamic, fast-evolving conditions.

This is more than a sales job, this is a high-impact role for someone ready to own their business, execute at a high level, and be a key contributor to the company’s growth in a top-tier market.

#LI-SK1 #LI-REMOTE

The Opportunity

As a Security Sales Specialist, you'll partner with Enterprise Account Executives to drive adoption of Datadog’s Security platform across key accounts. This is a high-impact role focused on positioning our Security solutions (Cloud SIEM, Cloud Workload Security, CSPM, and more) into new and existing customers—expanding our footprint and helping customers modernize their security stack in the cloud.

What You'll Do

• Act as the subject matter expert (SME) for Datadog Security products across a targeted account patch

• Collaborate closely with Enterprise AEs to support net new logo acquisition and expansion in strategic accounts

• Own and drive the security sales cycle from discovery to technical close, working closely with Sales Engineers

• Evangelize Datadog’s security story to security leaders (CISO, Security Architects, SecOps)

• Work cross-functionally with Datadog's partner, channel, and alliance teams to drive joint go-to-market motions

• Co-sell effectively with AEs and partners, contributing to deal strategy, solution alignment, and stakeholder engagement

• Stay informed on security trends and competitive offerings to differentiate Datadog
   

Requirements

• Proven success selling into security buyers (CISO, SecOps, GRC, etc.)

• Experience co-selling in a matrixed environment, supporting or partnering with AEs and cross-functional teams

• Strong understanding of the partner/channel sales model, including how to navigate and influence joint selling motions

• Familiarity with modern security solutions such as SIEM, CSPM, CWPP, container/Kubernetes security

• Ability to build strong relationships with internal stakeholders, partners, and customer technical teams

The GRC Engineer is a role within SpyCloud’s Governance, Risk, and Compliance (GRC) department, part of the Legal & Compliance organization. This position plays a critical role in strengthening SpyCloud’s compliance posture by driving audit readiness, scaling continuous control testing, and embedding compliance requirements into cloud-native systems and workflows.

This role partners closely with Engineering, Security, IT, Product, and Legal teams to ensure compliance requirements are implemented effectively within cloud environments. The GRC Engineer leads complex compliance initiatives while leveraging automation and scripting to improve efficiency, accuracy, and scalability.

What You'll Do:

• Compliance Program & Framework Management
• Lead and support compliance programs including SOC 2, ISO 27001, and CMMC, with a strong focus on cloud-native environments. 
• Coordinate internal and external audits, ensuring accurate evidence collection and alignment with technical stakeholders. 
• Support customer security reviews and questionnaires by clearly articulating SpyCloud’s cloud security controls and compliance posture.
• Audit Readiness & Continuous Controls
• Own continuous audit readiness across cloud platforms such as AWS, GCP, and Azure.
• Design and execute continuous control testing using automation and scripting (preferably Python). 
• Partner with Engineering and Security teams to ensure compliance is embedded into system design and change management processes.
• GRC Automation & Tooling 
• Build, maintain, and enhance automated evidence collection workflows using Vanta. 
• Integrate Vanta with cloud environments, identity systems, and CI/CD pipelines to support continuous compliance. 
• Collaborate with Engineering to implement automated compliance checks within cloud deployments.
• Governance, Policies & Standards 
• Develop and maintain security and compliance policies, standards, and procedures aligned with cloud architecture and operational practices. 
• Ensure governance documentation supports SOC 2, ISO 27001, and CMMC requirements while remaining practical for technical teams. 
• Translate complex technical requirements into clear, actionable controls.
• Risk Management 
• Lead risk assessments across cloud services, systems, and business processes.
• Identify, assess, and drive remediation of cloud security and compliance risks. 
• Partner with stakeholders to ensure risks are understood, prioritized, and addressed.
• Vendor Risk Management 
• Enhance vendor risk management workflows through automation and integration, including integration audits of third-party cloud services.
• Cross-Functional Collaboration 
• Work closely with Engineering, IT, Security, Product, and Legal teams to embed compliance into architecture and design decisions. 
• Serve as a subject matter expert for cloud compliance, control validation, and compliance automation.

Requirements:

• Experience
• 5+ years of experience in Governance, Risk & Compliance (GRC), security compliance, auditing, or related roles. 
• Demonstrated experience applying SOC 2, ISO 27001, and/or CMMC requirements to cloud environments. 
• Experience leading audit readiness activities and working directly with auditors.
• Strong collaboration experience with engineering and cloud operations teams.
• Education 
• Bachelor’s degree in Information Security, Computer Science, Engineering, or equivalent professional experience.
• Technical Skills Required: 
• Ability to understand and write code, preferably Python, to automate evidence collection and validate cloud controls. 
• Strong knowledge of cloud architectures, IAM, logging, monitoring, and cloud security best practices. 
• Hands-on experience using Vanta for compliance automation and integrations.
• Familiarity with SOC 2, ISO 27001, CMMC, NIST 800-53, and CIS Benchmarks.
• Soft Skills 
• Strong written and verbal communication skills. 
• Ability to work independently and manage multiple priorities. 
• Strong analytical, problem-solving, and collaboration skills.

Nice to Have:

• Certifications such as CISA, CISSP, CCSK, CCAK, or ISO 27001 Lead Auditor/Implementer.
• Experience with CI/CD pipelines, secure development practices, or cloud security engineering. 
• Experience conducting integration audits or third-party cloud risk assessments.