About OffSec
Founded in 2007 by the creators of Kali Linux, OffSec (formerly known as Offensive Security) is the leading provider of continuous professional and workforce development, training, and education for cybersecurity practitioners. OffSec’s distinct pedagogy and practical, hands-on learning help organizations fill the infosec talent gap by training their teams on today’s most critical skills.
Become a part of our global presence and work from anywhere. With team members in over 40 countries, we believe in inspiring people of all backgrounds and communities. The OffSec team is composed of diverse, internationally published authors, conference speakers, and seasoned information technology professionals from both the private sector and governments worldwide.
Excited about our mission and what we do? Apply and join us!
About the Job
As a Strategic Consulting Director at OffSec, you will focus on accelerating OffSec’s revenue growth among our largest enterprise prospects and customers, and ensure they are set up for long-term success with OffSec through both selling and operational support activities.
Duties and responsibilities
Success in this role is based on progressive revenue growth attainment within your aligned area. In this role, your day-to-day at OffSec will include activities such as:
- Partnering with the CRO and SVP, Global Sales, on business building and operations, creating Go-To-Market strategy, identifying approaches to break into and break open new accounts and market segments for OffSec, supporting field team alignment and daily execution, quota attainment and accurate forecasting.
- Defining top sales plays and new use cases aligned to GTM strategy and identify and design new assets that can be readily re-leveraged and tailored to forward account progress. Proactively solves for peripheral use case needs to unlock more business opportunities.
- Contributing to new pipeline generation with proactive solution hypothesis creation/iteration on top accounts and leveraging your network to access key senior decision-makers within top tier accounts.
- Being a proactive co-owner of account strategy and execution with your Account Executive and Senior Leadership counterparts. Internally, you will conduct account planning, strategy sessions, white space analysis and more on a regular basis. Externally, you will lead consultative conversations with senior-level decision-makers at our prospects and customers to understand their strategic business objectives and transformation needs, and create alignment on how a combination of OffSec consulting and technical offerings can solve.
- Working closely with your customers, senior leadership and post-sale teams to create customers’ OffSec roadmap for success. Create and maintain C-Level relationships and serve as an executive bridge between the customer and OffSec to help them identify and recognize successes and returns on their investment.
Qualifications
- Advanced knowledge of GTM strategy components and demonstrated partnership with Senior Leadership on supporting successful execution that leads to significant year-over-year revenue increases during SaaS-company hyper growth stage
- Proficient in supporting Senior Sales Leadership in building and scaling newly formulated Sales teams to fast revenue contribution impact. Adept at in-cycle coaching and broader best practice training deployment in conjunction with Enablement and other cross-functional teams to force multiply.
- Adept at working cross-functionally to share and focus on best practices and create efficiencies to help progress individual cycles as well as force multiply to others
- Expert-level fluency in consultative and evangelical selling approaches and execution to drive net-new business and seven-figure deals among C-level decision-makers who may not realize they have a problem nor assigned budget for your value proposition before meeting you
- Advanced use of techniques to identify and communicate the “art of the possible” for our prospects and customers and get them excited about near- term and future- state potential business impact - developing a roadmap for the prospect to facilitate both the initial sale as well as initiative upsell motions.
- Advanced creation and application of techniques and assets that generate team efficiencies, enhances personalized selling motions and creates forward-progress to generate more revenue. Examples may include, but not limited to - solution hypothesis development and iteration, champion deck development and iteration, workshopping, storyboard development, phasing model development, etc.
- Advanced understanding of sales and qualification methodologies such as Command of Message, MEDDPICC or similar, with demonstrated use and impact on application in day-to-day selling motions that have increased revenue growth and unstuck stalled deals. Fluent in guiding pricing strategies to support different types of sales cycles based on their motion - e.g,. value-based, RFP-based, evangelical or traditional sale - and buyer persona.
- Strong consulting and account management skills that lead to trusted advisor status, both internally as well as to C-level decision-makers, founded in creating a deep knowledge base for yourself to draw from and apply day-to-day
- Strong partnership approach, demonstrating deep engagement with your AEs and Sales Leadership - you will work side-by-side throughout all sales stages
- Ability to pattern recognize from other SaaS hypergrowth stage companies, what is working, what is not working, formulate perspective and execute on how we continuously evolve all of the above and more
Working conditions
This role is a full-time salaried position. Work hours for this position are flexible and will be performed from a home office.
Direct reports
This position has no direct reports.
EEO
OffSec provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.
