FireMon

• Identify, recruit, and onboard high-performing reseller and distribution partners across UK&I and EMEA. • Drive joint business plans, enablement initiatives, and pipeline development to achieve territory growth targets. • Collaborate with partners to deliver impactful end-user engagement — including co-selling, presentations, events, and training sessions. • Strengthen partner capability and alignment through education, marketing collaboration, and strategic planning. • Represent FireMon at trade shows, partner summits, and key industry events. • Gather market and competitive insights to inform product positioning and partner strategy. • Partner closely with regional sales teams to exceed monthly and quarterly booking goals.

• Conduct professional and independent discovery discussions to uncover customer needs and regional market drivers. • Prepare and deliver compelling presentations and demonstrations to prospective clients across the DACH region. • Translate technical features into clear business value aligned with local security and compliance requirements. • Document and guide customers through product evaluations, ensuring requirements are understood, environments are aligned, and success criteria are clearly defined. • Support customers throughout the evaluation to drive adoption, track metrics, and demonstrate FireMon’s value. • Act as the primary technical point of contact during the sales cycle, leading demos and building trusted-advisor relationships. • Maintain an expert-level understanding of FireMon’s architecture, integrations, and security posture. • Set up and maintain personal lab environments for testing, proofs of concept (POCs), and competitive analysis. • Work with DACH channel partners (VARs, MSSPs, and distributors) to strengthen their technical capabilities and enable joint go-to-market success. • Lead online and onsite technical workshops, confidently engaging with customer engineering and security teams. • Stay current on regional competitor technologies and provide feedback to product teams regarding market needs and roadmap gaps. • Collaborate closely with engineering and support teams to troubleshoot and resolve customer challenges. • Build strong relationships across technical, operational, managerial, and executive levels. • Participate in joint customer engagements with Account Managers, Product Management, Engineering, or Support as needed. • Accelerate sales cycles by anticipating and addressing technical objections.

• Manage overall relationships with assigned end-users, including increasing adoption, and ensuring retention and satisfaction. • Provide project leadership for customers' major FireMon programs. • Collaborate cross-functionally with FireMon teams—including Support, R&D, Product Management, and Sales—to address customer needs and deliver high-impact outcomes. • Maintain current functional and technical knowledge of the FireMon product line. • Provide hands-on support to customers for system health checks, user and device management, troubleshooting, upgrades, and monitoring activities. • Manage multiple customer engagements, balancing priorities and driving resolution across requests. • Share insights and constructive feedback with internal teams to help improve products and customer experiences. • Document best practices in developing and deploying FireMon solutions in the customers' environments. • Be a technical resource for "best practice" and other customer questions, identifying alternate technical solutions to customers' business problems. • Partner with account teams to manage expectations and provide a clear view of customer progress and health throughout their lifecycle. • Commit to continuous learning by maintaining relevant certifications and gaining new ones each year.

• Assist with managing and analyzing data across multiple platforms including CRM, CX, Support, and communication tools • Support CX leadership with operational initiatives, reporting, and AI-focused projects • Help optimize workflows and improve operational processes • Assist with integrations and automation efforts using APIs and webhooks • Contribute to reporting dashboards and data analysis using SQL and Python • Support the design of AI prompts and conversational logic for customer-facing chatbot experiences • Collaborate cross-functionally with teams across the organisation

• Organize and maintain creative asset libraries • Format presentations and marketing collateral • Conduct media and PR list research • Help maintain campaign calendars and project trackers • Assist with event logistics and attendee list preparation • Coordinate shipping for trade shows and booth materials • Track inventory and manage post-event follow-up documentation • Run campaign QA checks and spreadsheet clean-up • Support list uploads, lead routing audits, and CRM hygiene • Assist with reporting preparation • Proof emails and prepare campaign checklists • Support webinar setup and partner asset coordination • Conduct ABM target account research and customer list preparation • Pull simple performance reports and assist with digital campaign research • Compile competitive research summaries • Organize sales enablement assets and format battlecards • Maintain product launch checklists and content libraries

• Design, build, test, and maintain the infrastructure and tooling that supports rapid, reliable development and delivery of FireMon's products • Identify and automate repetitive manual processes across our build, test, and release pipelines to improve team-wide productivity • Own and oversee code releases, ensuring deployments follow established processes and meet quality standards • Act as a bridge between stakeholders and development teams, translating business needs into technical requirements • Continuously evaluate and improve CI/CD pipelines, development workflows, and release processes • Review and analyze code written by others, providing constructive feedback and ensuring adherence to best practices • Champion security across the SDLC, proactively identifying vulnerabilities and ensuring systems are hardened against cybersecurity threats • Diagnose and resolve technical issues, developing patches and updates as needed • Contribute to project planning and execution, helping to scope, prioritize, and deliver initiatives on time • Stay current with emerging tools, technologies, and industry trends as FireMon's platform and ecosystem continue to evolve • Work autonomously while contributing to a collaborative, supportive engineering community

• Design and run region-specific campaigns across India and APAC. • Identify, plan, and execute in-person and virtual events. • Build and execute joint marketing programs with partners. • Create region-relevant content and social posts. • Collaborate with sales to prioritize partners and align campaigns. • Support regional pipeline targets and work with global demand gen team. • Develop and execute lead gen activities. • Build and manage campaigns in Marketo.

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description FireMon is seeking a talented Account Associate who will play a fundamental role in achieving customer acquisition and revenue growth objectives. This role is an integral part of FireMon, where you will join our Emerging Growth team and assist in building and executing a plan to help grow the territory’s business, both in terms of new customer acquisition and existing customer relationships. - Understand the sales cycles in conjunction with business processes internally and externally. - Create and track sales opportunities, including leads, renewals, deal registrations, and quotes using Salesforce. - Source new sales opportunities through inbound lead follow-up and outbound cold calls and emails. - Understand customer needs and requirements. - Route qualified opportunities to the appropriate sales executives for further development and closure. - Research accounts, identify key players, and generate interest. - Maintain and expand your database of prospects within your assigned territory. - Meet and exceed the sales activity metrics designed to make you productive and successful. - Assist with customer presentations and demos via online tools. - Align with channel and partner teams to support overall company revenue targets. - Perform other duties and projects, as assigned, to support the growth of our business. Qualifications - BA/BS degree or equivalent - Successful B2B sales experience in cybersecurity, networking, or enterprise software; experience in channel-centric sales environments. - Experience working with channel partners and distributors to drive revenue growth in the enterprise market. - Team player with excellent oral and written communication skills with the ability to work independently when required. - Ability to thrive in a fast-paced, high growth, and rapidly changing environment. - Self-driven and able to manage a diverse, high-volume workload; Ability to quickly build productive relationships in a fast-paced, high-performance environment. - Well organized with effective time and activity management skills. - Ability to apply entrepreneurial strengths in a driven, forward-thinking manner. - Ability to present and educate to all levels in an organization. - Motivated to make money and earn competitive commission in return for over-achievement of results. Preferred Skills and Experience - Track record of driving partner enablement programs, including training, certification, and ongoing performance management. - Knowledge of the regional partner landscape, including key distributors and resellers within cybersecurity/software/SaaS. - Previous experience working with, or selling to, organizations based in Brazil. What it Takes to be Part of the FireMon Team FireMon provides persistent network security for hybrid environments through a powerful fusion of real-time asset visibility, continuous compliance, and automation. Since creating the first-ever network security policy management solution, FireMon has delivered command and control over complex network security infrastructures for more than 1,700 customers. Our customers have unique and complex security problems that are difficult to solve. This doesn’t intimidate us, it inspires us. It pushes us to be more creative and find solutions to ensure their success. If this sounds like a movement you'd be interested in joining, we invite you to apply today.

• Play a fundamental role in achieving customer acquisition and revenue growth objectives • Join the Emerging Growth team and assist in building and executing a plan to help grow the territory’s business, both in terms of new customer acquisition and existing customer relationships • Focus on working with FireMon’s partners, marketing, and channel teams to drive deals and increase revenue

• Identify, develop and execute an account strategy to close new business opportunities and expand revenue with customers across the assigned Territory; independently and cooperatively. • Scope, negotiate and bring to closure agreements to exceed booking and revenue quota targets. • Aggressively build, nurture, manage and support new sales and upsell existing customers in the assigned territory. • Target and gain access to decision-makers in key prospect accounts in the assigned territory. • Establish access and maintain existing relationships with key decision-makers (typically at the CIO and CSO level) in industry, partners, and enterprise customers to drive all pertinent issues related to sales strategy and goal attainment. • Collaborate with operative peers across functions (including the Field Sales, Channel, Marketing, Sales Operations, System Engineering, Services, Customer Support, and Product Development) to create visibility with target accounts and drive engagement of target prospects at both the individual contributor and executive level. • Build strong and effective relationships with channel partners, resulting in force multiplier revenue growth opportunities. • Capture, maintain and disseminate accurate and relevant prospect information using Salesforce.com. • Maintain a high volume of sales activity via calls, emails, & social selling. • Work as part of a sales team toward reaching quarterly territory sales quota.