Checkmarx Acquires Custodela to Bring Enhanced Automation to DevSecOps Programs!

AppSec Expert & Technical Account Manager

Checkmarx is searching for talented and experienced AppSec Expert & Technical Account Manager to lead the activity with our strategic accounts and prospects in EMEA.

The Application Security Expert & Technical Account Manager will work as part of the Technical Services team. The Technical Services team is responsible for successful customer adoption of the Checkmarx products, delivering technical services to Checkmarx clients and prospects. This includes planning and leading the implementation of Checkmarx solutions at client organizations, performing product demos and training for developers and management, both on-site and over web conference meetings. The AppSec Expert & Technical Account Manager will develop solutions both for prospects and existing customers. This combined role is intended to both keep up-to-date with current development by being a TAM and working on leading the implementation of Checkmarx solutions but also sharing this experience of Checkmarx deployments with prospective clients.

The ideal candidate will lead the adoption of the Checkmarx products by our strategic customers in Europe in coordination with the product management, R&D, support and sales departments. Ensure customer satisfaction and success. We are looking for self-motivated individuals who are comfortable working independently, but also as part of a team. The ideal candidate will furthermore have experience with large scale application security testing deployments.

 Responsibilities:

  • Lead and manage the solution design, deployment and adoption of Checkmarx products for strategic customers in Europe
  • Be responsible for technically managing multiple strategic accounts (in email, telephone calls and on-site visits) and ensure their satisfaction
  • Understand and formalize customer requests, needs, requirements and escalations
  • Design solutions for strategic prospects to demonstrate the value and capabilities of Checkmarx’ products.
  • Work closely with Product management, R&D and support teams. Coordinate and be responsible for successful on-time delivery
  • Deliver technical demonstrations of the Checkmarx products in face to face meetings, conventions and web sessions
  • Introduce and demonstrate new products and features
  • Be able to respond to functional and technical elements of RFPs
  • Design solutions implementation based on customer’s technical requirements
  • Become the customers champion in the organization and a trusted adviser to the customer
  • In addition to being technical oriented also have a good business acumen.
  • Requirements:

      • At least 3 years of experience in technical account management of strategic accounts
      • At least 2 years of experience with the solution design of application security solutions based on customer’s technical requirements. 
      • Experience with software development in Java, .Net or JavaScript or Mobile application development. Ability to read and understand source code upon first sight.
      • Strong technical skills in application architecture, software development, and common software platforms (e.g. browser apps, web services, client-server, mainframe, mobile
      • Good understanding of the secure software development lifecycle and DevOps integration
      • Proven ability to develop and deliver effective security testing and design reviews.
      • Experience with integrations of development infrastructure products (source code repositories, build servers, bug tracking tools)
      • Good knowledge of public and private cloud technologies
      • Experience with writing and performing technical presentations and product demonstrations
      • A background in the application security (penetration testing / code review) 
      • Academic degree preferred; Master’s Degree and/or CISSP and/or CSSLP certification a plus
      • Technical writing experience
      • Project management experience: Prioritize & coordinate activities within large organizations. Report accurate & concise status
      • Excellent team and autonomous work capabilities with high accountability
      • Excellent human skills – listening to client concerns and being able to influence key personnel in the organization
      • Fluent English (writing / spoken), Fluency in one additional European languages is a strong advantage
      • Travel required (50% or more at peaks)

Channel Manager - France

Checkmarx is looking for a talented and experienced Channel Manager to join our successful sales team in France.

Major Responsibilities

  • Drive, develop and enable one of Checkmarx's large channel partners
  • Create a valid business planning, execute and adjust based on market changes
  • Coordinate all the actors in these leads: Partners, distributors, marketing, etc
  • Regularly attend End User sales appointments with Channel Partners
  • Build a strong pipeline based on existing customers and new business creation
  • Maintain strong relationship with partners at all levels and recruit new resellers 
  • Provide regular pipeline updates and lead generation activity reports
  • Provide sales/marketing campaign support to resellers
  • Educate and train the dedicated channels
  • Perform sales planning, leading to accurate forecasting of the business
  • Requirements:

      • At least 5 years of experience in the corporate channel partners
      • Proven leadership of partner recruitment and enablement
      • Good understanding of Security
      • Result oriented and action driven
      • Good understanding of IT-Security
      • Project planning- and project management skills
      • Ability to work autonomously and in virtual teams
      • Experience in managing large national channel partners is a plus

Director, Regional Marketing EMEA/LATAM

We are looking for an Director, Regional Marketing EMEA/LATAM that will be responsible for the design, implementation, and execution of field marketing campaigns and programs with the various countries within the regions. As the Director you and your team, are accountable for creating, delivering and measuring programs within the EMEA/LATAM regions.

The ideal candidate is highly functional, results-driven and passionate about marketing software to B2B enterprise companies. You will work collaboratively with both Marketing and Sales to create, coordinate and tailor global marketing strategies and initiatives to fit the EMEA & LATAM regional needs. You will partner with the regional sales team and other internal groups to drive the needs of the regions overall marketing and business goals. You will be nimble, balancing the quantitative and qualitative sides of marketing, then use these skills to communicate and translate this opportunity and demonstrate alignment with sales needs. 

Reporting in the Global VP of Demand Gen, you should have experience working in a B2B enterprise software or technology company, with a broad set of Marketing experience and capabilities including event marketing, account based marketing and selling, direct marketing, digital, webinars, content creation, localization and working with regional channel partners


Responsibilities

  • Accountable for the creation and implementation of the annual marketing plan for the EMEA and LATAM markets
  • Field marketing, segment marketing, demand gen and campaign execution experience, implementing joint-marketing plans with direct and indirect sales channels
  • B2B marketing experience, working in an enterprise software or technology company, with a proven ability to deliver consistently, strong programs with measurable results
  • Develop marketing initiatives and co-marketing programs working with 3rd party or industry channels, online social communities, sales partners etc to generate pipeline
  • Lead a team of experienced regional marketers, driving regional-level demand generation strategy and execution across the territories
  • Owning a budget, drive predictable cadence of scalable regional campaigns/programs with experience in building account-based marketing initiatives, developing standardized marketing event kits for high volume program initiatives; incorporating the use of these groups into the regional strategic marketing plan.
  • Collaborate and liase with key stakeholders, including sales, operations, product and global campaigns/cross-functional marketing teams to ensure strategy aligns to overall corporate objectives and bookings goals
  • Communicate with sales in order to gain buy-in, understanding, and participation in marketing campaigns and programs
  • Analyze results in terms of ROI and success criteria (attraction, engagement, qualification, acceleration)
  • Requirements:

      • Bachelor's degree or equivalent in marketing, business or related field required
      • 10+ years of B2B software marketing experience, gained within enterprise-level software companies
      • Experience working with both indirect and direct sales channels
      • Worked successfully with an enterprise sales team in a matrixed organization
      • Budget and project management skills, including ability to work with multiple stakeholders while maintaining project schedules
      • From inception to completion, demonstrated experience building integrated campaigns/programs, including events, webinars, direct marketing and ABM
      • Proficiency in Salesforce, Hubspot, and/or other CRM/automation tools, as well as, Terminus, Demandbase or other ABM software platforms required
      • Roll-up-your-sleeves work ethic and willingness to take initiative and make things happen
      • Multi-tasker managing, budget and project management getting several projects at once, prioritize, work independently, and problem-solve when required
      • Strong strategic and analytical skills with the ability to leverage data to derive insights and communicate successfully
      • Experience working with channel partners with in the EMEA region required
      • Managing a team required
      • High level proficiency in English required; bi-lingual a major plus
      • Knowledge of the cyber-security space major bonus points
      • Ability to collaborate with global teams, requiring close coordination with virtual teams
      • Excellent communications skills both written and oral
      • International travel required 

Regional Sales Manager - Milan, Italy

We seek a Regional Sales manager who will develop and manage key strategic channels and direct customers for Checkmarx in Italy

The main objective is to grow Checkmarx market share by selling products and services to the region. 

Checkmarx already has partners and customers in the region

 Responsibilities:

  •  Proactively recruit new qualified partners, support existing partners
  • Proactively lead a joint partner planning process to define performance objectives, financial targets and critical milestones
  • Sell through partner organizations to end users in coordination with partner sales resources
  • Direct sales efforts to large enterprise accounts . Generate new opportunities
  • Coordinate the involvement of company personnel in order to meet partner performance objectives and partners’ expectations
  • Proactively assess, clarify, and validate partner needs on an ongoing basis 
  • Meet assigned targets for sales volume and strategic objectives in territory
  • Achieve revenue goals for region
  • Requirements:

      • At least 3 years of experience in direct sales to large enterprise customers, with proven, successful track record of generating revenue and closing business 
      • Over 5 years of experience in enterprise software sales in Italy
      • Experience is sales to top financial customers in Italy
      • Experience in working with partners in the territory
      • Experience is S/W Cyber Security sales - Advantage
      • A strong understanding of the software sales process and Channel Sales
      • Bachelor's degree in Business, Sales or Marketing preferred
      • Experience with working for International vendor - Advantage
      • Experience with enterprise software solutions and large, complex organizations
      • Experience in selling to End Users
      • Self-motivated, learning skills, independent, knows how to take project from a-z
      • Italian mother tongue level, High level English. Additional languages -advantage
      • Salesforce.com CRM expertise – an advantage 
      • Excellent presentation and phone & email communications skills
      • Domestic traveling is needed and possible international travels may be required
      • Location: Within reasonable distance to Milan.

Regional Sales Manager - Swiss

Checkmarx is seeking a senior Regional Sales manager who will develop and manage key strategic customers for Checkmarx in Swiss

In this role you will:

  • Develop, engage and drive partner ecosystems
  • Create initiatives in the commercial / go to market area to help ensure our relevance with our partners and ensure their success
  • will be overseeing sales through the channels or direct sales. The main target is to grow Checkmarx market share by selling solutions and services to the region.
  • MDF (Market Development Fund) execution and ownership
  • Understand, leverage and enlist support of the Checkmarx sales and pre-sales teams, as well as the in the pursuit of quota attainment and provide accurate forecasting
  • Report directly to the Sales Director - DACH.
  • Requirements:

      • BS/BA in Business or related field, M.Sc./MBA preferred
      • Experience developing/leading complex technology centric programs and initiatives in the direct as well as partner space, with quota responsibility
      • Solid understanding of cyber security initiatives, preferably in the application security space
      • Profound knowledge in software development and testing processes
      • Familiarity with business, partner & channel development and selling within the technology space
      • Ability to develop, own and execute a business plan including all key elements pertaining to business model, technology, marketing and sales execution
      • Demonstrated track record of consistently meeting assigned quotas
      • The ideal candidate would have a strong network of key decision makers and experience working/partnering with large technology organizations
      • Experience successfully building and managing virtual teams
      • Ability to influence decision makers at all levels in the organization
      • Strong communication and persuasion skills (English & German are a must)
      • Ability to travel 50%, including international travel

Regional Sales Manager - UK

Checkmarx is seeking a Senior Regional Sales manager who will develop and manage key strategic channels and direct customers for Checkmarx in the UK.

The main target is to grow Checkmarx market share by selling products and services to the region.

 Responsibilities:

  • Designs and develops account penetration strategies and closes business.
  • Responsible for understanding Checkmarx product offerings and competitive issues.
  • Identifies new business opportunities by designing and implementing sales campaigns with management assistance.
  • Liaise with customer contacts for the purpose of managing the customer relationship, identifying new opportunities, and selling Checkmarx services   and products.
  • Requires limited intervention from his/her manager and is able to manage complex deals, using judgment where deals fall outside of existing guidelines.
  • Maintain pipeline activity; generate and qualify leads within assigned territory and coordinate with Customer Success and Marketing teams to qualify leads.
  • Establish and maintain long-term relationships to maximize future revenue opportunities.
  • Prospecting of customers (phone, email, marketing campaigns, referrals, LinkedIn, etc.).
  • Work the pipeline to consistently meet or exceed quarterly and annual revenue quotas.
  • Manage account and contact information through the entire sales lifecycle process using Salesforce.com.
  • Sell through partner organizations to end users in coordination with partner sales resources.
  • Other duties as assigned.
  • Requirements:

      • 8-10 years of individual quota carrying and direct sales experience selling to the senior executive level within major enterprise companies based in the U.K. and Ireland - a must.
      • Strong business acumen for uncovering, evaluating, growing and closing sales opportunities within a dynamic and extremely time sensitive environment.
      • 2 years experience with Application Security
      • Ability to manage a large number of active accounts while simultaneously uncovering and closing new sales opportunities.
      • Documented, consistent success exceeding quarterly and annual sales targets through thorough account planning and weekly forecasting sessions.
      • Experience developing and expanding upon existing customer relationships at multiple levels and across multiple functions within each organization with the ability to leverage those relationships to drive strong quarterly sales bookings.
      • Demonstrated success selling to U.K. companies.
      • Experience in selling Application security solutions – a must.
      • Ability to navigate complex business processes and legal requirements to negotiate win-win contractual agreements.
      • Articulate verbal communication, professional business writing and presentation skills.
      • Ability to communicate and influence effectively both in-person and over the telephone with high level decision makers.
      • Ability to work independently.
      • Bachelor's degree in Business, Sales or Marketing or like experience.
      • Ability to travel 50%, including international travel.

Regional Sales Manager- Mexico

We seek a Regional Sales manager who will develop and manage named key strategic customers for Checkmarx in Mexico.

The main target is to grow Checkmarx market share by selling products and services to the regional named strategic accounts. 

 Responsibilities:

  •  Direct sales to named large enterprise customers
  • Coordinate the involvement of company personnel in order to penetrate large named accounts
  • Proactively assess, clarify, and validate customer needs on an ongoing basis 
  •  Meet assigned targets for sales volume and strategic objectives in territory
  • Recruit new qualified partners for named accounts upon need
  • Achieve revenue goals for region
  • Requirements:

      • At least 3 years of experience in direct sales to large enterprise customers, with proven, successful track record of generating revenue and closing business 
      • Over 5 years of experience in enterprise software sales in Mexico and other close LATAM countries
      • Experience in working with partners in the territory
      • A strong understanding of the software sales process and Channel Sales
      • Bachelor's degree in Business, Sales or Marketing preferred
      • Experience with enterprise software solutions and large, complex organizations
      • Experience in selling to large End Users
      • Self-motivated, learning skills, independent, knows how to take project from a-z
      • Spanish and English at a mother tongue level
      • Salesforce.com CRM expertise – an advantage 
      • Experience in S/W security -advantage   
      • Excellent presentation and phone & email communications skills
      • Domestic travels is needed and possible international travels may be required

Sales Engineer Germany

Checkmarx is seeking talented Field Sales Engineer to support its Sales and Business Development activities in Germany and the DACH region.

In this position, the primary responsibility would be to act as a technical adviser and product expert working in tandem with the sales team and drive the technological evaluation stage of a sales process.  The ideal candidate must be able to articulate technology and product positioning to both business and technically oriented prospects, and ensure customer satisfaction throughout the sales cycle. Checkmarx is looking for a self-motivated individual who is comfortable working in a fast pace environment, and is accustomed to extensive travel.

Responsibilities:

  • Act as a technical adviser and product expert for Checkmarx prospects and customers.
  • Manage and coordinate all technical requirements in the Sales process.
  • Perform technical demonstrations of the Checkmarx solution in face to face meetings, conventions and web sessions.
  • Responsible for presenting the Checkmarx solution to prospects at field events, Conferences, seminars etc.
  • Able to respond to functional and technical elements of RFXs.
  • Able to convey customer requirements to the Product Management teams.
  • Design implementation of solutions according to customer’s technical requirements.
  • Requirements:

      • Bachelor’s degree in Computer Science, Software Engineering, Computer Engineering, or any correlating degree; Master’s Degree and/or CISSP certification preferred.
      • At least 3-5 years’ experience with application /software development with C#, .NET, JAVA, PHP etc. programming languages.
      • At least 3 years of successful enterprise software Pre-sales experience.
      • Project management Experience would be an advantage.
      • Technical Writing experience a plus would be an advantage.
      • Excellent face to face presentation skills, business partners and large audiences.
      • Excellent team / autonomous work capabilities.
      • A background in the software security industry including penetration testing and code review is highly preferred.
      • Travel required (up to 35% or more at peaks).
      • Languages: German – native, English - Fluent (writing and spoken), additional languages are an advantage.

Senior Account Manager - France

We seek a Senior Account Manager who will develop and manage key strategic customers for Checkmarx in France.

The candidate will be overseeing sales through the channels or direct sales. The main target is to grow Checkmarx market share by selling products and services to the region. 

The candidate will report directly to the France Sales Director.

  • Sell through partner organizations to end users in coordination with partner sales resources
  • Sales to large enterprise
  • Coordinate the involvement of company personnel in order to meet partner performance objectives and partners’ expectations
  • Proactively assess, clarify, and validate partner needs on an ongoing basis 
  • Meet assigned targets for sales volume and strategic objectives in territory
  • Achieve revenue goals for region
  • Requirements:

      • Experience in working with partners in France
      • At least 3 years of experience in direct sales to large enterprise customers,with proven, successful track record of generating revenue and closing business
      • Experience in S/W security
      • Over 5 years of software sales international experience
      • A strong understanding of the software sales process and Channel Sales
      • Bachelor's degree in Business ,Sales or Marketing preferred
      • Experience with enterprise software solutions and large, complex organizations.
      • Experience in selling to End Users
      • Self-motivated, learning skills, independent, knows how to take project from A to Z
      • Additional language required- an advantage 
      • Salesforce.com, CRM expertise – an advantage 
      • Excellent presentation and phone & email communications skills
      • Travel required

Technical Account Manager

Checkmarx is searching for talented and experienced Technical Account Manager (TAM) to lead the activity with our strategic accounts and prospects in EMEA.

The TAM will work as part of the Technical Services team. The Technical Services team is responsible for successful customer adoption of the Checkmarx products, delivering technical services to Checkmarx clients. The role includes planning and leading the implementation of Checkmarx solutions at client’s organization, performing product demos and training for developers and management, both on-site and over web conference meetings.

The ideal candidate will lead the adoption of the Checkmarx products by our strategic customers in Europe in coordination with the product management, R&D, support and sales departments. Ensure customer satisfaction and success. We are looking for self-motivated individuals who are comfortable working independently, but also as part of a team.

 Responsibilities:

  • Lead and manage the deployment and adoption of Checkmarx products by strategic customers in Europe
  • Be responsible for technically managing multiple strategic accounts (in email, telephone calls and on-site visits) and ensure their satisfaction
  • Understand and formalize customer requests, needs, requirements and escalations
  • Work closely with Product management, R&D and support teams. Coordinate and be responsible for successful on-time delivery
  • Deliver technical demonstrations of the Checkmarx products in face to face meetings, conventions and web sessions
  • Introduce and demo new products and features
  • Make recommendations for solution implementations based on customer’s technical requirements
  • Become the customers champion in the organization and a trusted adviser to the customer
  • Requirements:

      • At least 3 years of experience in technical account management of strategic accounts
      •  At least 3 years of software development experience in one of these languages: Java / .Net / PHP / Mobile. Ability to read and understand code upon first sight
      • Experience with the design of solution implementations based on customer’s technical requirements. 
      • Experience with integrations of development infrastructure products (source code repositories, build servers, bug tracking tools)
      • Experience with writing and performing technical presentations and product demonstrations
      • A background in the application security (penetration testing / code review) - Advantage
      • Academic degree preferred; Master’s Degree and/or CISSP and/or CSSLP certification a plus
      • Technical writing experience
      • Project management experience: Prioritize & coordinate activities within large organizations. Report accurate & concise status
      • Excellent team and autonomous work capabilities with high accountability
      • Excellent communication skills – listening to client concerns and being able to influence key personnel in the organization
      • Fluent English (writing / spoken), fluency in one additional language such as Spanish, French or Russian is highly desirable and would be a strong advantage
      • Travel required (50% or more at peaks)