Data Security Strategy & GTM Lead

At Thales we know technology has the ability to make our world more secure sustainable and inclusive and that its all driven by human intelligence.

Because it takes human intelligence to build and power the systems and solutions that people depend on every day. So we stay curious and make space for diverse points of view. We share what we know and we challenge whats possible.

Were driving progress in some of the worlds most important industries - from the bottom of the oceans to the depths of space and cyberspace - and from manufacturing to engineering we work together to build a future we can all trust.

Imperva a Thales company is a globally recognized cybersecurity leader dedicated to securing data and applications across diverse environments. Our cutting-edge solutions empower organizations to safeguard their most critical assets ensuring robust protection against emerging threats.

Data Security Strategy & GTM Lead

About the role

We are looking for a commercially sharp Strategy & GTM Lead to join our Data Security Product Management team. This role sits at the intersection of product sales marketing and finance owning pricing and packaging across our data security portfolio (DSPM DSF FAM CipherTrust) running our competitive and win-loss programs and serving as the commercial bridge between what we build and how we sell it.

What Youll Own

• Pricing & Packaging: Own pricing and packaging strategy across the portfolio list price tier and edition design metering and consumption models discount architecture and cross-product bundling.
• Competitive Analysis: Own the competitive program battlecards positioning objection handling and displacement plays that Sales actually uses. Track competitor pricing packaging releases and GTM motion and translate movement into a recommendation.
• Win-Loss Analysis: Build and run a repeatable win-loss program end to end interview design execution and synthesis. Separate the reported loss reason from the real one: product gap price packaging competitive displacement or sales execution. Close the loop into the roadmap and into enablement.
• Pipeline Analysis: Analyze pipeline health by product segment and route to market. Find where deals stall name why and drive the fix with the accountable owner.
• Back Office & Commercial Operations: Serve as Products interface to the back office.
• Field Enablement and GTM: Equip Sales and Sales Engineering to sell on value pricing guidance competitive training and value articulation.

What Were Looking For

Must have:

• 10 years in outbound product management product marketing pricing strategy or GTM strategy for enterprise B2B software with at least 5 years personally owning pricing competitive or win-loss outcomes
• 5 years in security business
• Hands-on ownership of a real pricing or packaging change: what you changed why what it did to ASP or win rate and what you got wrong
• Hands on experience with analyzing pipelines and performing win-loss analysis
• Experience with leading GTM activities
• Ability to influence Sales Finance and Operations without authority over any of them
• Excellent written and verbal communication
• Team player who brings evidence states plainly when the data is thin and makes the call anyway
  

Advantages:

• Strong advantage - DSPM market experience data security posture management data discovery and classification.
• Data Security experience more broadly DAM encryption and key management DLP data governance
• Enterprise security in an adjacent segment endpoint network cloud identity or SIEM/SOC
• Portfolio spanning both on-premises/hybrid and SaaS including the pricing tension between them
• Consumption or usage-based pricing experience; channel MSSP or hyperscaler marketplace motion
• Familiarity with the compliance drivers behind data security spend (GDPR PCI DSS DORA NIS2 data residency and sovereignty)
• SQL or BI tooling (Tableau Power BI)

Thales champions inclusion and we believe diversity strengthens the fabric of our culture. We are an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex gender identity sexual orientation race colour religion national origin disability protected Veteran status age or any other characteristic protected by law.