Defy Security

• Own the enterprise sales cycle — from prospecting and qualification to negotiation and close — across $1B+ revenue organizations. • Engage directly with CISOs, CIOs, and CFOs to align cybersecurity investments to enterprise goals. • Lead multi-stakeholder deals (6–12 months) in partnership with Solutions Architects, Services, and OEM channel partners. • Drive platform adoption — move customers from point products to integrated cybersecurity architectures. • Collaborate cross-functionally with Defy’s Services, Engineering, and Partner teams to deliver client success and measurable outcomes. • Apply consultative methodologies (e.g., MEDDPICC, Challenger, Command of the Message) to position Defy’s value and differentiation. • Consistently exceed quarterly and annual sales goals for bookings, revenue, and gross margin. • Represent Defy with executive presence — leading presentations, proposals, and value discussions with boards and senior leaders.

• Own the enterprise sales cycle — from prospecting and qualification to negotiation and close — across $1B+ revenue organizations. • Engage directly with CISOs, CIOs, and CFOs to align cybersecurity investments to enterprise goals. • Lead multi-stakeholder deals (6–12 months) in partnership with Solutions Architects, Services, and OEM channel partners. • Drive platform adoption — move customers from point products to integrated cybersecurity architectures. • Collaborate cross-functionally with Defy’s Services, Engineering, and Partner teams to deliver client success and measurable outcomes. • Apply consultative methodologies (e.g., MEDDPICC, Challenger, Command of the Message) to position Defy’s value and differentiation. • Consistently exceed quarterly and annual sales goals for bookings, revenue, and gross margin. • Represent Defy with executive presence — leading presentations, proposals, and value discussions with boards and senior leaders.

• Own the enterprise sales cycle — from prospecting and qualification to negotiation and close — across $1B+ revenue organizations. • Engage directly with CISOs, CIOs, and CFOs to align cybersecurity investments to enterprise goals. • Lead multi-stakeholder deals (6–12 months) in partnership with Solutions Architects, Services, and OEM channel partners. • Drive platform adoption — move customers from point products to integrated cybersecurity architectures. • Collaborate cross-functionally with Defy’s Services, Engineering, and Partner teams to deliver client success and measurable outcomes. • Apply consultative methodologies (e.g., MEDDPICC, Challenger, Command of the Message) to position Defy’s value and differentiation. • Consistently exceed quarterly and annual sales goals for bookings, revenue, and gross margin. • Represent Defy with executive presence — leading presentations, proposals, and value discussions with boards and senior leaders.

• Own the enterprise sales cycle — from prospecting and qualification to negotiation and close — across $1B+ revenue organizations • Engage directly with CISOs, CIOs, and CFOs to align cybersecurity investments to enterprise goals • Lead multi-stakeholder deals (6–12 months) in partnership with Solutions Architects, Services, and OEM channel partners • Drive platform adoption — move customers from point products to integrated cybersecurity architectures • Collaborate cross-functionally with Defy’s Services, Engineering, and Partner teams to deliver client success and measurable outcomes • Apply consultative methodologies (e.g., MEDDPICC, Challenger, Command of the Message) to position Defy’s value and differentiation • Consistently exceed quarterly and annual sales goals for bookings, revenue, and gross margin • Represent Defy with executive presence — leading presentations, proposals, and value discussions with boards and senior leaders.

• Own the enterprise sales cycle — from prospecting and qualification to negotiation and close — across $1B+ revenue organizations. • Engage directly with CISOs, CIOs, and CFOs to align cybersecurity investments to enterprise goals. • Lead multi-stakeholder deals (6–12 months) in partnership with Solutions Architects, Services, and OEM channel partners. • Drive platform adoption — move customers from point products to integrated cybersecurity architectures. • Collaborate cross-functionally with Defy’s Services, Engineering, and Partner teams to deliver client success and measurable outcomes. • Apply consultative methodologies (e.g., MEDDPICC, Challenger, Command of the Message) to position Defy’s value and differentiation. • Consistently exceed quarterly and annual sales goals for bookings, revenue, and gross margin. • Represent Defy with executive presence — leading presentations, proposals, and value discussions with boards and senior leaders.

• The SOW Writer will be responsible for creating, editing, and maintaining electronic Statements of Work (SOWs) and assisting the Services Operations team with general strategies for the success of the project/opportunity. • Oversees and manages a large volume of SOWs and deadlines simultaneously while fielding daily Sales Team requests • Review incoming SOWs for completeness, accuracy, quality, unified style, and compliance with SOW requirements for various categories and contract types. • Work with Services Operations team to further develop SOWs where needed and establish client/vendor milestones and deliverables. • Ensure continuous improvement and ongoing modernization and design of templates used for Services; including readability and usability of SOWs for delivery teams • Follows Defy’s security policies, upholds professional standards, and performs all work in a manner respectful of others. • Understands personal role in safeguarding corporate and client assets • Maintains proficiency with the SOW development process and adheres to Defy procedures for SOW development, documentation tracking, communication, and other duties as required • Utilizes Salesforce, SharePoint, Outlook, Smartsheet, and Teams, Zoom, WebEx as tools of communication, historical reference, activity tracking, action item creation, and forecasting. • Builds an expertise in Defy’s professional services with commitment to developing and retaining knowledge and experience surrounding the professional services field • Work with vendors, procurement staff, and Project Managers to resolve issues that arise.

• Own the enterprise sales cycle — from prospecting and qualification to negotiation and close — across $1B+ revenue organizations. • Engage directly with CISOs, CIOs, and CFOs to align cybersecurity investments to enterprise goals. • Lead multi-stakeholder deals (6–12 months) in partnership with Solutions Architects, Services, and OEM channel partners. • Drive platform adoption — move customers from point products to integrated cybersecurity architectures. • Collaborate cross-functionally with Defy’s Services, Engineering, and Partner teams to deliver client success and measurable outcomes. • Apply consultative methodologies (e.g., MEDDPICC, Challenger, Command of the Message) to position Defy’s value and differentiation. • Consistently exceed quarterly and annual sales goals for bookings, revenue, and gross margin. • Represent Defy with executive presence — leading presentations, proposals, and value discussions with boards and senior leaders.

• Serve as the technical lead across strategic enterprise opportunities, collaborating with Account Executives to design and position end-to-end cybersecurity solutions. • Engage CISOs, CIOs, CTOs, and senior technical leaders to assess requirements, map architectures, and guide decisions aligned to business outcomes. • Conduct discovery workshops, technical assessments, and architecture reviews across multi-cloud, hybrid, and on-prem environments. • Develop solution designs, bills of materials, integration plans, and executive-ready technical presentations. • Lead technical strategy for complex, multi-stakeholder initiatives including platform consolidation, modernization, and vendor rationalization. • Partner with OEM and channel engineering teams to validate designs, stay current with product roadmaps, and coordinate joint enablement. • Support Proofs of Concept (POCs), demos, and evaluations to validate solution fit and accelerate customer adoption. • Ensure smooth handoffs to delivery and services teams, maintaining architectural integrity from pre-sales to implementation. • Represent Defy with technical authority and executive presence during customer briefings, roadmap discussions, and strategic planning sessions.