tenex - Enterprise Sales Director-Cloud Security
Requirements
• Cloud Security Expertise • 5+ years of enterprise security sales experience, with at least 2 years focused on cloud security, CNAPP, CSPM, or related disciplines. • Demonstrated knowledge of the Wiz platform: Security Graph, CSPM, CWPP, CIEM, IaC scanning, container and Kubernetes security, and data security posture management (DSPM). • Familiarity with cloud-native architectures across AWS, Azure, and GCP, and the unique security challenges of multicloud and hybrid environments. • Understanding of the DevSecOps buyer journey and how to position security solutions that span development, cloud operations, and security operations teams. • Experience selling alongside or into the Wiz partner ecosystem (WIN, cloud marketplaces, MSSPs) is strongly preferred. • Proven track record of exceeding quota in enterprise technology or cybersecurity sales ($500K to $2M+ ARR deal cycles). • Experience executing co-sell motions with hyperscalers (Google Cloud, AWS, Azure) or strategic ISV partners. • Strong command of structured sales methodologies: MEDDIC, MEDDPICC, Challenger, or Sandler. • Ability to build and manage complex multi-threaded opportunities across technical, security, and executive buying centers. • Proficiency with Salesforce and modern sales engagement tools (Outreach, Apollo, HubSpot). • Communication & Presence • Ability to present to and earn trust with CISOs, CIOs, and cloud platform owners. • Strong business case development skills: can translate cloud security risk into financial impact and executive narrative. • Comfortable navigating both the security operations and engineering buyer simultaneously. • Active Wiz certifications (Wiz Certified Associate, Wiz Certified Professional, or Wiz CNAPP Sales Specialist). • Google Cloud Security sales experience or Google Cloud Professional Security Engineer certification. • Background at a CNAPP, CSPM, or cloud-native security vendor (Wiz, Orca Security, Lacework, Prisma Cloud, Sysdig). • Experience displacing legacy SIEM and MDR vendors in competitive cloud security evaluations. • Familiarity with MDR services, SIEM platforms (Chronicle/Google SecOps, Splunk, Microsoft Sentinel), EDR, and SOAR. • EDUCATION & CERTIFICATIONS • Bachelor's degree in Business, Cybersecurity, Computer Science, or related field (or equivalent experience). • Sales certifications such as MEDDIC, MEDDPICC, Challenger Sales, or Sandler Training are a plus. • Cloud or security certifications (Google Professional Cloud Security Engineer, Wiz certifications, CISSP, CompTIA Security+) are a plus.
Responsibilities
• Own and execute a cloud security sales strategy targeting enterprise accounts across your assigned territory, with a primary focus on Wiz-led CNAPP opportunities. • Develop and manage co-sell pipeline with Wiz field teams, Google Cloud Security reps, and channel partners in the Wiz Integration Network (WIN). • Engage CISOs, cloud security architects, DevSecOps leads, and procurement stakeholders to position TENEX AI SOC MDR as the service that operationalizes cloud-native security investments. • Lead discovery conversations that tie Wiz CNAPP visibility gaps to TENEX’s AI-driven detection, investigation, and response capabilities. • Manage full enterprise sales cycles from prospecting through contract negotiation and close, with deal sizes typically $300K to $1M+ ARR. • Collaborate with TENEX Customer Engineering and SOC leadership to deliver compelling technical demonstrations and custom proof-of-value engagements. • Maintain pipeline hygiene and accurate forecasting in Salesforce, and participate in weekly CRO deal reviews. • Represent TENEX at cloud security events, Wiz partner forums, Google NEXT, and relevant industry conferences. • Own resell partner deal management in your assigned region, including deal registration, margin structure, and partner-led close motions. • Own event management in your assigned region, from planning and budget through on-site execution. • Own alliance and channel event management and post-event follow-up in region, converting event engagement into qualified pipeline. • Own all aspects of partner and field sales enablement in region, equipping Wiz, Google Cloud, and channel sellers to position TENEX AI SOC MDR with confidence. • Build and report regional growth metrics, and participate in alliance and channel quarterly business reviews (QBRs) in region. • Travel up to 50% to build executive relationships and accelerate key deals.
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