Assistant Vice President Technical Sales Leader (Identity Center of Excellence)

• As part of scaling our Global Cybersecurity Sales organization, we are standardizing and expanding our specialized Centers of Excellence (COEs)
• The Identity COE exists to provide deep, authoritative technical expertise that augments our core generalist cyber sellers and Solution Engineers (SEs)—engaging at critical high-value deal stages to secure the technical win
• We are seeking a high-caliber Technical Sales Leader to build, lead, and scale the Identity & Access Security COE
• In this role, you will lead an elite team of technical domain specialists while serving as a field-CTO-caliber executive who can articulate complex identity architectures to C-level executives (CISOs, CIOs, CTOs)
• Additionally, you will serve as the primary operational link between Field Sales and Product Leadership, embedding a true “three-in-the-box” construct across Sales, Product Management, and Outbound Product Managers (OPMs)
• Standardized Engagement Lifecycle: Lead technical engagement across the sales motion—rolling on from the Scope and Proof of Value (POV) stages through to the technical win, and executing a seamless offboarding transition once secured
• GTM Pod Augmentation: Partner with generalist cyber sales pods (roughly 1 COE specialist per 2 First Line Managers / 1:16 AE coverage ratio) to drive technical wins on complex enterprise Identity deals
• Executive Technical Presence: Operate as a “Field CTO” during strategic enterprise opportunities—carrying high-level, credible technical conversations with CISOs and identity executives while guiding deep-in-the-weeds architectural validation
• Three-in-the-Box Leadership: Partner directly with the Identity Product Leader and Outbound Product Manager (OPM) to maintain tight alignment across Product, Outbound PM, and Field Execution
• Roadmap Mastery: Serve as the field’s source of truth on the Identity product roadmap, translating upcoming strategic vision into clear customer positioning
• Bi-Directional Feedback Loop: Establish a structured, standing feedback cadence to translate field friction, competitive dynamics, and customer requirements back into Product Management to influence product strategy

Benefits

• Generous family leave
• Matched donations
• Annual learning stipends
• Flexible PTO
• Competitive retirement plan
• Paid volunteer time

• Superior knowledge and demonstrated skills of technical sales techniques, customer interaction, customers relations
• Strong experience managing multi-tiered customer relationships; demonstrated ability to coach and mentor
• The ability to navigate and collaborate through complex opportunities
• A consistent track record of meeting and exceeding team quotas selling to large accounts (20,000+ employees)
• Experience attracting, retaining, and developing high performing, high potential talent through assessing, selecting, onboarding, coaching, and developing
• Strong organization, communication, team work, presentation, problem solving and time management skills
• 10+ years’ experience managing a team of field-based sales representatives in a matrixed sales environment in the enterprise software space to enterprise customers (over 5,000 employees)
• Experience inspiring the team to follow defined best practices
• Established relationships with CISOs, CIOs, CTOs and other identity executives
• Strong forecasting and reporting capabilities
• Expertise in identity and access security
• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI’s potential impact on the function or industry
• A competitive, can do, optimistic, realistic attitude, strong work ethic, humility and excellent team building communication and listening skills
• A track record of managing a growing team in different geographical locations across the Eastern US
• The willingness and ability to travel 50% of the time