What you will own (non-negotiable)
1. Feature → Impact → Revenue Translation
Every meaningful product update must ship with:
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What changed (in simple language)
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Why a CISO / CIO / Head of Risk should care
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Which customer pain it kills
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How it connects to Initial Attack Vectors (IAVs), exposure reduction, or incident prevention
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How a GTM rep explains it in 30 seconds
If our GTM teams can’t explain it confidently, the job isn’t done.
2. GTM Training That Actually Sticks
You will build short, sharp, repeatable training, not slideware:
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“How to sell this feature” one-pagers
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Objection → response playbooks
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Deal-specific guidance for Enterprise vs Mid-Market
You’ll certify reps on understanding, not attendance.
3. Live Coaching & Field Enablement
This is not a desk role.
You will:
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Join sales and renewal calls
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Coach reps on language, framing, and sequencing
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Run role-plays using real CloudSEK deals
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Actively correct weak narratives and unclear positioning
4. Tight Feedback Loop with Product
You are the voice of the field back to product:
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What features confuse customers
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What value lands vs doesn’t
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What the market thinks we do vs what we actually do
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Gaps in packaging, pricing, or positioning
You’ll help ensure we build sellable intelligence, not just powerful tech.
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You will not run generic sales training
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You will not create long decks nobody watches
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You will not sit disconnected from real deals
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You will not measure success by content output alone
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Reps confidently explain new features without dragging pre-sales into every call
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Faster adoption of new capabilities post-launch
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Clear, consistent CloudSEK narrative across regions
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Higher quality conversations with CISOs (less “what does this do?”, more “how fast can we deploy?”)
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Product teams getting actionable feedback from the field