VikingCloud

• Own and execute a new business sales strategy within an assigned geography, targeting Enterprise and Mid-Enterprise prospects • Develop and manage a robust pipeline of opportunities through proactive outreach, territory planning, and account-based selling • Lead consultative sales cycles by identifying business pain, aligning VikingCloud’s offerings, and crafting compelling value propositions • Apply best-in-class sales methodologies including MEDDICC or strategic selling to guide deals from qualification to close • Conduct executive-level discovery, presentations, and negotiations with CISO, CIO, CTO, and compliance and/or security decision-makers • Build and nurture long-term relationships with prospects and clients to drive multi-year, high-value contracts • Deliver accurate sales forecasts and meet or exceed assigned ARR (Annual Recurring Revenue) and quota commitments • Leverage Salesforce.com to manage pipeline, track activity, and ensure deal visibility and forecasting accuracy • Collaborate cross-functionally with marketing, solutions engineering, legal, and product to drive deal success

• Provide customer support across an omni-channel environment, including inbound phone calls, live chats, email, and back-office tickets, ensuring timely and accurate resolution. • Guide users through the PCI-DSS compliance process, delivering clear, step-by-step instructions to maintain regulatory and security standards. • Assist customers in accessing, navigating, and troubleshooting the online platform, ensuring issues are addressed with minimal disruption to operations. • Demonstrate strong analytical and problem-solving skills by leveraging available knowledge bases, tools, and resources to independently resolve complex issues. • Prioritize first-contact resolution by efficiently collecting, verifying, and applying the necessary information to address inquiries. • Proactively identify and communicate opportunities to streamline processes, recommend improvements, or escalate trends that impact efficiency or compliance. • Manage workload effectively and work independently without direct supervision, maintaining accountability for productivity and accuracy. • Handle escalations and difficult conversations with professionalism, focusing on resolution and adherence to company policies. • Ensure all customer interactions are documented thoroughly and accurately in internal systems, following established protocols and compliance requirements. • Consistently achieve or exceed performance metrics, service level standards, and quality expectations across all support channels.

• Provide customer support across an omni-channel environment, including inbound phone calls, live chats, email, and back-office tickets, ensuring timely and accurate resolution. • Guide users through the PCI-DSS compliance process, delivering clear, step-by-step instructions to maintain regulatory and security standards. • Assist customers in accessing, navigating, and troubleshooting the online platform, ensuring issues are addressed with minimal disruption to operations. • Demonstrate strong analytical and problem-solving skills by leveraging available knowledge bases, tools, and resources to independently resolve complex issues. • Prioritize first-contact resolution by efficiently collecting, verifying, and applying the necessary information to address inquiries. • Proactively identify and communicate opportunities to streamline processes, recommend improvements, or escalate trends that impact efficiency or compliance. • Manage workload effectively and work independently without direct supervision, maintaining accountability for productivity and accuracy. • Handle escalations and difficult conversations with professionalism, focusing on resolution and adherence to company policies. • Ensure all customer interactions are documented thoroughly and accurately in internal systems, following established protocols and compliance requirements. • Consistently achieve or exceed performance metrics, service level standards, and quality expectations across all support channels.

• Identify, prospect, and develop new enterprise sales opportunities in cybersecurity, compliance, and managed security services. • Develop and execute a strategic sales plan to meet or exceed revenue targets. • Lead the specialists sales team in coordinated account strategies. • Build and maintain strong relationships with key decision-makers and stakeholders at enterprise level companies. • Conduct in-depth needs assessments to recommend appropriate VikingCloud solutions tailored to customer requirements. • Manage the full sales cycle from lead generation to contract negotiation and closing. • Collaborate with internal teams, including marketing, technical pre-sales, and customer success, to ensure customer satisfaction and retention. • Stay updated on industry trends, competitive landscape, and emerging security threats to provide consultative sales expertise. • Maintain accurate sales forecasts and CRM records.

• Develop and own the end-to-end sales strategy, including territory design, go-to-market motions, pricing, and packaging. • Drive forecast accuracy, pipeline generation, win rates, average deal size, and sales cycle velocity. • Lead, coach, and scale a high-performing sales team (hiring, onboarding, performance reviews, succession planning). • Align with Marketing, Product, and Customer Success to ensure a cohesive revenue engine and optimal customer experience. • Establish and optimize territory plans, account segmentation, and target lists; balance new logo acquisition with expansion within existing customers. • Build and manage a robust sales process, playbooks, CRM discipline, and reporting cadence. • Collaborate on product feedback and market intelligence to influence product roadmap and messaging. • Develop and enforce pricing strategies, discounting guidelines, and contract approval processes. • Manage key strategic alliances, partners, and channel programs when applicable. • Define and track KPIs and dashboards; present quarterly business reviews to executive leadership. • Foster a data-driven culture while maintaining a human-centered approach to coaching and motivation. • Champion customer success by driving renewals, upsells, and long-term.

• Maintain discount guidelines and the exception case log; partner with Sales Operations on deal desk exceptions. • Run the weekly discount trend analysis; flag exceptions and patterns to pricing and commercial leadership. • Support pricing on new products and offerings — from list price construction to deal economics. • Lead the quarterly margin reassessment across the product portfolio — refreshing deal model costs based on actual cost changes, sales mix and trend (where we’re winning), and external benchmarking. • Provide ad-hoc deal modeling and pricing analytics for strategic, large, or non-standard deals. • Serve as a trusted finance partner to Sales Ops, BU leaders, Sales and Product Management on commercial decisions. • Run the weekly revenue forecast cadence for the services business units; partner with BU leaders on risks and opportunities. • Pressure-test forecast submissions for methodology consistency and accuracy; test assumptions with BU partners. • Produce the monthly forecast accuracy report with full bridge analysis to explain variances. • Build and run bookings-to-revenue conversion analytics — lag analysis, ramp curve modeling, and cross-business pattern detection. • Lead win-loss pricing analysis and surface insights to Sales and Product Management. • Build pipeline conversion analytics across stages and business units. • Own NRR and ARR walk reporting; build out the next layer — cohort retention, customer profitability, and product profitability.

• Maintain discount guidelines and the exception case log; partner with Sales Operations on deal desk exceptions. • Run the weekly discount trend analysis; flag exceptions and patterns to pricing and commercial leadership. • Support pricing on new products and offerings — from list price construction to deal economics. • Lead the quarterly margin reassessment across the product portfolio. • Provide ad-hoc deal modeling and pricing analytics for strategic, large, or non-standard deals. • Run the weekly revenue forecast cadence for the services business units; partner with BU leaders on risks and opportunities. • Produce the monthly forecast accuracy report with full bridge analysis to explain variances. • Build and run bookings-to-revenue conversion analytics.

• Build and maintain vendor-level reporting and self-service dashboards providing visibility into spend by vendor, account, business unit, and department. • Deliver monthly, quarterly, and ad-hoc reporting that highlights trends, variances vs. budget and forecast, and key cost drivers. • Conduct deep-dive analyses on vendor spend to identify trends, anomalies, and opportunities for optimization or consolidation, partnering with department owners to evaluate return on spend. • Support contract renewals and vendor selection with scenario modeling and total cost of ownership analysis, and own vendor cost budgets and forecasts to drive accountability across cross-functional stakeholders. • Support on company-wide cost savings initiatives, partnering with Operations, and business leaders to source, validate, and prioritize initiatives, including business cases with baseline, savings methodology, risks, and timing. • Track and report savings realization against committed targets – ensuring savings flow into budgets, forecasts, and actuals – and communicate progress to senior leadership through clear, executive-level updates. • Build strong relationships with Accounting, IT, and business unit leaders to drive financial discipline around vendor spend. • Identify and implement process improvements in vendor cost reporting, forecasting, and analysis, and support month-end close activities including accruals, reclasses, and variance commentary.

Role Description We have an immediate vacancy for a full-time Associate Qualified Security Assessor. This position offers the right candidate the opportunity for career progression within a dynamic international growth focused company. Salary: 55,000 Base and 10% Bonus Target. - Ability to perform project tasks without the need for direct supervision. - Ability to collect and organize documentation and artifacts for projects. - Assist and coordinate with multiple teams on large scale projects. - Contribute a significant piece of a project deliverable. - Ability to create detailed, professional documentation to be delivered to clients. - Ability to create and recommend remediation for components of security policies. - Provide specific recommendations for a client’s business or technical issues (Example: lack of or enforcement of a password policy). - Understanding of basic Information Systems including but not limited to servers, virtualization, infrastructure systems, client-server architecture, and databases with the ability of reviewing technical controls. - Understanding of multiple standards and regulatory areas including, but not limited to: PCI, HIPAA, Data Privacy, Cyber Risk, and ISO 27001/27002. - Understand the creation, management, and oversight of Information Security Programs, Business Continuity Planning, and Change Control functions for Information Services. - Familiarity with MS Office365 applications. - Ability to travel to support business and client requirements. - Excellent written and verbal communications. Qualifications - 2 years of IT or Information Security experience. - Bachelor’s Degree in Information Security. - Must be able to obtain two security certifications such as CISSP, QSA/QPASP, CISM, CISA, CCNA, CCDA, CCSA, GIAC, within 36 months of starting in this position at VikingCloud. Company Description VikingCloud is the leading Predict-to-Prevent cybersecurity and compliance company, offering businesses a single, integrated solution to make informed, predictive, and cost-effective risk mitigation decisions – faster. Powered by the Asgard Platform®, the industry’s largest repository of anonymized cybersecurity and compliance event data, we continuously monitor and analyze over 6+ billion online events every day. VikingCloud is the one-stop partner trusted by 4+ million customers to provide the predictive intelligence and competitive edge they need to stay one step ahead of cybersecurity and compliance disruptions to their business. Our 1,000 dedicated cybersecurity and compliance expert advisors understand that it’s not just about technology. It’s about transacting business and delivering an exceptional customer experience every day, without fail. That’s the measurable value we deliver. And that’s what we call, Business Uninterrupted.

Role Description We currently have an opportunity for an ambitious and highly motivated Customer Success Manager to join our VikingCloud Team. In this role, the right candidate will act as a trusted adviser for our largest clients driving customer satisfaction, value, retention, and growth. The CSM will be responsible for day-to-day management of key clients’ relationships with a laser focus on creating customer value. A self-starter, who combines tactical daily account management with a strategic approach to securing retention and growth, the CSM will be dedicated to their clients and act as their internal advocate to ensure they are set up for long-term success. Responsibilities - Act as primary contact for assigned Level 4 clients - Own the overall client relationship to ensure client satisfaction, drive retention & support programme growth - Manage and deliver key client communications to the highest standards on behalf of VikingCloud - Own recurring client engagement cycles to ensure a high-level of customer satisfaction - Own periodic key client engagements, such as product roadmaps, reporting insights, QBRs, etc. - Maintain detailed and accurate merchant volume reporting and forecasting - Cultivate strong relationships with key influencers and decision makers at assigned client accounts - Understand client business models, particularly as it relates to GTM strategy, product offerings, portfolio makeup, and any other key company developments - Identify opportunities for upsell/cross-sell new VikingCloud products and services - Monitor market, customers, and competition to help inform product strategy and build insights into the selling agenda - Advocate for client needs/requests internally and articulate how they would facilitate retention and growth of the programme - Own and lead responses to any client escalations, managing internally to senior leadership or cross-functionally as required - Plan, forecast, and support account renewals within client base - Utilize CRM and other systems and tools as necessary to provide the business with data-led reporting - Manage wider stakeholder involvement internally as required (Legal, Operations Contact Centre, PMO, HR, etc.) - Ensure management is updated on strategic status of accounts in terms of problems, plans, opportunities, and objectives Qualifications - Minimum of 8-10 years’ experience in partnership management - Tactically & strategically minded - Ability to clearly communicate, plan, and implement change - Exceptionally strong communicator and highly organized - Great team player, comfortable in delegating and directing people cross-functionally - Professional in championing clients' requirements, ensuring key milestones and objectives are achieved - Comfortable developing business and commercial justifications that drive client growth - Available to travel as needed Company Description VikingCloud is the leading Predict-to-Prevent cybersecurity and compliance company, offering businesses a single, integrated solution to make informed, predictive, and cost-effective risk mitigation decisions – faster. Powered by the Asgard Platform®, the industry’s largest repository of anonymized cybersecurity and compliance event data, we continuously monitor and analyze over 6+ billion online events every day. VikingCloud is the one-stop partner trusted by 4+ million customers to provide the predictive intelligence and competitive edge they need to stay one step ahead of cybersecurity and compliance disruptions to their business.