About DeviceTotal
DeviceTotal is a fast-growing cybersecurity company delivering next-generation Operational Security Intelligence for enterprise, OT, IoT, network, and security environments.
Our AI-powered platform enables organizations to discover connected assets, identify vulnerabilities, assess cyber risk, prioritize remediation, and improve their overall security posture.
We work with global enterprises, financial institutions, critical infrastructure organizations, MSSPs, and strategic technology partners worldwide.
We are looking for an experienced Account Manager - Europe to help accelerate our growth across the European market.
About the Role
This is not a traditional Account Manager position.
We are looking for an experienced enterprise sales professional with strong technical capabilities who can independently manage the complete customer lifecycle, from identifying new opportunities and developing strategic relationships through technical discovery, product demonstrations, Proofs of Concept (POCs), deal negotiation, customer onboarding, and long-term account growth.
The ideal candidate is equally comfortable speaking with executive decision-makers and technical stakeholders, including CISOs, CIOs, IT, OT, engineering, and cybersecurity teams.
In addition to direct enterprise sales, this role will be responsible for developing and growing DeviceTotal's channel ecosystem across Europe, including distributors, value-added resellers (VARs), system integrators, MSSPs, and strategic technology partners.
Key Responsibilities
Develop and execute the European sales strategy within the assigned territory.
Identify, qualify, and develop new enterprise business opportunities.
Build and maintain a strong sales pipeline.
Manage the complete enterprise sales cycle from prospecting through contract execution.
Conduct discovery meetings to understand customer business and technical requirements.
Deliver professional product demonstrations.
Lead customer Proofs of Concept (POCs) and technical evaluations.
Present DeviceTotal's technology and value proposition to both business and technical audiences.
Coordinate with Product, R&D, Customer Success, and Company leadership throughout the sales process.
Lead customer onboarding and support successful adoption of the platform.
Build long-term executive relationships with enterprise customers.
Identify upsell, cross-sell, and expansion opportunities within existing accounts.
Support contract renewals and maximize customer retention.
Maintain accurate CRM forecasting, opportunity management, and sales reporting.
Represent DeviceTotal at customer meetings, partner events, conferences, and industry exhibitions throughout Europe.
Recruit, develop, and manage strategic channel partners, distributors, VARs, system integrators, and MSSPs.
Drive partner enablement, joint business planning, pipeline development, and co-selling initiatives.
Build strategic relationships with technology alliance partners to expand DeviceTotal's market presence.
Required Qualifications
Experience:
- 5+ years of experience in enterprise B2B sales, account management, technical sales, or business development.
- Proven track record of consistently achieving or exceeding enterprise sales targets.
- Experience selling enterprise cybersecurity, SaaS, networking, OT, IoT, or infrastructure solutions.
- Hands-on experience delivering technical product demonstrations and leading customer Proofs of Concept (POCs).
- Proven experience working with channel partners, distributors, VARs, system integrators, MSSPs, and strategic alliances.
- Demonstrated success recruiting, enabling, managing, and growing channel partner networks.
- Experience driving indirect sales through partner ecosystems and joint go-to-market initiatives.
- Excellent communication, presentation, negotiation, and relationship-building skills.
- Self-motivated, entrepreneurial, and results-oriented.
- Fluent English is required. Additional European languages are an advantage.
- Willingness to travel throughout Europe as required.
Technical Qualifications
The successful candidate should possess a solid technical foundation that enables effective communication with customers, technical teams, and DeviceTotal's Product and R&D organizations.
Software Development
- Basic understanding of software development principles and software delivery lifecycle.
- Familiarity with Agile development methodologies and concepts such as sprints, releases, deployment windows, feature requests, and product roadmaps.
- Ability to communicate effectively with engineering teams and understand development priorities and technical constraints.
Networking
- Good understanding of networking fundamentals.
- Knowledge of common network device types, including routers, switches, firewalls, wireless controllers, VPN gateways, load balancers, and network appliances.
- Understanding of common networking protocols such as TCP/IP, DNS, DHCP, HTTP/HTTPS, SSH, SNMP, VLANs, and routing fundamentals.
- Ability to understand customer network architectures and discuss deployment considerations.
Web Technologies
- Basic understanding of modern web technologies and application architecture.
- Familiarity with concepts such as web applications, REST APIs, client-server architecture, authentication, browsers, cloud applications, and SaaS platforms.
- Ability to distinguish between technically feasible customer requests and requests that are not practical, while guiding customers toward appropriate solutions.
Cybersecurity
- Strong understanding of cybersecurity fundamentals.
- Understanding of the differences between vulnerabilities, exploits, malware, viruses, ransomware, and cyberattacks.
- Knowledge of vulnerability management concepts, including CVEs, CVSS, EPSS, CISA KEV, security advisories, patch management, and risk prioritization.
- Ability to explain cybersecurity concepts to both technical and business audiences.
- Enterprise Security Technologies
Knowledge of enterprise cybersecurity technologies and security hardware vendors.
Familiarity with products from vendors such as Palo Alto Networks, Fortinet, Cisco, Check Point, F5, Juniper, Trend Micro, Microsoft, CrowdStrike, SentinelOne, Sophos, VMware, Armis, Nozomi, Claroty, Tenable, Qualys, Rapid7, or similar security vendors.
Understanding of enterprise security architectures, including network security, endpoint security, vulnerability management, asset discovery, and exposure management.
While deep engineering expertise is not required, the successful candidate must be technically confident, capable of leading technical discussions, delivering product demonstrations and Proofs of Concept, understanding customer environments, and serving as a trusted technical advisor throughout the sales and customer lifecycle.
Experience with one or more of the following is highly desirable:
- Vulnerability Management
- Exposure Management
- OT / ICS Security
- IoT Security
- Network Security
- Asset Discovery
- Cyber Risk Management
- Enterprise Security Platforms
- Channel Sales
- MSSP Programs
- Critical Infrastructure
- Financial Services
- Manufacturing
- Energy
Why Join DeviceTotal?
Join a fast-growing global cybersecurity company with significant international expansion opportunities.
Work with innovative technology protecting enterprise and critical infrastructure environments.
Collaborate with an experienced international team.
Own strategic enterprise accounts and channel partnerships across Europe.
Competitive compensation package with attractive performance-based incentives.
Flexible remote working environment.
Opportunity for significant career growth as the company continues to expand globally.
If you're passionate about cybersecurity, enjoy building strategic customer and partner relationships, and thrive in a role that combines enterprise sales with technical engagement, we'd love to hear from you.
Join DeviceTotal and help shape the future of Operational Security Intelligence.