דרושים ב-Armis ב-United Kingdom, London

What you will do:

- Act as a technical overlay specialist for VIPR Pro in the sales process. Collaborate closely with the sales team to understand customer requirements and propose solutions that effectively demonstrate the value of VIPR Pro.

- Lead and support pre-sales activities including technical presentations, demonstrations, and solution scoping. Work closely with prospects to understand their technical challenges and requirements.

- Become a subject matter expert on VIPR Pro and related vulnerability and remediation technologies. Articulate the technical benefits and competitive advantages of VIPR Pro to both technical and non-technical audiences.

- Stay current with industry trends, competitive landscape, and emerging technologies in vulnerability management and remediation.

What we expect:

- 10+ years in a Sales Engineer, Solutions Architect, SME overlay, or similar technical sales role within the cybersecurity industry.

- Strong understanding of vulnerability management solutions is essential. Experience with VIPR Pro or similar competing products (inferior of course ;-) ), is highly preferred.

- Excellent presentation and communication skills, both verbal and written. Ability to effectively convey technical concepts to diverse audiences.

You will leverage your experience in international markets to localise prospecting strategies, manage a highly diverse team, and ensure execution is aligned with the varying needs of local markets. As part of the Global Demand Generation team, you will collaborate closely within the org as well as cross functionally with Sales, Marketing, Channel, and Operations.

• Global Team Leadership: Lead, coach, and manage a high-performing team of BDRs who are located in our London hub, local regional offices, and remotely across EMEA and APJ.
• Pipeline & Quota Attainment: Own the team's pipeline generation performance, ensuring monthly and quarterly targets are met.
• International Strategy & Localization: Partner across DemandGen Design to and deploy region-specific outbound prospecting strategies in alignment with campaigns and accounting for language and regional business practices within EMEA and APJ.
• BDR Development & Coaching: Conduct regular 1:1 coaching, call critiques, role plays, and training on advanced prospecting skills and global sales methodologies (e.g., Challenger, MEDDPICC), focusing on high-level engagement with diverse, international buyers.
• Full-Funnel Prospecting Execution & Optimization: Drive the execution of the BDR team's prospecting, managing and optimising inbound lead qualification and outbound prospecting workflows together with the global Demand Gen team. Maximise lead and account conversion into high-quality, qualified sales opportunities
• Demand Gen Operational Excellence: Utilise pipeline data, conversion metrics, and forecast tools to report on regional performance, identify process bottlenecks, and continuously optimise the lead-to-opportunity funnel for each international market
• Cross-Functional Alignment: Collaborate closely with International Sales Leadership, Marketing, Channel Sales, FieldOps, and the International Demand Gen and BDR Leadership pod to ensure tight alignment on target accounts, localised messaging, and resource needs across all covered countries

• 3+ years of B2B SaaS technology sales experience , including significant experience owning and closing the full sales cycle.
• 3+ years of proven frontline management/leadership experience leading a BDR/SDR team.
• Direct experience managing or working within international markets, specifically EMEA and APJ.
• Consistent track record of exceeding pipeline generation goals in a complex, Enterprise sales environment.
• Expert-level proficiency with Salesforce.com (CRM) for comprehensive pipeline reporting and accurate forecasting.
• Fluency with the BDR/SDR Tech Stack including implementing and administering tools.
• Experience in cybersecurity landscape and the ability to articulate our value proposition to C-suite and security decision-makers.

• Cultural Acumen: High degree of social and cultural intelligence required to effectively lead and motivate a diverse, multi-national team.
• Adaptable & Inclusive Leadership: Proven ability to successfully manage, motivate, and champion a diverse team within a hybrid work model (mix of in-office and remote personnel) across EMEA and APJ regions.
• Global Process Architect & Collaborator: A passion for building, documenting, and optimizing scalable, repeatable sales processes by teaming directly with BDR leadership and the broader Demand Gen team across all regions (AMER, EMEA, APJ) to ensure strategic alignment and drive consistent global performance.
• Strategic Cross-Functional Partner: Innate ability to partner, influence, and align objectives with peer leaders in Sales, Marketing, and Operations across the global organisation to maximize company-wide impact.

The Role:

As a, you'll sit at the intersection of pre-sales, product, and customer success—directly shaping how prospects experience our product and influencing what gets built next. This isn’t just another project coordination role—it’s a chance toby ensuring that our Proof of Value (POV) process is set up for success and delivers results that matter. They will act as the central point of contact and coordination for internal stakeholders (SEs, AEs, DA, CS, Product), providing updates related to the technical issues raised during the POV process. They will be the mediator between SE and Product.

What you will do:

• Support SEs for new POVs . Organise, maintain, and timeline POV integration requests to align with the POV.
• Manage POV Output . Gather, organise, and track POV bugs and FRs using standard prioritisation methods.
• Track Contract Promises . Track, communicate progress, and ensure on-time delivery of FRs associated with contractual obligations.
• Escalate Highest Priority Issues. Develop a process to highlight critical priority issues for Product in real time.
• Ensure Product Team Alignment . Using ACV, number of prospects affected, and expected/promised dates, communicate priority of bugs and FRs to Product for planning and resolution.
• Bridge the Pre-sales to Post-sales Gap . Manage the transition of information from POV to Delivery Assurance and Customer Success.
• Drive POV Dashboard Analytics & Reporting . Work with the analytics team to understand POV bug and FR trending so Product can focus on the greatest needs.
• Process Development . Develop processes to gather POV product issues from multiple sources and educate teams on proper usage.

What we expect:

• Project Coordination: Oversee and coordinate multiple POVs, ensuring they are on track and aligned.
• Project Management: Strong understanding of project management methodologies and best practices.
• Strategic Alignment: Ensuring processes and outcomes align with the organisation's strategic goals and objectives.
• Process Planning: Developing processes to address gaps
• Communication: Facilitating clear and effective communication between project teams, stakeholders, and leadership.
• Leadership: Ability to motivate teams.
• Problem-Solving: Ability to identify and resolve issues and challenges.
• Stakeholder Management: Ability to build and maintain strong relationships with stakeholders, providing regular updates and communication.
• Risk Management: Ability to identify, assess, and mitigate risks that may impact the program's success.
• Performance Monitoring: Track key performance indicators (KPIs) and program progress, making adjustments as needed.
• Reporting: Prepare and present regular reports on program status, progress, and performance.

Requirements:

• 5+ years in Program Management with a software security company
• Additional languages in French or German are preferred
• Previous experience in fast-paced software development environment
• Strong technical acumen; able to understand cyber security terms, workflows, and product functions
• Accustomed to working with JIRA and Product prioritisation workflows
• Engineering support experience
• Support background

We know there is a lot to consider when applying for a new job, and quite often job descriptions provide a lot of detail for candidates… but here at Armis, we strongly encourage you to try to avoid the ​​confidence gap​.​​ We don’t expect you to meet each of the listed requirements perfectly to be considered for any of our roles.

The role:

As a Sales Engineer at Armis, you’ll bridge the gap between our advanced solutions and our clients’ critical needs. You'll partner with our Sales team to provide technical expertise, demonstrate our platform's value and ensure our customers are equipped to combat today’s complex cybersecurity threats.

This is your chance to be the trusted technical advisor, solving challenges, delivering insights, and directly contributing to the success of a global leader in the cybersecurity space. Not all heroes wear capes…

What you will do…

• Engage & Educate: Partner with Sales Representatives to understand client requirements, articulate the value of Armis solutions, and provide in-depth product demonstrations tailored to their needs.
• Problem Solve: Analyze customer environments, identify challenges, and recommend solutions that enhance their security posture.
• Customize Solutions: Develop proof-of-concept (POC) deployments and guide clients through implementation strategies to showcase the effectiveness of Armis technology.
• Be a Technical Expert: Stay updated on the latest cybersecurity trends and Armis product developments to position yourself as a go-to resource for both clients and internal teams.
• Collaborate: Work cross-functionally with Product, Engineering and Customer Success teams to address feedback and continually enhance our offerings.
• Evangelize Security: Present at industry events, webinars, and customer meetings to highlight the importance of robust asset visibility and security.

What we expect…

• Technical Expertise: Proven experience in a Sales Engineer, Solutions Architect, or related technical role, essential to have deep knowledge & experience in cybersecurity.
• Hands-On Knowledge: Familiarity with IT, IoT, OT environments, and cybersecurity frameworks. Hands-on experience with networking, security tools & enterprise software.
• Sales Acumen: Ability to translate complex technical concepts into business value propositions that resonate with customers.
• Communication Skills: Exceptional presentation and interpersonal abilities, with a knack for building trust with both technical and non-technical stakeholders.
• Problem Solver: A proactive mindset with strong troubleshooting and analytical skills.
• Education & Certifications: A bachelor’s degree in a related field (Computer Science, Engineering, etc.) or equivalent experience. Industry certifications (e.g., CISSP, CEH) are advantageous.

We know there is a lot to consider when applying for a new job, and quite often job descriptions provide a lot of detail for candidates… but here at Armis, we strongly encourage you to try to avoid the ​​confidence gap​.​​ We don’t expect you to meet each of the listed requirements perfectly to be considered for any of our roles.

We are looking for aand configuration is required. The

What You'll Do:

• Manage a portfolio of up to 30 accounts throughout their lifecycle with Armis.
• Build strong customer relationships by engaging early as the customer transitions from the PreSales phase to deployment. Work with customer and Armis account teams to define success plans and strategy to meet customer’s objectives.
• Guide the customer through the implementation phase, delivering use cases and value, leading them to an operationalized state.
• Responsible for overall health and retention of the assigned customers, maximizing customer satisfaction (NPS scoring) and driving adoption and value for growth and reference-ability.
• Reporting Risks and Wins internally to Armis account team and externally to account sponsors and executives.
• Understand customer product issues and feature requests in order to represent the appropriate priority and voice of the customer with the Armis product team.
• Establish regular cadence (Monthly, Quarterly, Digital) with each assigned customer, to provide guidance, review executive dashboards and open issues, and communicate program status. This includes delivering Executive Business Reviews to ensure alignment on goals and value realization.
• Leverage Gainsight to track account activity, health score, risk, and other critical metrics.
• Maintain current functional and technical knowledge of the Armis platform and future products.
• Drive up utilization of the Armis platform and recommend additional features that can be leveraged to improve their security posture
• Build trusted relationships with relevant, technical users and manage stakeholders within assigned accounts
• Serve as a customer advocate to guide other resources at Armis towards achieving customer goals
• Validate customer deployment and configuration align with business use cases.
• Validate that use cases are appropriately captured and delivered in a timely manner
• Maintain knowledge of 3rd Party solutions and integrations/interoperability with the Armis platform within the assigned customer environments
• Providing technical subject matter expertise where applicable aligned to the expected proficiency
• Collaborating with Engineering, Product, Support and Sales teams to drive account success

What We Expect

• Fluent in English language (spoken and written)
• Possess exceptional verbal, written, social, presentation, and interpersonal skills.
• 5+ years experience in a related function with direct customer facing, advocacy and engagement experience in post-sales,systems engineering, professional services or client management functions, ideally in Customer Success.
• 3+ years experience in network engineering, architecture, support, or network design capacity
• 2+ years experience working in Security/Healthcare/automotive/Retail/OT

• Strong technical and problem solving skills coupled with the ability to provide quick resolution to problems.
• Solid project management and solution delivery experience, with demonstrated ability to drive projects from definition to final delivery.

A plus:

• Experience as a CSM or Technical Account Manager/TAM in a Cyber Security SaaS organization.
• 3+ years of experience in relationship building role including service delivery or account management in a post and/or pre sales environment
• 3+ years experience as full-time Deployment Engineer highly preferred or as a Professional Services Engineer, Consultant, or IT/Operations Engineering
• 5+ years experience in a combination of the following; designing, deploying, configuring, supporting, troubleshooting, debugging and coordinating Unified Communications products, devices, solutions, and technologies for small, medium, large and/or enterprise businesses
• Experience implementing a security program within enterprise organization
• Familiarity with various Healthcare/IOT devices and manufacturers
• B.S in IT, IS, CS, MIS, (or equivalent degree) and/or relevant industry qualifications (CISSP, Security +,CEH) desired
• Familiarity/Experience in Cyber Security i.e Endpoint, SOAR, SIEM
• Linux Operating System basic operation and troubleshooting (i.e. Redhat Linux / CentOS)
• Networking (LAN/WAN, Routing/Switching protocols, Network Security)
• Ability to travel regionally as needed (up to 20-25% per quarter)
• Additional European languages

Responsibilities:

• Work with Armis’s services Partners as they build strong capabilities for deployment and other advanced services based around the Armis portfolio.
• Build and maintain strong relationships with multiple contacts within assigned partner organizations
• Develop and execute services success plans for key Partners.
• Measure Partner health and maturity, and report to Partner Success leadership.
• Connect Armis technical SMEs to Partner resources to ensure successful services delivery.
• Work cross-functionally across Armis, including with Customer Success, Delivery Assurance, Sales, Partner Sales and Partner Operations to ensure Partner success.

What You Bring To The Team:

• 2+ years experience in customer/partner success role, Partner or Direct Sales role, with broad exposure across regional, national and GSI partners.
• Strong knowledge of the MSP and professional services space, preferably related to the cyber-security industry
• Passion about working in the partner community and worked in or built a partner program in the past.
• You will need to speak fluent English and ideally either German or French

• Own the full sales cycle —from prospecting and discovery to solution mapping, negotiation, and close

• Develop and execute a strategic account plan to target enterprise organizations across the UK

• Drive multi-stakeholder sales processes and engage C-level executives, security leaders, and IT decision-makers

• Collaborate with internal teams to tailor solutions that address customer pain points and drive value

• Leverage the Armis platform to tell compelling stories and deliver killer demos

• Accurately forecast pipeline and revenue within your territory

• Become a trusted advisor to prospects and customers by staying current on industry trends, threats, and cybersecurity solutions

• 5+ years of enterprise sales experience, within a cybersecurity vendor , with a strong track record of quota overachievement, hitting quota 3 times in last 5 years as a minimum

• Tenure in previous relevant organisations - showing you can write the theme-tune & sing the theme tune

• Proven success hunting and closing new business with large, complex enterprises

• Expertise in navigating long, consultative sales cycles and multi-level buying committees

• Self-starter mentality—you’re hungry, coachable, and competitive

• Excellent communication, storytelling, and negotiation skills

• Experience using Salesforce, MEDDIC/MEDDPICC, and modern sales tools

• A passion for cutting-edge technology and cybersecurity innovation