Devo is the only cloud-native logging and security analytics platform that releases the full potential of your data to empower bold, confident action. With unrivaled scale to collect all of your data without compromise, speed to give you immediate access and answers, and clarity to focus on the signals that matter most, Devo is your ally in protecting your organization today and tomorrow. Headquartered in Cambridge, Mass., Devo is backed by Insight Partners, Georgian, TCV, General Atlantic, Bessemer Venture Partners, Kibo Ventures and Eurazeo. Learn more at www.devo.com

Devo is proud to be recognized as a Great Place to Work®. 

Devo is looking for highly motivated, self-driven, and experienced sales executive dedicated to making a difference in global security by protecting organizations against the most advanced attackers in the world.

As the Regional Sales Manager - SI you will possess a keen ability to position the Devo platform and articulate primary vendor strategies to senior customer executives within the public sector space with special focus on the Federal Systems Integrators (FSI) Community. You will take Devo's product capabilities and value to potential clients, match our strengths to clients' needs, and help our partners and clients defeat the adversary. The successful candidate has executive level contacts and is flexible and adaptable to rapidly changing situations. You must be extremely results driven, customer focused, technologically savvy, and innovative at building internal relationships and external partnerships to attack the market with passion!

About the Role:

• This role requires deep knowledge of the FSI community and experience to run a named account territory including pipeline development, territory planning, account planning, forecasting, quota attainment, sales presentations, and short term, mid-term, long-term opportunity management.

• Establish access and maintain active relationships with key FSI stakeholders and decision makers (across all IT and senior executive levels) in industry, partners, and customers to drive all pertinent issues related to sales strategy and goal attainment.

• Identify, develop and execute account strategy to close new business opportunities and expanding revenue with customers across the assigned region; independently and cooperatively.

• Scope, negotiate and bring to closure agreements to exceed booking and revenue quota targets.

• Target and gain access to decision makers in key prospect accounts in the assigned territory.

• Collaborate with operative peers across functions (including the Field Sales, Channel, Marketing, Sales Operations, System Engineering, Services, Customer Support, and Product Development) to create visibility with target accounts and drive engagement of target prospects at both the individual contributor and executive level.

• Work cooperatively with partners to leverage their established account presence and relationships.

• Capture, maintain, and disseminate accurate and relevant prospect information using Salesforce.com

What You'll Need:

• 5+ years of successful solution sales experience with 3+ years’ experience selling software security and/or infrastructure products within the FSI ecosystems.

• In depth knowledge of the Sell To versus Sell Through sales motion.

• Familiarity with Managed Service Security and Enterprise Share Services models

• Experience and understanding working within Primes, subcontractors, procurement processes, regulations, compliance and contracting including a GSA schedule and GWACs.

• Strong understanding of Cybersecurity, Cloud and SaaS technologies and competitive offerings in the marketplace.

• Demonstrated history of exceeding booking and revenue targets. Successful experience with target account selling, solution selling, and/or consultative sales techniques.

• Must be aggressive, a self-starter with an ability to build executive relationships, articulate Devo's product and business strategies, and create the demand that makes deals happen.

• Must have an aptitude for understanding how technology products and solutions solve business problems and an ability to explain complicated concepts to a variety of audiences and skill levels.

• Strong problem-solving skills, ability to analyze complex multivariate problems and use a systematic approach to gain swift resolution.

• Recognized experience developing relationships with senior executives.

• Excellent communication (written and verbal) and presentation skills; both internally and externally.

• Strong time management, organizational and decision-making skills.

• Ability to work remotely and be able and willing to travel on short notice.

• Self-motivated ability to work independently and as part of a team.

• Possess the drive to succeed and to participate in the growth of an exciting, fast-paced startup.

• BA/BS or equivalent combination of education and experience.