Cybersecurity Go-to-Market Leader

SLSQ327R408

As the Cybersecurity Go-to-market (GTM) Leader, you will drive the global GTM strategy and execution of the Cybersecurity business at Databricks. You will play a pivotal role in accelerating cyber revenue growth by building scalable assets for the field, designing enablement programs, and driving key partnerships. You will be the domain expert and business executive for cybersecurity use-cases across all verticals and regions.

In this role, you will set a clear GTM vision for Cybersecurity, work with a cross-functional team and focus relentlessly on execution of scalable sales programs. You will build a clear business plan for Cybersecurity that drives alignment across sales, industry vertical leaders, enablement, partner management, marketing, field engineering, sales programs, and other key stakeholders at the company.

You have a strong POV on how Data+AI will transform Cybersecurity, a deep understanding of incumbant tools in the space, and possess the ability to enable the field to have strategic conversations with CxOs without requiring your direct involvement. This job will require travel for conferences and internal meetings. You will report to the Global VP of Financial Services, Cybersecurity, and Public Sector GTM.

The impact you will have: 

• 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. This includes general knowledge of Cybersecurity operations, legacy competitors, the AI security crisis/opportunity, evolving threats,  industry regulations, and relevant case studies. 
• Partner with marketing to develop tailored Cybersecurity case-studies, collateral, blogs and demand generation plans.

What we look for:

• 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.