Cyber Advisors Manager

Summary

Join Deepwatch's team of cybersecurity professionals as a Manager, Cyber Advisors. Lead and mentor a team focused on driving renewals, upsells, and value expansion for existing customers. You will manage the renewal and upsell processes, drive customer retention, and oversee technical and sales support. This role requires significant experience managing sales engineering or technical sales teams, expertise in renewals and upsells, and a strong background in cybersecurity. Deep technical knowledge of security solutions and strong communication skills are essential. Deepwatch offers competitive compensation, benefits including medical, dental, vision, disability insurance, flexible time off, paid parental leave, professional development benefits, and a 401k.

Requirements

• Significant experience managing a sales engineering or technical sales team
• Significant experience and expertise in renewals, upsells, and cross-selling. Proven ability to drive customer retention and expansion within an existing install base while managing a large number of accounts
• Strong background in sales engineering, pre-sales, or sales architecture, ideally within cybersecurity. Deep technical knowledge of Managed Security Platforms, SIEM, EDR, SOAR, and other security solutions
• Ability to guide and mentor your team in positioning security solutions that align with customer goals. Proven ability to uncover business needs and identify value expansion opportunities
• Strong communication skills to work with technical and non-technical stakeholders, including C-level executives. Ability to present complex technical concepts clearly and effectively, tailoring the conversation to the audience
• Extensive experience in driving sales and revenue through renewals and upsell opportunities. Comfortable managing sales cycles, closing deals, and tracking key performance metrics
• Solid understanding of the cybersecurity landscape, including knowledge of SIEM, EDR, threat intelligence, cloud security, and other managed security services. While not a technical hands-on role, a deep understanding of these technologies is necessary to guide the team
• Familiarity with CRM tools (e.g., Salesforce) and sales tracking tools to manage pipelines, track progress, and report on results. Experience using Sales Enablement platforms is a plus
• Ability to inspire, develop, and coach your team to success, setting clear performance goals, providing actionable feedback, and creating an environment that fosters growth and collaboration
• Be interested in and able to work remotely from a home office when not at a corporate office
• Pass a pre-employment background and drug screen in accordance with applicable laws

Responsibilities

• Lead, develop, and mentor a highly technical team of Cyber Advisors who are responsible for providing technical guidance, strategic advice, and sales support for existing customers. Ensure the team is aligned and empowered to drive renewals, upsells, and cross-sells
• Manage the renewal and upsell processes for the team, with a focus on identifying growth opportunities, deepening existing customer relationships, and ensuring that each engagement aligns with the customer’s evolving needs and security goals
• Drive the customer retention strategy by ensuring proactive engagement with customers to understand their pain points, help them realize value, and position new solutions that address their changing business and security needs
• Oversee the technical and sales support provided by Cyber Advisors as they engage with customers to architect solutions and ensure they are effectively utilizing the full breadth of Deepwatch’s Managed Security Platform and services
• Guide your team to proactively lead Quarterly Business Reviews (QBRs) and Executive Business Reviews (EBRs), ensuring that customer goals are met, uncovering new opportunities, and mapping out future roadmaps for expanding service usage
• Ensure that your team is advocating for customers while addressing any concerns related to renewals or product usage. Lead efforts to handle customer escalations and manage complex customer requests with a solution-oriented approach
• Manage and track key performance metrics, including renewal rates, upsell/cross-sell quotas, and overall customer satisfaction. Provide regular reports on team performance, business progress, and growth targets to senior leadership
• Work closely with Sales, Product, and Customer Success teams to ensure alignment in customer goals, service delivery, and product offerings. Collaborate to ensure that customer needs are met, and sales opportunities are maximized
• Equip your team with the tools, knowledge, and training they need to engage effectively with customers, position solutions, and communicate the value of Deepwatch's offerings. Focus on developing deep product knowledge and sales techniques to elevate the team’s performance
• Act as a strategic partner to key accounts, ensuring that Cyber Advisors engage regularly to ensure the customer is fully leveraging the services they’ve purchased. Guide the team in the development and presentation of tailored solutions and proposals to meet specific customer needs
• Travel to customer sites, if necessary, to deliver high-level technical presentations, conduct in-person product reviews, and support relationship-building efforts to uncover additional opportunities for value expansion

Preferred Qualifications

• Preferred certifications include CompTIA Sec+, CISSP, CISA, CEH, or similar
• A degree in Information Technology, Cybersecurity, Engineering, or related fields is highly valued

Benefits

• Medical, dental, vision, and disability insurance
• Flexible Time Off (FTO), 9 company holidays, sick leave and 8-Weeks Paid Parental Leave
• Unique professional development benefits, starting at $3,000 annually
• Wellness contests and monthly educational programs
• 401(K) retirement program with employer match