As the Cybersecurity Go-to-market (GTM) Leader, you will drive the global GTM strategy and execution of the Cybersecurity business at Databricks. You will play a pivotal role in accelerating cyber revenue growth by building scalable assets for the field, designing enablement programs, and driving key partnerships. You will be the domain expert and business executive for cybersecurity use-cases across all verticals and regions.
In this role, you will set a clear GTM vision for Cybersecurity, work with a cross-functional team and focus relentlessly on execution of scalable sales programs. You will build a clear business plan for Cybersecurity that drives alignment across sales, industry vertical leaders, enablement, partner management, marketing, field engineering, sales programs, and other key stakeholders at the company.
You have a strong POV on how Data+AI will transform Cybersecurity, a deep understanding of incumbant tools in the space, and possess the ability to enable the field to have strategic conversations with CxOs without requiring your direct involvement. This job will require travel for conferences and internal meetings. You will report to the Global VP of Financial Services, Cybersecurity, and Public Sector GTM.
The impact you will have:
Build and execute comprehensive sales programs that can be repeatable across multiple geographies and entities on a quarterly basis.
Develop a net-new GTM motion for horizontal security products targeted across all industry verticals.
Identify and foster new AI-driven use cases of the Databricks platform.
Identify operational gaps in the Cybersecurity GTM motion, be data-driven about quantifying business opportunities and execute improvement plans.
Work closely with the sales and pre-sales teams to create account-level plans.
Scale your expertise across the GTM organization via enablement, building repeatable assets, and articulating a clear strategy and vision for Data and AI in Cybersecurity.
Become a trusted advisor to strategic customer security executives on security operations transformation, AI-readiness/governance.
Collaborate with Partner teams to develop strategic relationships with Systems Integrators and build joint sales motions.
Collaborate with marketing team to establish Databricks as a thought leader in the industry by authoring white-papers, representing Databricks at conferences, and designing novel Cybersecurity events for Databricks.
Collaborate with enablement teams to build programs that enhance the field’s ability to have executive security conversations. This includes general knowledge of Cybersecurity operations, legacy competitors, the AI security crisis/opportunity, evolving threats, industry regulations, and relevant case studies.
Partner with marketing to develop tailored Cybersecurity case-studies, collateral, blogs and demand generation plans.
What we look for:
15+ years experience working as a Cybersecurity executive at a leading Cybersecurity software company, consulting firm.
Proven sales program management skills.
Proven record of driving change for large entities with a strong understanding of how organizations make Cybersecurity decisions and ability to influence that decision making process.
Builder mentality and proven record of using AI to automate and augment GTM motion.
Strong customer-facing presence (CISO, IT and Business Leaders) and ability to cultivate executive relationships.
Strong knowledge of the technical landscape in Cybersecurity with existing relationships across the space.
Humility, ability to work with cross-functional teams and strong people skills to inspire and lead cross-functional teams.
Excellent analytical, strategic planning, and verbal/written communication skills, with the ability to convey complex information in a clear and concise manner.
Pay Range Transparency
Databricks is committed to fair and equitable compensation practices. The pay range(s) for this role is listed below and represents the expected base salary range for non-commissionable roles or on-target earnings for commissionable roles. Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to job-related skills, depth of experience, relevant certifications and training, and specific work location. Based on the factors above, Databricks anticipated utilizing the full width of the range. The total compensation package for this position may also include eligibility for annual performance bonus, equity, and the benefits listed above. For more information regarding which range your location is in visit our page here.
Zone 1 Pay Range: $308,700—$424,500 USD
Zone 2 Pay Range: $308,700—$424,500 USD
Zone 3 Pay Range: $308,700—$424,500 USD
Zone 4 Pay Range: $308,700—$424,500 USD
About Databricks
Databricks is the data and AI company. More than 10,000 organizations worldwide — including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 — rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI. Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark™, Delta Lake and MLflow. To learn more, follow Databricks on Twitter, LinkedIn and Facebook.
Benefits
At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region click here.
Our Commitment to Diversity and Inclusion
At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics.
Compliance
If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.
