THE
PROBLEM

A globally recognized leader in Data Security was looking to expand its reach in the DSPM (Data Security Posture Management) space by establishing a strategic global sales function. The challenge lay in entering new markets with distinct regional nuances, particularly across the United States (Northeast, Central, and Pacific West Coast) and key markets in the UK and EMEA zones. The company needed to ensure rapid adoption among existing customers while securing new business. This required the recruitment of top-tier cyber sales professionals with proven success in the CSPM/DSPM domain, who could navigate the complexities of these diverse markets.

THE
SOLUTION

To tackle this challenge, our team conducted an in-depth analysis of each targeted geographic region. We focused on identifying and engaging with the most qualified cyber sales professionals who had a track record of success in the DSPM space. Here's how we approached the task:

1. Market Analysis and Mapping: We began by thoroughly analyzing the competitive landscape in each region. Using our bespoke algorithms, we mapped out potential candidates who not only possessed the necessary technical skills but also had experience in selling to the target markets.

2. Building a Targeted Talent Pool: Our algorithm helped us create an initial long list of cyber sales professionals with expertise in CSPM/DSPM. To refine this pool, we worked closely with the client's global Chief Revenue Officer (CRO) to identify the 'Grade A' skills, experience, and personality traits that would ensure successful hires. This involved understanding both the technical and cultural requirements of the business.

3. Strategic Headhunting and Networking: We discreetly headhunted individuals from our refined list, ensuring a swift and efficient process. Additionally, we crafted targeted advertising campaigns on social platforms popular in the specific regions, building relationships with elite professionals to establish a strong referral network.

THE
RESULTS

• We successfully filled multiple strategic sales positions in record time, enabling the company to establish a robust sales function across the targeted regions.
• The swift recruitment process allowed the global CRO to quickly appoint candidates who were not only technically skilled but also culturally aligned with the company's values and objectives.
• The newly appointed sales professionals significantly contributed to increased DSPM product adoption among existing customers and successfully secured new business in the key geographic regions, driving the company’s global expansion eUorts.

This strategic approach enabled the data security company to rapidly build a strong global sales presence, setting the stage for continued growth and market penetration in the DSPM space.