Strategy Lead - Insider Threat Management

Location

Portsmouth, NH | United States

Job description

Who Are We?

Bottomline is on a mission to be the world’s leading business payments company, aligning our team to the common purpose of transforming the way businesses pay and get paid. It is a journey that goes around the world serving financial institutions and companies in more than 90 countries. Our Portsmouth office is the central strategic hub in the US as well as one of the go-to market global centers of excellence, conveniently positioned to enable a fulfilling and flexible, hybrid work-life balance. A place to collaborate and share knowledge share across multidisciplinary teams, it also provides the perfect space to meet virtually with our colleagues across time zones.

Culture and Values

We are one global team, who work with and for each other in a drive to delight customers through excellent execution, which fuels how we create and grow sustained business value for our customers, our team and all who partner with us. Our culture encourages people to be brave and curious, to drive to closure and to ensure our values and principles are lived out daily. We excel at Bottomline because we are positive and passionate about building a #LifeAtBottomline

Role

This role is an integral part of Bottomine’s Risk Solution. This is a sales overlay role and will act as a subject matter expert supporting the sales and partnership team to strategize, implement best practices and compete against competition to win deals in the Insider Threat Management space.

A key function of this role is establishing a highly collaborative working relationship with the Bottomline Risk global sales team for pursuing Insider Threat Management related business opportunities for Bottomline. This role will be the advocate of our Insider Threat Management solution working closely with the all the functional teams, Product Management team and sales teams to formulate and execute go to market strategy, as well as identify areas of improvement with the aim of increasing Bottomline’s Insider Threat brand awareness and market share.

Therefore, this person must have a good understanding of the current insider threat market landscape, competition and their modus operandi, as well as the ability to identify area of focus to drive and achieve maximum returns on investments.

What you'll do:

• Support the sales team by developing and presenting compelling business cases to customers, maintaining expert-level knowledge of all elements of the business case.
• Be recognized internally as a subject-matter expert on insider threat management including how to best position against competitors in the market.
• Partner with sales leaders to achieve and exceed established sales targets and outcomes within the sales plan.
• Work closely with Product Management to understand and provide direct input on the “Key Plays” and product roadmap.
• Strengthen go-to-market operational efforts related to pricing, messaging campaigns, and licensing approaches.

Skills that will make you successful:

• 5+ years in sales or product strategy for the insider threat market or as a insider threat strategy lead and decision maker at a large enterprise or financial institution
• A demonstrated history of successful collaboration as part of or in partner with a sales/account team in a strategic selling capacity.
• Proven experience dealing with C level technical and business buyers.
• In-depth knowledge on insider threat best practices and associated terminology and technology employed by large enterprises.
• In-depth knowledge of insider threat management vendors and products. Must be able to compare and differentiate with Bottomline solutions. An emphasis on insider threat vendors and technologies in use across large enterprises for both on-premises and cloud is preferred.
• Interaction with Product Management to articulate key market requirements based upon customer and industry needs.
• Excellent oral and written communications skills and capable of presenting technical concepts and product solutions to audiences ranging from IT staff to business executives.
• Aptitude to understand customer needs, overcome objections, assist in the development of business use cases, and successfully positioning for wins.
• Ability to travel within assigned territory and other locations when necessary.

We welcome talent at all phases of their career through understanding and supporting additional needs (where applicable) as we look to innovate, win, and grow together.

Bottomline is proud to be an equal opportunity employer. We are committed to treating all individuals in a fair and equal manner by creating an inclusive and open environment. 

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