Cyber Security GTM Leader

About the role

In this role, you will drive the go-to-market strategy for Databricks' Cybersecurity business, focusing on revenue growth and strategic partnerships. You will be responsible for creating and executing sales programs that can be replicated across different regions, ensuring alignment with the overall business objectives.

Collaboration is key as you will work closely with sales, marketing, and partner teams to establish Databricks as a leader in the Cybersecurity space. Success will involve fostering relationships with executives, identifying AI-driven use cases, and enhancing the organization's ability to engage with customers on security operations.

The listed salary range reflects the expected base salary for this role, which may vary based on individual qualifications.

Who this role suits

• A candidate with over 15 years of experience in Cybersecurity, particularly in executive roles.
• Someone who has a proven track record in managing sales programs and influencing decision-making processes in large organizations.
• An individual with strong analytical skills and the ability to communicate complex ideas clearly.
• A team player who possesses humility and can inspire cross-functional collaboration.

From the employer

Responsibilities

• Drive the global GTM strategy and execution of the Cybersecurity business at Databricks.
• Build and execute comprehensive sales programs that can be repeatable across multiple geographies and entities on a quarterly basis.
• Develop a net-new GTM motion for horizontal security products targeted across all industry verticals.
• Identify and foster new AI-driven use cases of the Databricks platform.
• Identify operational gaps in the Cybersecurity GTM motion, be data-driven about quantifying business opportunities and execute improvement plans.
• Work closely with the sales and pre-sales teams to create account-level plans.
• Scale your expertise across the GTM organization via enablement, building repeatable assets, and articulating a clear strategy and vision for Data and AI in Cybersecurity.
• Become a trusted advisor to strategic customer security executives on security operations transformation, AI-readiness/governance.
• Collaborate with Partner teams to develop strategic relationships with Systems Integrators and build joint sales motions.
• Collaborate with the marketing team to establish Databricks as a thought leader in the industry by authoring white-papers, representing Databricks at conferences, and designing novel Cybersecurity events for Databricks.
• Collaborate with enablement teams to build programs that enhance the field’s ability to have executive security conversations.

Requirements

• 15+ years experience working as a Cybersecurity executive at a leading Cybersecurity software company, consulting firm.
• Proven sales program management skills.
• Proven record of driving change for large entities with a strong understanding of how organizations make Cybersecurity decisions and ability to influence that decision making process.
• Builder mentality and proven record of using AI to automate and augment GTM motion.
• Strong customer-facing presence (CISO, IT and Business Leaders) and ability to cultivate executive relationships.
• Strong knowledge of the technical landscape in Cybersecurity with existing relationships across the space.
• Humility, ability to work with cross-functional teams and strong people skills to inspire and lead cross-functional teams.
• Excellent analytical, strategic planning, and verbal/written communication skills, with the ability to convey complex information in a clear and concise manner.

Conditions

• The pay range(s) for this role is listed below and represents the expected base salary range for non-commissionable roles or on-target earnings for commissionable roles:
• Zone 1 Pay Range: $308,700 — $424,500 USD
• Zone 2 Pay Range: $308,700 — $424,500 USD
• Zone 3 Pay Range: $308,700 — $424,500 USD
• Zone 4 Pay Range: $308,700 — $424,500 USD
• Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to job-related skills, depth of experience, relevant certifications and training, and specific work location.
• The total compensation package for this position may also include eligibility for annual performance bonus, equity, and the benefits listed above.