Description:
Senior Account Executives are product, services, software or solution specialists that are responsible for leading pursuit in their assigned focus areas and will have named accounts allocated within a designated geography. They collaborate with Solution Engineers, Product Leaders and Channel Organization to provide specialist expertise within the sales team. They drive proactive initiatives to generate pipeline through direct prospecting, networking, and BDR campaigns to build the pipeline of leads. The role uses specialized knowledge in any one of the Application Security, Data Security/Data Privacy, Identity & Access Management and Security Operations to build demand through use cases and qualify, negotiate, and close opportunities.
YOU ARE GREAT AT
- Understanding the whitespace and promoting new product placements into all accounts.
- Managing the sales process from solutions identification to solution delivery that results in a successful product placement.
- Helping with areas to defend our current position to achieve incremental growth.
- Focusing on customer gaps to build a sales plan to address customer requirements with an associated return on investment.
- Leading customer through a buying process and challenge their thinking by guiding a mutual buying process applying the right resources and information (professional services, SE, PM, White papers, use cases, model)
- Developing long-term sales pipeline to increase the company's market share in specialized areas.
- Building authentic relationships with decision makers, influencers, and supporters across organizations to drive adoption and help build sustainable customer value.
- Selling complex solutions across multiple verticals.
- Building and maintain broad market and competitor knowledge to ensure credibility and add value within assigned accounts.
- Clearly document the sales motion in the CRM system
- Accurately forecast the opportunities in the assigned accounts
- Leveraging identified processes to complete contract process accurately.
- Exceeding quota for assigned accounts.
- Working with the broader team to support the mission of the company.
What It Takes
- Creating strong business relationships and negotiating large enterprise deals
- Verifiable achievement of consistent, over quota attainment.
- Collaboration, and ability to navigate a matrixed organization.
- 5+ years of successful software sales experience in similar space in:
- Application Security
- Data Security and Data Privacy
- Identity & Access Management
- Security Operations
- Typically, 8+ years of enterprise software sales experience with results closing large complex deals
- University or bachelor’s degree
- Effective communication skills both written and spoken.
- Ability to tell compelling customer stories that inspire change.
- In-depth knowledge of enterprise organizational structure, business processes and financial structure
- Considerable knowledge of common infrastructure and architecture
- Demonstrates leadership and initiative in successfully driving sales in accounts - prospecting, negotiating, and closing deals.
- Ability to build an effective business case reflecting the value of the applicable enterprise software solutions.
- Balance strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream.
- Team player who works well with the overall account team to build an effective account plan and strategy to drive additional revenue and deliver value to the customer.
- Successful partner engagement experience leveraging GSI, regional integrators, and VARs.
- Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions.