Business Development Manager

Summary

Join Whalebone, a leading cybersecurity solutions provider, as a Business Development Manager to establish and grow our business in the US and Canada. Reporting to the VP of Aura Global Sales, you will develop a regional sales strategy, build partnerships with major telcos, and drive significant growth. This role offers significant career advancement opportunities as the team expands. You will define and execute a market entry strategy, identify and engage top-tier telcos, and ensure successful product launches. Success will be measured by pipeline growth, partnership development, and exceeding KPIs. Whalebone offers a rewarding financial package, including ESOP options, and a flexible compensation structure.

Requirements

• Proven track record in business development or sales within the telco or cybersecurity sectors, especially in North America for more than 10 years
• Strong relationship-building abilities, familiarity with MEDDPICC or similar sales methodologies, and a strategic mindset for market entry
• Proficiency in English; Spanish is a plus
• Relevant degree in business, technology, or a related field
• A growth-oriented attitude with the ability to work independently and a passion for cybersecurity

Responsibilities

• Define and execute a business development strategy to establish Whalebone’s footprint in the US and Canada
• Identify and engage top-tier telcos in the region, qualify leads, and guide them through the Whalebone MEDDPICC sales process
• Work closely with telcos to secure product signings and successful launches, positioning Whalebone as a key partner
• Achieve target pipeline growth and qualified telco partnerships within the first year
• Establish a robust and functioning business development strategy for the region
• Attain or exceed set KPIs for closed deals and strategic objectives

Preferred Qualifications

• Previous work in telcos, cybersecurity, or similar fields, with roles such as Product Owner, Head of Products, Head of Sales (selling to telcos) or Business Development
• Experience working with companies like Akamai, Cisco, Fortinet, or similar cybersecurity vendors targeting telco clients

Benefits

• Rewarding financial package, including the possibility to choose ESOP as a benefit and a motivating flexible part of the remuneration reflecting long-term results
• Opportunities for career progression, including the potential to lead the US & Canada team