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.

• 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.