Account Director - GSI

WHO ARE WE?

We are a bunch of super enthusiastic, passionate, and highly driven people, working to achieve a common goal! We believe that work and the workplace should be joyful and always buzzing with energy!

CloudSEK, one of India’s most trusted Cyber security product companies, is on a mission to build the world’s fastest and most reliable AI technology that identifies and resolves digital threats in real-time. The central proposition is leveraging Artificial Intelligence and Machine Learning to create a quick and reliable analysis and alert system that provides rapid detection across multiple internet sources, precise threat analysis, and prompt resolution with minimal human intervention.

Founded in 2015, headquartered at Singapore, we are proud to say that we’ve grown at a frenetic pace and have been able to achieve some accolades along the way, including:

CloudSEK’s Product Suite:

• CloudSEK XVigil constantly maps a customer’s digital assets, identifies threats and enriches them with cyber intelligence, and then provides workflows to manage and remediate all identified threats including takedown support.
• A powerful Attack Surface Monitoring tool that gives visibility and intelligence on customers’ attack surfaces. CloudSEK's BeVigil uses a combination of Mobile, Web, Network and Encryption Scanners to map and protect known and unknown assets.
• CloudSEK’s Contextual AI SVigil identifies software supply chain risks by monitoring Software, Cloud Services, and third-party dependencies.

Key Milestones:

• 2016: Launched our first product.
• 2018: Secured Pre-series A funding.
• 2019: Expanded operations to India, Southeast Asia, and the Americas.
• 2020: Won the NASSCOM-DSCI Excellence Award for Security Product Company of the Year.
• 2021: Raised $7M in Series A funding led by MassMutual Ventures, with total investment in to $10M
• Awards & Recognition: Won NetApp Excellerator's "Best Growth Strategy Award," CloudSEK XVigil joined NVIDIA Inception Program, and won the NASSCOM Emerge 50 Cybersecurity Award.

• Develop and maintain a detailed solid understanding key of the Global System Integrator offerings portfolio and bring to bear CloudSEK strengths to fill partner portfolio gaps and improve partner’s ability to compete.
• Build and develop durable executive relationships, both globally and in the regions, resulting in delighted partners and mutual customers.
• Work with Global GSI Pre-sales and Solution Architect teams for joint offerings.
• Own, influence, and orchestrate relationships globally and in the field with the partner offering teams that can help drive CloudSEK offerings and strategic positioning.
• Facilitate engagement between CloudSEK product management teams and partners to support joint solution development and roadmap evolution.
• Identify and drive joint offering opportunities and placement of CloudSEK technologies as partner-acknowledged “standards”.
• Understand Partner’s service offerings, service delivery models, and constraints, and lead efforts to develop deployment models for CloudSEK products.
• Responsible for overall pricing strategy with partner and decision support analysis for pricing and discounting decisions.
• Enable and train extended GSI partner teams on key sales plays and provide global deal coordination.
• Facilitate legal requests, and manage contract negotiations, licensing engagements, and market/demand generation activities.

• At least 10 years of relevant professional experience, ideally in the following disciplines: business development/alliances; partner sales at a leading high-tech company; enterprise sales; GSI practice; or OEM sales.
• At least 5 years of direct experience selling to, through, and with leading GSIs such as TCS, Wipro, Infosys, Tech Mahindra, or HCL; the GSI industry, as-a-service models and indirect sales motions.
• Cybersecurity industry knowledge.
• Technical skills including the ability to understand (1) product roadmaps; (2) market conditions and factors; and (3) complex partner requirements.
• Track record of outstanding sales performance in past roles.
• Ability to think strategically and translate strategy into execution plans.
• Ability to influence and build consensus with people across all levels and functions with a sense of urgency.
• Experience negotiating complex agreements in a timely manner.
• Crisp and effective communication skills, including significant experience presenting to senior executives. Ability to convey a shared vision to build buy-in for an idea or concept.

Benefits of Joining CloudSEK

We provide an environment where you can develop and enhance your skills while delivering meaningful work that matters. You’ll be rewarded a competitive salary as well as a full spectrum of generous perks and incentives which include:

• Flexible working hours.
• Food, unlimited snacks and drinks are all available while at office.

And, the finest part is yet to come! Every now and then we ensure to unwind and have a good time together, which involves games, fun, and soulful music. Feel free to show off your artistic side here!