Latest / Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth / 185: A better way to match cybersecurity sales job seekers with hiring managers

Transcript

185: A better way to match cybersecurity sales job seekers with hiring managers · Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth

• 0:41
  SPEAKER_00: Welcome to the Sales Bluebird Podcast, where we help cybersecurity companies grow sales faster.
• 0:47
  SPEAKER_00: Whether you're a seller, marketer, leader, or founder, we give you tips, tricks, experiences, examples, ideas, and inspiration from people who know a thing or ten about building great cybersecurity companies.
• 0:59
  SPEAKER_00: I am your host, Andrew Monahan, and today we are talking about job opportunities.
• 1:05
  SPEAKER_00: I think you would have to have lived under a rock for the past few months not to have seen all the people uh announcing they got laid off, all the companies announcing that they've made layoffs, and the general um situation in our industry where there's a lot of good people who are out there looking for work through absolutely no fault of their own.
• 1:28
  SPEAKER_00: Um and often, you know, the companies uh they got caught up in the hype of growing for the last few years, growing at all costs.
• 1:36
  SPEAKER_00: Uh the VCs were throwing money at them.
• 1:39
  SPEAKER_00: So to a certain extent, it's understandable how we got in this situation.
• 1:43
  SPEAKER_00: But there's no doubt right now, there's a lot of people out there who are looking for jobs.
• 1:46
  SPEAKER_00: And actually, there are some companies who are hiring right now, but it's not always that easy to find them.
• 1:52
  SPEAKER_00: Um and I think when you go out looking for a job at this type of situation where it's being forced upon you, uh, some people feel uh a little bit under pressure to go and find something.
• 2:02
  SPEAKER_00: Um and they look at the obvious places to try and find something, and they don't always end up with great opportunities.
• 2:09
  SPEAKER_00: And anything that we can do to help avoid that, I think, is a good thing.
• 2:12
  SPEAKER_00: Um and it really kind of raised the question or raised the question to me last week, you know, for someone out there looking right now, how do they find more good opportunities in the cybersecurity space and perhaps at startups or earlier stage companies as opposed to the big maybe 10 or 20 companies in our space or the ones that are public?
• 2:33
  SPEAKER_00: And also I'm I'm asked by clients and friends all the time do you know a good, and you know, fill in the blank, right?
• 2:41
  SPEAKER_00: Do you know a good AE out of New York?
• 2:43
  SPEAKER_00: Do you know a good S E out of SoCal?
• 2:46
  SPEAKER_00: Do you know a sales leader who could come in and be our first sales leader?
• 2:49
  SPEAKER_00: I get asked that question a lot.
• 2:51
  SPEAKER_00: And it was kind of bugging me, you know, this whole situation the last week or so.
• 2:55
  SPEAKER_00: Uh turned out this last weekend I had a little bit of time on my hand.
• 2:58
  SPEAKER_00: Uh, so I created a job board just for this community.
• 3:03
  SPEAKER_00: Um, in the spirit of ready, fire, aim, I just uh go online and find a service that does this sort of thing and created a job board just for Sales Bluebird.
• 3:14
  SPEAKER_00: Now, look, there's a lot of job boards out there.
• 3:16
  SPEAKER_00: There's a ton of them, right?
• 3:17
  SPEAKER_00: LinkedIn obviously is one that's very popular in our world.
• 3:20
  SPEAKER_00: Um, also, I think indeed has a bunch of jobs.
• 3:23
  SPEAKER_00: And the question is, well, why is this one going to be different?
• 3:26
  SPEAKER_00: Why should anyone, whether you're a job seeker or a hiring manager, even want to engage with Andrew's job board versus the ones that are out there?
• 3:36
  SPEAKER_00: Um, so three reasons I would say at the gate.
• 3:39
  SPEAKER_00: First of all, um, this is a curated job board.
• 3:43
  SPEAKER_00: Um, what does that mean?
• 3:45
  SPEAKER_00: It means that for almost all the jobs that are going to be on the board, these are ones that I've vetted.
• 3:51
  SPEAKER_00: I've actually got a step in the process.
• 3:53
  SPEAKER_00: So if a company goes and tries to post a job, I get to look at it before it goes live.
• 3:59
  SPEAKER_00: So you should know if you're a job seeker, that there's a little bit of thought gone into what type of jobs end up on the board, the types of companies that can post on the board, things like that.
• 4:09
  SPEAKER_00: This isn't a let's try and get a thousand jobs or two thousand jobs up there and hope that one of them uh sticks for someone who's visiting the site, right?
• 4:19
  SPEAKER_00: I really want to try and curate them.
• 4:21
  SPEAKER_00: And for a lot of the jobs that are going to be on there, I will actually give a commentary, my own viewpoint about the company and the role at the top of the listing.
• 4:29
  SPEAKER_00: So when you click in and look, you'll see a section that says Andrew's take.
• 4:33
  SPEAKER_00: And I've got just a few lines there about what I know about the company, what I know about the leader, if I know anything about them and the role and you know, why this might be a good opportunity for someone.
• 4:42
  SPEAKER_00: So I've given my commentary on there as well.
• 4:45
  SPEAKER_00: So that's the first reason.
• 4:46
  SPEAKER_00: It is curated.
• 4:47
  SPEAKER_00: The second reason is it is only cybersecurity companies.
• 4:51
  SPEAKER_00: So on brand for sales bluebird, I'm not looking to get a whole bunch of other companies on here.
• 4:57
  SPEAKER_00: This is really for those that are looking to hire great cybersecurity salespeople and those that are good cybersecurity salespeople and want to join another cybersecurity company.
• 5:06
  SPEAKER_00: This is all it's this this job board is gonna be about.
• 5:08
  SPEAKER_00: And the third thing is it is for startups, right?
• 5:12
  SPEAKER_00: You're not gonna find the Palo Alto's and the Trellixes and all these companies, Z-scalers on this job board.
• 5:19
  SPEAKER_00: This is gonna be for earlier stage companies.
• 5:22
  SPEAKER_00: Now, it might be a little bit loose at the start as we find our feet exactly what that means, but it's certainly gonna be seed, ARAN, B RAND, C type RAN companies.
• 5:31
  SPEAKER_00: Um, it might stretch a little bit.
• 5:32
  SPEAKER_00: There are there are some companies out there that have stretched a little bit further into DEF rounds, uh, but it's gonna be predominantly gonna be seed rand, A, B, C RAND, um, and and therefore smaller, therefore probably being around for anything from a couple of years up to you know five to eight years.
• 5:50
  SPEAKER_00: If startups is your jam, then this is the place that uh you you want to be at, right?
• 5:55
  SPEAKER_00: So those are the three reasons I can think of immediately off the top of my head why this is gonna be a little bit different to everything else out there.
• 6:01
  SPEAKER_00: If you're a job seeker, what do you do?
• 6:04
  SPEAKER_00: Um so first of all, this is gonna be a kind of integrated thing, you know, the job board, the podcast, and the newsletter.
• 6:12
  SPEAKER_00: Um so the first thing I would do is make sure you're subscribed to the Sales Bluebird newsletter because there's gonna be a weekly digest that goes out to all the subscribers of the newsletter where we we put the hot jobs in there, links to them, things like that.
• 6:29
  SPEAKER_00: Um so if you want to subscribe to the newsletter and you have not done so already, just go to salesbluebird.com and look for the yellow box on the right hand side where it says something like subscribe to the newsletter.
• 6:40
  SPEAKER_00: It's uh is named so that you know what it is.
• 6:42
  SPEAKER_00: Um so go there, subscribe to it, um, and you'll get that weekly digest amongst an uh uh one or two more emails a week that are relatively short.
• 6:51
  SPEAKER_00: So do that first of all.
• 6:53
  SPEAKER_00: Um, secondly, look out on this podcast feed because I'm gonna add a new episode every week, which includes commentary around the job market, the jobs, and highlight some of the jobs that are available on the job board.
• 7:06
  SPEAKER_00: So look out for that extra episode every week.
• 7:08
  SPEAKER_00: And then if you want to go look at them and browse the jobs themselves, just go to cybersalesjobs.com.
• 7:17
  SPEAKER_00: So cybersalesjobs.com to check out what's there and take part in the job board.
• 7:24
  SPEAKER_00: You can sign up there, I think, for some alerts that will come through.
• 7:27
  SPEAKER_00: There's a way to do that to follow cyber sales jobs or the job board and get those coming through.
• 7:32
  SPEAKER_00: And uh if you go also to the to Sales Blue Bird and look on the top menu, there's a link there for jobs.
• 7:40
  SPEAKER_00: Um, and that takes you to the same place.
• 7:42
  SPEAKER_00: So either go to salesbluebird.com and look for the jobs link at the top, or go to cybersalesjobs.com.
• 7:49
  SPEAKER_00: Either way, you'll get there at the same place at the end.
• 7:51
  SPEAKER_00: So that's if you're a job seeker, what to do.
• 7:53
  SPEAKER_00: If you're hiring, um, you know, interesting thing for you is through the community, we built up uh a decent sized community around the Sales Bluebird brand with the newsletter and the podcast.
• 8:06
  SPEAKER_00: And it gives a great opportunity for hiring managers or companies are looking to hire to get in front of the only community out there that's dedicated to cybersecurity startup sales.
• 8:16
  SPEAKER_00: Right?
• 8:17
  SPEAKER_00: This is the only community that does just that.
• 8:19
  SPEAKER_00: And therefore, you know, we've attracted hundreds of people who read the newsletter every week, and the podcast gets thousands of downloads.
• 8:26
  SPEAKER_00: And these are all people in the cybersecurity startup sales world, uh, and therefore your ideal audience if you're looking to hire that sort of person.
• 8:35
  SPEAKER_00: Um when you get to cybersalesjobs.com, what you'll see is an option to post your job.
• 8:42
  SPEAKER_00: And there's three options, one of which is a free option.
• 8:45
  SPEAKER_00: So if you've got a small number of jobs to post and you're not interested in paying or getting the job promoted at all, just put your jobs in for free.
• 8:52
  SPEAKER_00: I get it.
• 8:52
  SPEAKER_00: That's gonna be a good option for some people.
• 8:55
  SPEAKER_00: And then there's also two paid options, which are relatively inexpensive.
• 8:58
  SPEAKER_00: Uh, and that allows you to get your job postings featured and also included in the newsletter and also in the podcast.
• 9:05
  SPEAKER_00: And all these options are priced for both startups with their scarce resources, but also for early adopters of the job board, right?
• 9:13
  SPEAKER_00: So this is early adopter pricing.
• 9:15
  SPEAKER_00: Um, if you're at all interested in getting promoted, the job's getting promoted, you should find that there's a no-brainer looking at the prices that I'm offering there for just that.
• 9:24
  SPEAKER_00: So if you are hiring, uh, I encourage you to go to cybersalesjobs.com and you'll see that button I mentioned, and it's called post a job.
• 9:31
  SPEAKER_00: Uh, pretty obvious, right?
• 9:33
  SPEAKER_00: Uh, and then you're off to the races to select the option that works best for you and get your jobs up there.
• 9:38
  SPEAKER_00: Um, so hopefully you get there quite easily if you're looking to hire.
• 9:42
  SPEAKER_00: Now, for everyone that's listening right now, you know, even if you're not looking for a job right now, one thing you can do for me is please tell your friends, make sure you're signed up for the different ways to get the feed coming through.
• 9:54
  SPEAKER_00: Tell all your friends about cybersalesejob.com.
• 9:58
  SPEAKER_00: Tell anyone you know that's looking for it for it right now.
• 10:00
  SPEAKER_00: You know, there's people out there that are uh actively looking and pretty intensely.
• 10:04
  SPEAKER_00: So please make sure that they are aware of this resource for them to help them find their next great role.
• 10:11
  SPEAKER_00: Uh and tell them all, please, to go to cybersalesjobs.com.
• 10:16
  SPEAKER_00: So there we are, quite a short episode this week.
• 10:19
  SPEAKER_00: If you did enjoy the episode, uh, it means a lot to me if you leave a review.
• 10:22
  SPEAKER_00: And I've made it incredibly simple.
• 10:24
  SPEAKER_00: If you go to salesbluebird.com forward slash R, the letter R.
• 10:29
  SPEAKER_00: I'll take you to a place where it actually explains how to leave reviews on the podcast and how to go about doing that.
• 10:35
  SPEAKER_00: So if you if you enjoy what I'm doing, please go to salesbluebird.com slash R.
• 10:41
  SPEAKER_00: That's it for me.
• 10:42
  SPEAKER_00: So thanks for joining me today, and I'll see you next time on Sales Bluebird.
• 10:46
  SPEAKER_00: What you do is important, and I'm rooting for you.