Days 1–30
LEARN & MAP— Absorb the Platform Edge
Complete product & ZTNA certifications
Map 50+ target accounts in territory
Shadow 5+ senior reps on live deals
Key Actions
Deep-dive into core platform capabilities: micro-segmentation, ZTNA, MFA, DNS Firewall, and cloud architecture.
Build territory plan with AI-powered account prioritization — targeting orgs with legacy VPN/VDI infrastructure.
Establish relationships with SE team, channel partners, and internal champions.
Study competitive landscape: Illumio, Zscaler, Palo Alto Prisma, CrowdStrike Falcon.
Attend sales bootcamp and complete all required product certifications.
Days 31–60
ENGAGE & PIPELINE— Build the Machine
Generate $2M+ qualified pipeline
Book 15+ CISO/CIO meetings
Submit 3+ qualified opportunities
Key Actions
Launch multi-channel outbound campaign targeting CISOs and VPs of Security across US West.
Deploy AI-augmented prospecting for personalized security value propositions.
Partner with channel (CDW, Optiv, WWT) to co-sell into their installed base.
Host 2+ micro-segmentation workshops demonstrating lateral movement prevention.
Begin MEDDPICC qualification on all opportunities — forecast accuracy from day one.
Days 61–90
CLOSE & SCALE— Deliver Results
Close first deal ($250K+ ACV)
Pipeline exceeds $5M
Establish repeatable territory playbook
Key Actions
Advance top 3 opportunities to technical validation / POC stage with SE support.
Build ROI/TCO models showing platform vs. legacy firewall cost savings.
Deliver executive business reviews to C-suite stakeholders with quantified risk reduction.
Document and share winning playbook with the team — contribute to collective intelligence.
Set Q2 targets: $8M+ pipeline, 3+ closed deals, establish as top performer trajectory.