[Hiring] Senior Account Executive @BlueCat

Role Description

This is a senior sales role responsible for accelerating revenue growth and market expansion for BlueCat’s Integrated Network Platform, focused on our Network Observability and Network Assurance. Operating initially as a hands-on senior individual contributor, the RSD will own the full sales lifecycle while working closely with senior sales engineering resources. The role will drive a channel-first, ecosystem-led strategy, leveraging service providers, traditional telcos, systems integrators (SIs), key VARs and managed service providers (MSPs) to scale adoption across the region.

A key mandate of this role is to position BlueCat holistically, selling outcomes across network visibility, resilience, security, and automation rather than point solutions. Focus is on expanding reach into larger, complex organisations that may sit both within and outside traditional “large enterprise” definitions (e.g. regulated industries, critical infrastructure, public sector-adjacent organisations, and large commercial enterprises with distributed networks). The successful candidate will operate as a senior individual contributor and peer leader, to unlock incremental value across existing accounts while driving new logo acquisition through partner-led motions.

Strategic Mandate

• Accelerate pipeline generation through coordinated engagement with the Partner Channel.
• Drive cross-sell of LiveAction Network Observability into the Bluecat customer base.
• Enable partners to deliver integrated platform outcomes, incorporating the full network plane.
• Expand reach into large, complex organisations beyond traditional enterprise segmentation.

Role Scope & Responsibilities

• Define and achieve regional revenue and growth targets.
• Build and maintain a robust sales pipeline through proactive prospecting and channel engagement.
• Drive customer acquisition and manage the entire sales cycle for enterprise and mid-market accounts.
• Identify, onboard, and manage strategic channel partners, including service providers.
• Collaborate with partners to co-develop and execute regional go-to-market plans.
• Coordinate partner engagement to ensure clarity, trust, and momentum.
• Develop and implement programs to leverage BlueCat’s technology and accounts.
• Foster collaboration with BlueCat’s existing customer base to drive cross-selling and upselling opportunities.
• Personally lead complex, multi-solution sales cycles.
• Position BlueCat as a strategic network control and intelligence platform, not a point product vendor.
• Identify high-potential customer segments including:
  • Regulated and compliance-driven industries
  • Critical infrastructure and national services
  • Large commercial organisations with distributed or hybrid networks
• Adapt sales motions to procurement, risk, and operational models common in these environments.
• Conduct weekly forecasting and cadence reviews to maintain alignment and accountability.
• Use data-driven insights to refine strategies and improve performance.

Qualifications

• Senior sales leadership experience within enterprise or complex commercial technology markets.
• Strong background in partner-led and ecosystem-driven sales models.
• Experience selling platform or portfolio solutions rather than single-product offerings.
• Comfortable operating as a hands-on senior individual contributor.

Success Indicators

• Measurable increase in pipeline and deal velocity.
• Growth in both NWO and DDI cross sell customer base.
• Partner-sourced and partner-influenced revenue growth.
• Expansion into new large-scale customer segments.
• High forecast accuracy and deal quality.

Benefits

• A Professional Development Budget.
• Dedicated Wellness Days and Wellness Week.
• A Lifestyle Spending Account.
• An Employee Recognition Program.

Company Description

BlueCat is an Equal Opportunity Employer that is committed to inclusion and diversity. We also take affirmative action to offer employment and advancement opportunities to all applicants, including minorities, women, protected veterans, and individuals with disabilities. BlueCat will not discriminate or retaliate against applicants who inquire about, disclose, or discuss their compensation or that of other applicants.

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.