Perforce Software

Account Executive

• Own and execute a territory and account strategy focused on 60% net-new logos and 40% expansion/renewals
• Build and maintain a healthy 3x-4x quota pipeline through disciplined sales led prospecting, sales development and customer account development.
• Drive net-new revenue, expansions, services, and renewals
• Manage the full enterprise sales lifecycle: prospecting, discovery, qualification, solution alignment, business case, negotiation, and close
• Engage Director, VP, and C-level stakeholders across platform, infrastructure, security, and engineering teams
• Apply structured qualification and deal discipline using MEDDPICC (or similar methodologies)
• Maintain strong forecast accuracy, reporting cadence, and Salesforce hygiene
• Partner closely with Solutions Engineering, Professional Services, and Support to ensure adoption, value realisation, and account growth
• Co-sell with and leverage SIs, VARs, and alliance partners to scale reach and close larger, strategic opportunities
• Represent Puppet and Perforce at customer meetings, partner engagements, and industry events
• Travel across ANZ as required to build executive relationships and close strategic deals

Enterprise Account Executive

Sales Engineer

• partner with Account Executives across the full sales cycle
• conduct deep discovery to understand customer architecture, workflows, and business objectives
• design and deliver compelling technical presentations, workshops, and proof-of-concept engagements
• serve as the internal champion for the customer
• evaluate customer environments and provide architectural guidance
• contribute to the broader technical community

Senior Sales Engineer – US-East

• Develops and executes complex, multi-year sales strategies for high-value accounts in assigned territory.
• Responsible for exceeding annual revenue and gross margin targets for both new and existing enterprise-level accounts.
• Serves as a subject matter expert on industry trends, competitive landscape, and Perforce's product roadmap.
• Acts as a representative at high-profile events, delivering compelling presentations to senior executives.
• Provides valuable market and product feedback to development and product management teams.
• Orchestrates complex sales cycles, leveraging internal resources to close multi-million dollar deals.
• Builds and maintains strong relationships with C-level executives in Fortune 500/1000 companies.
• May be required to support additional products/brands as required.

Senior Enterprise Account Executive

Business Development Rep

• Drive Perforce revenue growth by identifying and qualifying new sales opportunities for the sales team at large, primarily via phone, social, and e-mail efforts.
• Provide outbound outreach to our ideal client profile and highest-priority accounts.
• Work in tandem with sales representatives to positively impact pipeline contribution.
• Recording/tracking activities, notes and feedback.
• Develop lists and set meetings that convert and close.
• Optimal use of our sales tools including Outreach, Sales Navigator, and ZoomInfo.
• Report on new business opportunities and prepare pipeline analysis for the sales team.
• Steller meeting handoffs. Seamless transition to the account executives through communication of the prospects’ needs.
• Analysis of trends and fast action on analysis: Closed lost, no-shows, personalization, and triangulation strategies, etc.

Business Development Representative

• Partner with Account Executives across the full sales cycle, from technical discovery and demos through POC trials and proposal support, to prove solution value and close business.
• Conduct deep discovery to understand customer architecture, workflows, and business objectives; map findings to targeted solutions that demonstrate clear ROI.
• Design and deliver compelling technical presentations, workshops, and proof-of-concept engagements tailored to both executive and engineering audiences.
• Serve as the internal champion for the customer, collaborating across Product, Marketing, Support, and Professional Services to surface feedback and shape roadmap and project priorities.
• Evaluate customer environments and provide architectural guidance on solution fit, implementation approach, risk tradeoffs, and compliance considerations.
• Contribute to the broader technical community through conference sessions, webinars, blog posts, and open source engagement, including direct participation in relevant projects and communities.
• Support lead generation and pipeline development alongside territory managers, including trade show participation and introductory technical sessions.

Senior Sales Engineer – DevTools

• Day to day responsibilities would include presenting and demonstrating details about the Delphix platform including adapting the demonstration based on the customers needs, providing information and documentation to customers to help them understand details of the platform, and to help customers understand the ROI.
• Build and sustain customer relationships throughout the sales process.
• Serve as the technical lead in pre-sales engagements, from discovery through technical close.
• Conduct technical deep dives and answer in-depth product/architecture questions.
• Scope, manage, and conduct Workshops or Proof of Value engagements to prove the value of the Delphix Solution.
• Ability to convey the Business Value to the customer in an articulate manner.

Senior Sales Engineer

• Prospect and generate leads for the sales team
• Qualify leads based on established criteria
• Conduct initial outreach activities via phone, email, and social media
• Maintain and update prospect databases in CRM systems
• Assist in scheduling meetings between qualified leads and sales representatives
• Learn and apply basic sales development techniques and strategies
• Support the sales development team in various administrative tasks
• May be required to support additional products/brands as required.

Business Development Representative – Puppet

Marketing

• Create and implement a customer expansion and cross-sell marketing strategy aligned with targeted and overlapping customer segments, common use cases, and product integrations within the Perforce DevOps portfolio.
• Ability to work in diverse customer-facing scenarios (technical user to C-level personas) to craft case studies, award nomination success stories and inject into cross-sell and solution level messaging to build credibility and demonstrate value.
• Design and launch event strategies, both in-person and virtual, that provide our go-to-market teams with opportunities to promote to existing customers, our product and solution vision and strategy, as well as specific new features upcoming, ensuring customers recognize the value of the Perforce portfolio – both individual product value as well as the value of adopting multiple Perforce products across the software delivery lifecycle. Run & execute customer events from concept through to completion. Collaborate with Corporate Marketing on any digital marketing programs that promote and drive attendance to the customer events.
• Scale and track Customer Advocacy programs into a repeatable engine for customer stories, reviews, and reference recruitment. Develop both internal and external playbooks and toolkits to standardize processes for customer outreach, logo usage, reviews, award nominations and case study approvals.
• Leverage data to build customer segments, identify cross-sell opportunities, and personalize content based on product usage patterns, industry trends, and business goals.
• Partner with product marketing and sales to develop playbooks, messaging, and collateral that support solution and cross-sell motions.
• Track campaign performance, customer engagement, and pipeline influence to demonstrate marketing impact and iterate on tactics.
• Align solution selling and cross-sell efforts with customer onboarding, adoption, and renewal cycles to ensure seamless engagement and relevant timing.

Senior Customer Marketing Manager

Security Engineer

• Lead the end to end SOC alerts workflow.
• Operationalize the Regular Incident Response Plan and Major Incident Response Plan across teams.
• Own SOC tools and automation (with Google SecOps as the primary SIEM, SOAR, Google Threat Intelligence, Gemini AI integrations and Jira as the authoritative system of record).
• Coordinate with our managed SOC provider (Tier 1) to ensure, low noise of false positives, high quality triage, implementation of playbooks, clean escalations, and measurable MTTD/MTTR improvements.
• This is a hands on leadership role: you will design workflows and playbooks, lead investigations and RCA for high impact incidents, and mentor SOC Engineers and Analysts as we scale from a lean Phase 1 SOC (~2–3 FTE) to an AI enabled mature operations.
• Own the SOC alert lifecycle: Alert Ingestion → Triage → Routing → Investigation → Determination → Reporting.
• Act as Major Incident Manager (MIM) for security events meetings.
• Ensure strict adherence to Perforce’s Incident Response Policies for regular incidents.
• Maintain the SOC Charter, operating model, and guardrails as per the Operationalization Plan, Own the SOC RACI and routing matrix across SOC, CloudOps, IT, Engineering, and the provider.
• Lead design, configuration, and continuous tuning of Google SecOps (Chronicle SIEM + SOAR + case management, Google Threat Intelligence and Gemini integrations) as the primary detection and workflow platform.
• Design and implement automation to:
• o Enrich alerts (asset context, user context, historical activity).
• o Trigger Jira tickets and playbooks based on Google SecOps cases.
• o Support SLA monitoring and notifications (MTTR, remediation timeframes).
• Partner with the Corporate Security on CI/CD and IaC security automation where incident workflows intersect with pipelines (e.g., auto ticketing, auto asset tagging, config drift etc..).
• Define and own a core set of playbooks aligned to IRP/MIRP.
• o Cloud misconfiguration / CSPM alerts.
• o Endpoint malware / suspicious activity.
• o Identity/credential compromise.
• o Application / product security alerts.
• o External threat reports via Security Mailbox or any other threat feeds.
• Oversee False Positives and Exceptions processes.
• Own SOC KPIs and operational metrics.
• Produce and present the Monthly SOC Summary Report.
• Lead RCA and post incident reviews.
• Champion a culture of continuous improvement.
• Act as day to day lead and senior escalation point for SOC Engineers and Analysts in Pune.
• Coach and mentor team members on process adherence and effective alert handling.
• Build strong partnerships with vendors, partners and stake holders, Serve as primary liaison with the Tier 1 provider.

Senior Security Engineer

• Support end to end SOC alerts workflow.
• Assist in operationalizing the Regular Incident Response Plan and Major Incident Response Plan across teams.
• Work with SOC tools and automation with Google SecOps as the primary SIEM, SOAR, Google Threat Intelligence, Gemini AI integrations and Jira as the authoritative system of record.
• Collaborate with our managed SOC provider (Tier 1) to ensure quality triage, correct escalations, and reduced false positives.
• Investigate alerts, implement playbooks, support incident response activities, and contribute to operational improvements within the SOC.
• Active participation in SOC alert lifecycle: Alert Ingestion → Triage → Routing → Investigation → Determination → Reporting.
• Support incident response coordination during security incidents.
• Ensure strict adherence to Perforce’s Incident Response Policies for regular incidents.
• Support the implementation and tuning of Google SecOps (Chronicle SIEM + SOAR + case management) as the primary detection and workflow platform.
• Execute predefined SOC playbooks aligned with IRP/MIRP guidelines.
• Participate in RCA and post incident reviews.

• Manage and grow a portfolio of accounts
• Meet established sales objectives and quotas
• Develop and maintain strong client relationships
• Address customer inquiries and resolve issues
• Collaborate with cross-functional teams to ensure client satisfaction
• Contribute to the development of sales strategies
• Assist senior sales professionals in complex sales situations
• May be required to support additional products/brands as required

Sales

• Own the annual revenue number across OpenLogic for North America**• Drive retention in vulnerable product lines and prioritize ARR as a leading indicator.**• Identify and close expansion opportunities within the existing customer base.**• Build and convert qualified new business pipeline into targeted segments.**• Set the standard for preparation, product knowledge, and deliberate practice across your team.**• Establish a consistent cadence of call reviews, 1:1’s, deal coaching, and skill-building.**• Hold sellers accountable for activity levels, pipeline hygiene, and execution quality.**• Create a culture where reps are expected to know their accounts, their competitors, and their value proposition cold.**• Implement a repeatable sales process motion and buyer profile.**• Help build the infrastructure (playbooks, cadences, qualification criteria) to make performance predictable.**• Own your forecast and deliver it with accuracy.**• Partner with Product to ensure the roadmap reflects commercial priorities and that sellers can articulate differentiated value.**• Partner with Marketing to ensure demand generation, messaging, and enablement are tightly aligned to pipeline goals.**• Coordinate with Technical Support and Professional Services to protect retention and expand accounts.**• Represent the voice of the customer and the field in planning and prioritization.

Sales Manager

• Lead and develop technical sales efforts for key accounts.
• Conduct extensive discovery on business objectives and challenges, use cases, and technical architecture/topology.
• Position Delphix within the customer’s digital transformation journey to highlight how Delphix helps discover sensitive data and automate data compliance, accelerate software delivery, accelerate the journey to the cloud as well as the adoption of disruptive AI technologies.
• Customize and conduct presentations, demos, workshops, and proof of concept (POC) trials connecting Delphix capabilities to customer business objectives and business value in a way that demonstrates significant ROI and blocks competitors.
• Act as the liaison among the customer and Delphix Sales, Engineering, Product Management, Customer Success, Professional Services and Support teams—especially on behalf of the customer.
• Educate customers on the value proposition Delphix provides, and assist the customer to quantify that value at the technical, project, and LOB level.
• Collaborate with customers to adopt or improve deployment pipelines, implement best practices in continuous learning for development, enable fast and reliable automated testing, adopt automated release management, and realize continuous integration/delivery.
• Partner with the Sales and Field Services teams to jointly create a sales strategy to exceed revenue objectives for Delphix and drive additional appetite and grow customer’s use of Delphix.
• Develop / enhance reusable technical assets to scale presales.
• Bring insight and business value to conversations with Senior technical and business leaders across a broad landscape through both thought leadership and excellent skills as a technical brand ambassador for Delphix by Perforce, as well as a thought leadership and evangelist inside Perforce.
• Bring a level of expertise to one or more specific areas of industry and product so as to be capable of handling advanced technical questions in a role respected both by industry and peer Sales Engineers.
• Effectively collaborate with other teams, including Sales, Product, Engineering, Professional Services, Marketing, Finance and Customer Support, as well as partners, bridging field innovation, Product, and Engineering in aim to drive near term Revenue through adoption and scale of products or offerings.
• Mentor, Train and Motivate presales in specific topics, elevating presales’ readiness in emerging capabilities.
• Bring passion, poise, presence, calm, creativity, and a command of the business and technical spheres within which Delphix operates.

Enterprise Account Executive

Senior Sales Engineer – US-East

Senior Enterprise Account Executive

Business Development Representative

Senior Sales Engineer – DevTools

Senior Sales Engineer

Business Development Representative – Puppet

Business Development Representative

Senior Customer Marketing Manager

Business Development Representative

Senior Security Engineer

Security Engineer

Account Executive

Sales Manager

Sales Engineering Advisor