About Xage Security
Xage is the first and only zero trust real-world security company. Powered by the Xage Fabric, the company’s Identity & Access Management (IAM), remote access and dynamic data security solutions allow customers to secure, manage and transform operations. With its distributed, scalable and easy-to-operate Fabric, Xage solves the complex digitization challenges of the real-world operations we rely on. Xage customers include leaders in manufacturing, energy O&G, utilities, Space, logistics and transportation.
Xage Security has been recognized as one of the fastest growing tech companies in North America in the recent CNBC’s Top 100 of the World’s Most Promising Start-Ups, and has raised a total of $62 million in venture capital.
About the Role
As a Director/Senior Account Executive you will be responsible for developing and executing growth strategies and obtaining sales goals for the Xage federal business. This person will be integral to developing partnership strategies with companies in the defense and federal sector and capturing programs of record. Your focus will be on developing and driving specific end customer opportunities and revenue directly and through partners. This role is critical to Xage’s strategy supporting federally mandated adoption of zero trust adoption for digital transformation efforts across cloud, IT, and operational networks including supporting current and next generation defense systems. This is a remote work position.
Responsibilities
- Develop and execute successful sales cycles around prospects in the DoD/ Federal that have Zero Trust cyber security protection needs.
- Qualify these customers based on their challenges, our solutions and their willingness to partner with a growing software company
- Build a sustainable network that includes partners, integrators and analysts to help evangelize the Xage approach
- Build and manage a healthy pipeline of customers that want to partner with Xage as we deliver Zero Trust across the commercial and public sector markets
- Build sustainable relationships with our prospects and customers. Understand their requirements and represent them to our product, support and executive teams to help us build world-class software.
- Contribute to the partner go to market plan targeting customers, partners, and channels.
- Recruit partners as a part of overall partner business development partner types will include integrators, resellers, and OEM.
- Monitor SBA and SBIR initiatives for Xage opportunities as prime or subcontractor.
- Collaborate with DoD enterprise and operations cyber experts and their established system integrators for Xage adoption.
- Assist Xage marketing, product management and engineering in understanding DoD operational environments, customer need statements, and value propositions.
- Drive pricing and commercial terms with partners and end customers.
- Represent and evangelize Xage at industry and partner events and tradeshows.
Skills and Experience
- Bachelor’s degree (technical field preferred) or equivalent work experience.
- 10+ years in sales roles, ideally in Software-as-a-Service (SaaS) or high-growth technology companies including at least 5 years selling Industrial IoT or cybersecurity solutions to the DoD.
- Existing relationships with Defense contractors, VARS, SIs, Distributors, Consulting & MSSP and Cloud Alliance Partners in the defense market.
- Knowledge of the technical security concepts/solutions utilized within IT/IOT/OT and defense systems to include multi-level security architectures and security concepts used for warfighter access to weapons systems, drones, satellites, etc.
- Ability to build strong and actionable relationships in complex situations with multiple stakeholders, from C-suite to operational personnel.
- Familiar with DoD acquisition process, OTA’s, SBIR and other government award processes including DoD innovation programs for small business.
- Entrepreneurial and creative problem solver with the ability to negotiate win-win with partners and customers.
- Excellent communication skills required for proposal development, presentations, and speaking events.
- Ability to understand and articulate complex technical details to various audience types executive to operator.
- Ability to work collaboratively with cross functional teams including Product Management, Services and Marketing.
- Ability to travel based on the needs of the business (50% plus).
- Experience in a start-up or entrepreneurial environment is a plus.
- Active security clearance is highly desired
Perks
- Competitive salary and Equity
- Full health, dental, vision insurance
- We will process visa transfers and immigration
- Work with founders and executives closely and participate in all aspects of company building.
- Early stage opportunity in a massive sized market with proven traction and growing rapidly
Awards and Recognition
Xage Security has received numerous awards and recognition, including:
- CNBC: 100 of the World’s Most Promising Start-Ups
- Forbes: Top 25 IoT Startups to Watch 2019
- San Francisco Business Times: Top 10 Best Places to Work for 2019 and 2020
- IoT Breakthrough Awards: 2021 Emerging Company of the Year
- SC Awards” “Best Identity Management Solution” finalist 2022
- Network World: 10 Hot IoT Startups to Watch 2018
- Gartner: Gartner Cyber-Physical Systems Protection Platform and OT Security (2022)
- TSA Certified
