Principal Product Intelligence, Cortex CI, GTM Strategy Lead

This is a fully remote position, open to applicants in California, +10 more states.

📋 Description

• Spearhead CI sales enablement and implement a strategy aimed at addressing competitive vulnerabilities to empower Sales.

• Analyze win/loss patterns, identify risk factors, and enhance win rates across various regions and segments.

• Identify regions with low win rates, analyze underlying issues, and communicate insights to the Product team.

• Foster proactive collaboration with GTM, PMM, and Sales Operations to effectively position and market the product.

• Offer direct competitive assistance on key pipeline opportunities to support the field in securing wins.

• Refine strategies to minimize friction during the transition from pre-sales to post-sales teams.

• Strengthen the global sales engine by pinpointing revenue risks and creating an enablement roadmap.

• Monitor and enhance win rates while ensuring the CI team aids Sales in surpassing competitors and boosting revenue.

⛳️ Requirements

• Over 8 years of experience in Competitive Intelligence, Sales Enablement, Sales Operations, or Technical Product Marketing within the Cybersecurity domain.

• Demonstrated experience in leading cross-functional teams.

• Capability to identify strategic priorities, triage needs, and ensure thorough execution.

• Skill to guide Sales Leaders toward evidence-based competitive strategies.

• Comprehensive knowledge of enterprise sales cycles, pipeline management, and GTM strategies.

• Proficient in conveying complex technical information succinctly in BLUF executive summaries.

• Expertise in conducting thorough Win/Loss analyses.

• Proven success in applying adult learning principles to create competitive enablement resources.

• In-depth understanding of enterprise organizational frameworks and messaging for C-level executives and technical professionals.

• Strong collaborative skills with GTM, PMM, Sales Operations, and Product teams.

• Prior experience in Sales Engineering, Field Sales, or GTM leadership is preferred.

• Familiarity with CRM systems like Salesforce is preferred.

• Knowledge of enterprise sales methodologies such as MEDDPICC is preferred.

• Understanding of data-driven revenue operations is preferred.

• Acquaintance with the software sales cycle is preferred.

• Experience with Sales Execution Model and Cybersecurity Evaluation Matrix is preferred.

• Background in designing feedback loops for pre-sales and post-sales is preferred.

• Relevant certifications in enablement, competitive intelligence, or revenue operations, such as CIP, are preferred.

• Must not require immigration sponsorship; the employer will not sponsor applicants for work visas.

🏝️ Benefits

• Restricted stock units may be part of the compensation package.

• Performance bonuses may be included.

• Employee benefits are available (specific benefits not detailed).

• Reasonable accommodations will be provided for qualified individuals with disabilities or special needs.