ISTARI Overview
ISTARI is a global cybersecurity platform established by Temasek, a Singaporean investment company with over 300 billion in assets. ISTARI is headquartered in London, with a global presence across AMER, EMEA and APAC.
ISTARI’s mission is to create a digitally resilient future for businesses. Their model is unique for they take a three-pronged, client-centric approach to building resilient organizations:
· ADVISOR – Its global team of seasoned experts build long-lasting client partnerships based on trust and delivery, owning their clients’ problems from strategy through to solution.
· INVESTOR – The ISTARI Collective consists of 9 cybersecurity product and services companies so far, as well as 4 VC fund partnerships. With a committed fund size of $2bn, the team continues to make strategic, client-centric investments.
· EDUCATOR – The ISTARI Academy delivers digital risk leadership programs to senior executives, in partnership with Columbia University, with the aim of making today’s business leaders digitally fluent.
Through these three pillars, ISTARI leverages the collective power of its cybersecurity portfolio, industry experts and proprietary knowledge to work alongside clients on their journey to becoming digitally resilient.
The Opportunity
You will have the opportunity to interact with a highly skilled and capable cadre of ISTARI professionals and our portfolio of (8) cybersecurity portfolio companies, positioning a wide array of different cyber solutions and domains, employing cutting edge cyber products and services to the US market. You will be required to learn our portfolio and approach quickly within a fast-paced start-up environment, rapidly applying your understanding of our services and solutions with client prospects, and with existing clients. You will do all of this while collaborating and solutioning with our Client Partners and Advisory professionals.
Key purpose of role: To generate revenue for ISTARI and its portfolio companies through trusted relationships with clients and portfolio company executives.
Reporting Relationship
Reporting directly to the Managing Director, Americas, Curtis Dalton, the Client Executive will collaborate with peers and Client Partners to identify and generate opportunities for our portfolio companies, and for ISTARI’s advisory services team members.
Location
This position is ideally based in NY, DC, Boston. Other locales will be considered for the right candidate.
The Candidate
The ISTARI Client Executive is a US based client facing cybersecurity professional with high EIQ and a solid network of client CISOs and their direct reports in the enterprise and upper mid-market, across one or more of the following sectors:
- Technology, Media and Telco
- Financial Services and Insurance
- Manufacturing, Industrials, Energy, Utilities
- Healthcare
The ideal candidate is a self-starter and a people person with a commercial mindset, high positive energy, and a passion for helping clients solve problems. The Client Executive will position ISTARI’s portfolio company products and services to help clients address their needs in TPRM, MDR/MXDR, Incident Response, Cybersecurity Red Teaming, Cyber Posture Assessment, Cloud Security (CSPM, CIEM), Cyber Performance Management / CRQ, Digital Risk Protection, and securing AI. The Client Executive must have experience working within a high paced / high energy startup environment. The Client Executive should also possess classical consulting experience and have a proven ability in identifying and positioning strategic cybersecurity consulting services to help clients better apply and consume cyber technologies more effectively.
Key Accountabilities
Revenue generation
‒ Generate C-level opportunities for portfolio companies
‒ Support Client Partners in orchestrating portfolio companies to build solutions for clients
‒ Increase platform penetration in target accounts
‒ Create referrals outside target accounts
‒ Achieve personal revenue target
Brand ambassador and cybersecurity thought leader
‒ Articulate domain expert
‒ Represents ISTARI and our companies at cybersecurity events and forums
‒ Capable of engaging with C-suite clients
‒ Contributes to ISTARI’s thought leadership efforts
Strategy
‒ Contribute to strategy for their own region/sector
Requirements and Competencies
The Client Executive will prospect and network to identify real cybersecurity opportunities with new clients and existing clients that can be addressed by a service / solution or product offering within the ISTARI portfolio. An appetite for being hands-on with a strong solution sales orientation is essential.
‒ High energy, entrepreneurial spirit with the ability to drive hyper-growth for a highly technical portfolio of companies
‒ Minimum 10 years of relevant experience, ideally including a combination of having been a cybersecurity practitioner and consultative/solution seller in cybersecurity
‒ Work collaboratively with Client Partners to identify and develop new business
‒ Candidate should have experience working within a high paced / high energy start-up environment and with a small team of best-in-class experts
‒ Desire to work in a hands-on entrepreneurial setting; motivated self-starter with the ability to thrive in a fast-paced, high-energy environment
‒ Results oriented, with a “roll up your sleeves” attitude to get things done
‒ Experienced professional who does not need a large-scale army of support teams to succeed
‒ Creative mindset with a tactical and pragmatic approach to achieving business goals
‒ Strong EQ, collaborative, and ability to build strong relationships and trust
‒ Travel expectation is between 25-50%, and will predominantly be across the US with some international travel possible