Cloud Security Solutions Specialist
3 weeks ago
We're seeking a seasoned Cloud Security Solutions Specialist to join our GTM team at Operant, a pioneer in modern cybersecurity. As a key member of our team, you'll play a crucial role in securing the modern world by helping customers protect their entire Kubernetes application stack from infrastructure to APIs, including AI applications and all data in use.
About Operant
We're a remote-first company that welcomes qualified applicants from across the US and Canada. Our unique technology solves several critical problems in modern cybersecurity, including those related to securing AI applications, with an implementation that's surprisingly easy to use. We've already been recognized as a vendor in Gartner's market guide for API Protection and Kubernetes Runtime Security, as well as Forrester's Zero Trust landscape.
Your Key Responsibilities
- Provide pre-sales support to customers, deploying, configuring, and onboarding them with Operant while anticipating technical objections and addressing potential barriers.
- Offer post-sales support to top customers, expanding usage to new users and use cases that provide value to the customer while building long-term relationships with key stakeholders.
- Understand customer needs and translate those into POC and onboarding plans that demonstrate Operant's value quickly and with minimal friction.
- Own POC success, driving its execution and customer engagement during the POC period.
- Create custom demos highlighting capabilities as they relate to customer priority use cases.
- Perform product demos live in the field or via video conference, telling a cohesive story and highlighting use cases and features that demonstrate Operant's competitive edge and super fast time to value.
- Work with engineering to build and support customer POC/POV solutions when necessary.
- Contribute to relevant content that supports the sales process, including documentation, blog posts, and sales enablement assets.
- Attend conferences and client meetings, serving as a product and brand representative, performing live demos, engaging with prospects, and facilitating implementations within customer environments.
- Write external facing documentation describing product onboarding, key workflows, and APIs.
- Present talks and conduct workshops and activities such as Capture-the-flag exercises for security engineers and practitioners at meetups and conferences.
What You'll Need
- 4+ years of experience in a similar role.
- Experience selling to or working in cloud or hybrid environments at Fortune 1000 companies; cybersecurity experience is a major plus.
- Significant knowledge of Kubernetes and cloud security with the ability to speak articulately and accurately with knowledgeable people about the problem space and Operant's differentiated solution.
- Comfort with and passion for customer interactions and relationship building.
- Experience performing demos in front of both technical and business-focused prospects.
- Familiarity with Go and Kubectl to adapt customer-facing applications and code.
- Impeccable written communication skills.
- Experience working in a fast-paced startup environment.
- Proactive and creative in anticipating potential challenges and offering solutions with quick response times and exceptional social and professional judgment in all customer interactions.
- Open, curious, and receptive to new ideas and ways of doing things.
- Willing to mentor new members of the team as the company grows.
- Ability to travel domestically and internationally from time to time.
- Bachelor's degree in Engineering, Computer Science, or a comparable field.
What We Offer
- $120,000 - $180,000 per year based on experience and qualifications.
- Medical, dental, and vision insurance.
- Life insurance.
- 401k.
- Paid holidays.
- Generous PTO.
- Stock options.
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