Information Security Sales Overlay in Irvine, California at Insight Investments Corp

Position Summary

Red8 is seeking an experienced Information Security Sales Overlay to accelerate growth of our cybersecurity practice across the company's enterprise customer base. This position partners with Red8 account executives, security engineers, practice leadership and technology partners to identify, develop and close cybersecurity opportunities across multiple accounts. The ideal candidate combines strong cybersecurity market knowledge with the ability to engage CISOs and security leadership, uncover business and technical requirements, and translate those requirements into opportunities for Red8's Information Security practice.

Role ownership: The Account Executive owns the account. The Information Security Sales Overlay owns the security sales motion and practice opportunity.

Key Responsibilities

• Partner with Enterprise Sales Executives to develop cybersecurity opportunities within existing and prospective Red8 accounts.

• Perform security whitespace analysis and identify accounts where Red8 has infrastructure relationships but limited cybersecurity penetration.

• Engage CISOs, security executives and technical security leaders alongside the account executive.

• Help customers identify priorities across network security, cloud security, identity, endpoint security, data security, security operations and related services.

• Develop account-specific cybersecurity strategies and opportunity plans.

• Bring Red8 security architects and engineers into opportunities at the appropriate stage.

• Coordinate assessments, workshops, technical evaluations, proof-of-concepts and solution development.

• Build strong relationships with strategic cybersecurity manufacturers and use their field organizations to create and accelerate pipeline.

• Educate Red8's broader sales organization on security trends, solutions, customer use cases and competitive positioning.

• Identify opportunities to attach cybersecurity solutions and services to infrastructure, networking, cloud, AI and data projects.

• Maintain a cybersecurity pipeline across supported account executives and provide accurate forecasting.

• Assist account executives through proposal development, competitive positioning, negotiation and close.

Ideal Background

• 7+ years of enterprise technology sales experience with significant cybersecurity experience.

• Strong understanding of the enterprise cybersecurity market and major security technology categories.

• Established relationships with CISOs and enterprise security organizations strongly preferred.

• Experience working with leading cybersecurity manufacturers and channel partners.

• Demonstrated ability to work in an overlay model supporting multiple account executives.

• Ability to translate technical security requirements into business value.

• Strong presentation, discovery and executive communication skills.

• Collaborative sales style with the ability to influence opportunities without needing to own the entire account.

How Success Will Be Measured

The Information Security Sales Overlay should carry a security-specific revenue and gross-profit target rather than being measured on total account revenue. Key measures include security revenue and gross profit, pipeline creation, new security customers, expansion within existing accounts, services attach and the number of Red8 enterprise accounts purchasing from the Information Security practice.