Job description
Bitsight is a cyber risk management leader transforming how companies manage exposure, performance, and risk for themselves and their third parties. Companies rely on Bitsight to prioritize their cybersecurity investments, build greater trust within their ecosystem, and reduce their chances of financial loss.
Built on over a decade of technological innovation, its integrated solutions deliver value across enterprise security performance, digital supply chains, cyber insurance, and data analysis.
Built on over a decade of technological innovation, its integrated solutions deliver value across enterprise security performance, digital supply chains, cyber insurance, and data analysis.
- We invented the cyber ratings industry in 2011
- Over 3000 customers trust Bitsight
- Over 750 teammates are dispersed throughout Boston, Raleigh, New York, Lisbon, Singapore, Argentina, and remote options
The VP & GM is responsible for achieving the Business Unit financial goals and product objectives. The GM performs both direct and indirect management of a cross-functional team including R&D, go-to-market and finance leaders to achieve these goals.
Responsibilities
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Assess the cyber insurance market landscape and trajectory to create a strategy and business plan for the business unit
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Strategy and business plan should align with Bitsight business goals and tie upwards to Bitsight strategy and plans
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Strategy and business plan should flow downwards to connect to sales, marketing and product objectives and operating plans within the BU
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Maintain TAM / SOM analysis and ARR projection model for insurance BU-
Refresh TAM / SOM and ARR projection quarterly based on market data and performance projections
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Maintain BU strategy and roadmap document-
BU strategy and roadmap must be available to communicate internally to generate alignment between the insurance BU and the rest of the business
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Lead a cross-functional team consisting of product management, engineering, marketing, sales, and customer success. Align the group toward the business unit objectives.-
Organize and manage the team to operate as a cohesive group aligned around hitting objectives.
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Collaborate with sales leadership to design sales incentives to achieve the outcomes we want.
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Maintain tracking of key metrics such as network volume, lead generation, opportunity and pipeline generation, deals won, ACV.
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Work with the sales team to maintain an accurate and up to date forecast for new and expansion revenue and renewals
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Analyze the business quarterly to understand drivers and trends that will allow us to continuously improve effectiveness
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Drive partnership activities with insurance customers that achieve Bitsight strategic objectives -
Operate as a public face of Bitsight’s insurance business, meeting with customers and prospects and participating at industry events-
Establish relationships with executives in key accounts
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Identify opportunities to further our partnerships, and work with the sales and partnership teams to drive these forward
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Participate in industry events to drive awareness of Bitsight as a key player in cyber risk management for cyber insurers and brokers.
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Skills and characteristics of a strong candidate:
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Cross-functional Leadership - The role of GM requires strong cross-functional leadership without direct reporting authority in many cases. The ability to establish the vision necessary to achieve company goals, effectively communicate the vision and strategy to others and then lead a cross-functional team to achieve the vision is a requirement of the position.
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Team Management - Experience managing people, both directly and indirectly (via a matrix structure), is required.
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Product Expertise - The GM has direct reporting responsibility for product management. Requires (a) experience working with existing customers to understand customer needs and develop product enhancements to deliver customer value and (b) the ability to identify customer needs for which new products can be developed and delivered (either organically or inorganically via acquisition). Experience with cyber security products (including BitSight's) and/or cyber insurance is a very strong plus
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Industry Expertise - This role interfaces regularly with customers, prospects and influencers in the cyber insurance industry. Requires knowledge and experience in how insurance carriers, brokers and reinsurers operate within the ecosystem. Must understand how insurance companies perform underwriting, risk control and portfolio management.
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Engineering Collaboration - Close collaboration with product, engineering, data science, and security research teams is a central part of the job. The GM must be able to "translate" from engineering and product requirements into a language that executive leaders of the business can understand and help facilitate the business decision making process (including strategic direction and budgetary funding).
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Go-to-market Collaboration - Requires leadership, planning, and very strong collaboration with the go-to-market (Sales, Account Management, Marketing and Customer Success) teams in the full business lifecycle: (a) communicating with customers to understand how to improve existing, or create new, functionality to serve customer needs ; (b) creating pricing and packaging based on customer needs and value maximization; (c) communicating business vision and product roadmaps for customers and internal audiences; (d) enabling go-to-market teams with the necessary customer needs framework in order to be able to effectively qualify opportunities and close transactions based on value; (e) identifying leading indicators to help allocate resources to improve net retention via both improved renewal rates and increased expansion (upsell and cross-sell); and (f) addressing emerging issues with customer-facing teams in order to solve customer problems.
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Business Analytics - Strong background in business analytics is required in order to be able to use data in order to improve business decision making. This includes (among other things): (a) ongoing analysis of total addressable market and serviceable obtainable market; (b) segmentation analysis to help improve investments in go-to-market resources and product direction; (c) correlation analysis to identify early indicators of key business metrics such as renewal rate and expansion; and (d) analysis of impact of pricing and packaging on metrics such as ASP and sales velocity.
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Business Vision & Strategy - The GM is responsible for synthesizing multiple inputs (market size, industry and technology trends, competition, product functionality, go-to-market strengths and available resources (both human and financial)) into a strategy for the business unit. The GM must be able to translate the strategy into a set of actionable goals and a vision for how to achieve those goals. Finally, the GM must have strong skills for communicating the strategy and vision to both internal and external audiences.
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Presentation Skills - Strong presentation skills are required. Must be able to span the full range from detailed product specification to Board-level strategy. Must be able to present effectively to customers.
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Culture - The GM is a "keeper of the culture" at BitSight and will lead culture development and collaboration within the Insurance BU. They will be humble and engage with people with vulnerability and trust. They will be willing to take on productive "mining for conflict" in order to improve the ability of the team to commit to decisions. And they will set a good example that others will want to follow.
The Behaviors That You Bring:
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Integrity – You have a customer-centric attitude and commitment to doing what is right for BitSight, our business partners, and internal team members
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Natural Curiosity – You are a team player and a continuous learner. You share your knowledge with the team, embrace new learning opportunities, and search for ways to improve our operations
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Empowerment – You demonstrate organizational skills, the ability to manage priorities, deadlines, and troubleshoot issues independently; you take ownership of business problems
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Excellence – Your detail-oriented approach leads to quality processing results and your communication skills allow you to communicate effectively with internal team members
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Results Driven – You learn quickly, collaborate with others, and share your ideas for improving our service
Education and Experience:
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Experience and relationships in the insurance industry, preferably cyber insurance.
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Bachelor's degree in computer science, engineering, business administration or equivalent related work experience. MBA or other advanced degree is a significant plus.
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10+ years of experience in combination of general management, leadership in insurance, product management, and/or business operations disciplines.
Diversity. BitSight is proud to be an equal opportunity employer. This means we do not tolerate discrimination of any kind and are committed to providing equal employment opportunities regardless of your gender identity, race, nationality, religion, sexual orientation, status as a protected veteran, or status as an individual with a disability.
Culture. We put our people first. BitSight offers best in class benefits. We devote the same energy to nurturing our company's inclusive culture as we apply to serving our customers' needs. Working at BitSight will give you the opportunity to fulfill your professional goals and expand your skills.
Open-minded. If you got to this point, we hope you’re feeling excited about the job description you just read. Even if you don’t feel that you meet every single requirement, we still encourage you to apply. We’re eager to meet people that believe in BitSight’s mission and can contribute to our team in a variety of ways.
Additional Information for United States of America Applicants:
Qualified applicants with criminal histories who are based in San Francisco and applying for remote roles will be considered for employment consistent with the requirements of the San Francisco Fair Chance Ordinance.
This position may be considered a promotional opportunity, pursuant to the Colorado Equal Pay for Equal Work Act.
If you are resident of Colorado or New York City, please email us at recruiting@bitsighttech.com to receive compensation and benefits information for this role.
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