<div> <b style="font-size:18px;">Objective:</b> </div><div> <br> <div> <span style="font-size:10.5pt;">We are currently looking for talented and passionate Regional Account Director to join our APJ Team. Anomali has experienced explosive growth over the past 18 months and are looking to expand our team immediately. We are known for having an upbeat and healthy, dynamic environment with a culture focused on career growth, success and winning! Our business model allows our sales teams to manage the full life cycle of our customer engagement. We do not cap commissions!</span> </div> <div> <span style="font-size:10.5pt;">The primary responsibility is for the go to market strategy for the territory (Key named enterprise accounts within the </span>Australia and New Zealand (Based in Sydney or Melbourne)<span style="font-size:10.5pt;">) and grow the revenue of Anomali’s security solutions into enterprise organizations within an eco-system of channel and technology partners).</span> </div> <div> <br> <div> <u> <b style="font-size:15px;">Job Description</b> </u> </div> <div> <span style="font-size:16px;"></span> <b style="font-size:15px;">Responsibilities:</b> </div> <div> <span style="font-size:15px;">o Establishes productive, professional relationships with key personnel in partner accounts.</span> </div> <div> <span style="font-size:15px;">o </span> <span style="font-size:10.5pt;">o Assist in developing a regional territory go-to-market plan with the Regional Director, </span> <a href="http://N.Europe" class="postings-link"> <span style="font-size:10.5pt;">N.Europe</span> </a> <span style="font-size:10.5pt;">, incorporating a sales, marketing and channel plan with execution milestones.</span> </div> <div> <span style="font-size:10.5pt;">o Although initially a ‘new business hunting’ enterprise sales role, the Regional Account Director will work in close partnership with an established and very experienced Team who is already based in the </span>Australia and New Zealand (Based in Sydney or Melbourne) <span style="font-size:10.5pt;">to support this role.</span> </div> <div> <span style="font-size:10.5pt;">o Actively participate in all areas of the regional business. Build and drive the sales motion for the territory, establishing and maintaining all client and channel relationships.</span> </div> <div> <span style="font-size:10.5pt;">o Above all else, be accountable for results to exceed sales targets for the territory on a regular basis.</span> </div> <div> <span style="font-size:10.5pt;">o Represent Anomali as a figurehead for the territory. Evangelize to the market and partners. Host key industry and Anomali events for the territory.</span> </div> <div> <span style="font-size:10.5pt;">o Work closely with our strategic customers to be their advocate in Anomali for additional needs, identifying new business opportunities, and ensuring smooth and on-time renewals.</span> </div> <div> <span style="font-size:10.5pt;">o Work with the customer success team to develop strong regional Anomali customer advocates who can be an important part of our sales motion / GTM and create up-sell.</span> </div> <div> <span style="font-size:10.5pt;">o Travel as required across the territory, either working directly with end-users or with channel / eco-system partners. This could include regular planned trips within the territory.</span> </div> <div> <span style="font-size:10.5pt;">o Build and communicate consistent, accurate forecast information weekly, monthly and quarterly, giving the SVP APJ excellent visibility into the territory’s pipeline.</span> </div> <div> <span style="font-size:10.5pt;">o Develop an Anomali eco-system within the territory with key decision makers, influencers and partners. Find and develop ‘lighthouse accounts’ for the territory.</span> </div> <div> <span style="font-size:10.5pt;">o Work closely with the channel team to evolve the partner channel both in terms of select SIs, VARs, distributors and technology partners to drive maximum value and incremental pipeline growth for the territory.</span> </div> <div> <b style="font-size:10.5pt;"></b> </div> <div> <b style="font-size:10.5pt;">Accountabilities Performance Measures</b> </div> <div> <span style="font-size:10.5pt;">o Exceeds assigned sales quotas in designated territory.</span> </div> <div> <span style="font-size:10.5pt;">o Responsible for the development and performance of all sales activities in assigned markets.</span> </div> <div> <span style="font-size:10.5pt;">o Provides accurate reporting and forecasting for the territory.</span> </div> <div> <span style="font-size:10.5pt;">o Establishes plans and strategies to expand the customer base in the territory.</span> </div> <div> <b style="font-size:10.5pt;"></b> </div> <div> <b style="font-size:10.5pt;">Organisational Alignment</b> </div> <div> <span style="font-size:10.5pt;">o Reports to Stree Naidu SVP and GM of APJ</span> </div> <div> <span style="font-size:10.5pt;"></span> </div> <div> <b style="font-size:10.5pt;"></b> <b style="font-size:13.5pt;">Qualifications</b> </div> <div> <b style="font-size:10.5pt;">Required Experience</b> </div> <div> <span style="font-size:10.5pt;">o Minimum of 5 years of direct enterprise cybersecurity sales / regional management experience in ANZ</span> </div> <div> <span style="font-size:10.5pt;">o Proven track record in significant over-quota achievement and demonstrated career stability in enterprise sales.</span> </div> <div> <span style="font-size:10.5pt;">o Experience of selling into several verticals, especially financial services.</span> </div> <div> <span style="font-size:10.5pt;">o Successful in driving growth in the region of at least 30% y/y consistently, preferred.</span> </div> <div> <span style="font-size:10.5pt;">o Full life cycle solution selling. Experience with SaaS enterprise security products preferred.</span> </div> <div> <span style="font-size:10.5pt;">o Strong and systematic experience in selling 6 7 figure deals </span> </div> <div> <span style="font-size:10.5pt;">o Domain experience in preferably Cyber Threat Intelligence but alternatively cyber related domain experience in SIEM, SOC, Big Data, Cloud, SOAR, NDR or EDR.</span> </div> <div> <span style="font-size:10.5pt;">o Experience in a fast growth or pre-IPO business in a similar phase of growth to Anomali.</span> </div> <div> <span style="font-size:10.5pt;">o Proven and consistent hunting skills, 5 + years in an enterprise hunting / closing new business role is required. Experience in target account selling strategy.</span> </div> <div> <span style="font-size:10.5pt;">o Proven ability to generate 3x pipeline and strong closing skills.</span> </div> <div> <span style="font-size:10.5pt;">o Salesforce experience preferred.</span> </div> <div> <span style="font-size:10.5pt;">o Bachelor’s Degree in business or technical domain is required.</span> </div> <div> <span style="font-size:10.5pt;"></span> </div> <div> <b style="font-size:10.5pt;">Required Skills</b> </div> <div> <span style="font-size:10.5pt;">o Ability to connect with all individuals at all levels, C-Suite to analyst.</span> </div> <div> <span style="font-size:10.5pt;">o Consultative sales approach – ability to uncover value by identifying customer pain points and understand information security concepts and approaches. Experience of value selling methodologies.</span> </div> <div> <span style="font-size:10.5pt;">o Gravitas – needs to be comfortable dealing with CISO level engagements and have an extensive existing network of enterprise cybersecurity contacts within the territory within the end-user but also within the channel / ecosystem.</span> </div> <div> <span style="font-size:10.5pt;">o Strong work ethic, ability to adapt to rapidly changing environments, self-starter, high energy, passionate mindset. </span> </div> <div> <span style="font-size:10.5pt;">o Curious / strong desire to self-learn new technology and ramp quickly.</span> </div> <div> <span style="font-size:10.5pt;">o Entrepreneurial and creative business approach.</span> </div> <div> <span style="font-size:10.5pt;">o Strong but balanced personality with high integrity and work ethic, checked ego, non-political, ability to self-analyse and self-motivate. Positive energy, collaborator, winner attitude. Brings solutions, not problems.</span> </div> <div> <span style="font-size:10.5pt;">o Strong relationship builder externally and internally.</span> </div> <div> <span style="font-size:10.5pt;">o Enthusiastic and effective communicator. Excellent presentation skills (oral and written) for communication of complex solutions, business benefits, customer journey, and more. Excellent written and verbal communications skills.</span> </div> <div> <span style="font-size:10.5pt;">o Strong public speaker – track record of speaking and evangelizing at industry events.</span> </div> <div> <span style="font-size:10.5pt;">o Strong negotiation skills, including managing legal contract negotiations.</span> </div> <div> <span style="font-size:10.5pt;">o Strong pipeline management and forecasting skills.</span> </div> <div> <span style="font-size:10.5pt;">o Analytical – data-driven in approach to decision making.</span> </div> <div> <span style="font-size:10.5pt;"></span> </div> <div> <b style="font-size:10.5pt;">Environmental Job Requirements Working Environment</b> </div> <div> <span style="font-size:10.5pt;">o Languages: English (fluent oral and very high standard in written). </span> </div> <div> <span style="font-size:10.5pt;">o Travel as necessary to develop the territory to end users, channel partners, marketing events.</span> </div> <div> <span style="font-size:10.5pt;">o Occasional travel out of territory to attend corporate events / training events and company kick-offs.</span> </div> </div> </div>