AVP Technical Sales Leader – Identity COE
Job Description
What you get to do in this role:
As part of scaling our Global Cybersecurity Sales organization, we are standardizing and expanding our specialized Centers of Excellence (COEs). The Identity COE exists to provide deep, authoritative technical expertise that augments our core generalist cyber sellers and Solution Engineers (SEs)—engaging at critical high-value deal stages to secure the technical win.
We are seeking a high-caliber Technical Sales Leader to build, lead, and scale the Identity & Access Security COE. In this role, you will lead an elite team of technical domain specialists while serving as a field-CTO-caliber executive who can articulate complex identity architectures to C-level executives (CISOs, CIOs, CTOs).
Additionally, you will serve as the primary operational link between Field Sales and Product Leadership, embedding a true "three-in-the-box" construct across Sales, Product Management, and Outbound Product Managers (OPMs).
Key Responsibilities
Technical Win Strategy & Engagement Model
• Standardized Engagement Lifecycle: Lead technical engagement across the sales motion—rolling on from the Scope and Proof of Value (POV) stages through to the technical win, and executing a seamless offboarding transition once secured.
• GTM Pod Augmentation: Partner with generalist cyber sales pods (roughly 1 COE specialist per 2 First Line Managers / 1:16 AE coverage ratio) to drive technical wins on complex enterprise Identity deals.
• Executive Technical Presence: Operate as a "Field CTO" during strategic enterprise opportunities—carrying high-level, credible technical conversations with CISOs and identity executives while guiding deep-in-the-weeds architectural validation.
• Three-in-the-Box Leadership: Partner directly with the Identity Product Leader and Outbound Product Manager (OPM) to maintain tight alignment across Product, Outbound PM, and Field Execution.
• Roadmap Mastery: Serve as the field’s source of truth on the Identity product roadmap, translating upcoming strategic vision into clear customer positioning.
• Bi-Directional Feedback Loop: Establish a structured, standing feedback cadence to translate field friction, competitive dynamics, and customer requirements back into Product Management to influence product strategy.
Requirements
Department: Sales
Experience Level: Not Applicable