Partner Sales Account Executive

4 weeks ago

Remote, Oregon, United States Liminal Full time

Liminal is a pioneering data security solution designed to enable enterprises to safely interact with generative AI. Liminal's model agnostic, horizontal platform provides robust protection for compliance-defined data types like PII, PHI, PCI, and any other sensitive data - including intellectual property or trade secrets unique to mid-sized and large enterprise organizations.

Liminal is looking for a Partner Sales Account Executive who will drive partner-sourced revenue and support the overall success of Sales & Services Partners and Technology Partners (ISVs) in the Liminal Partner Ecosystem. We are seeking someone who is adept at driving joint GTM (go-to-market) and sell-with success in enterprise security solutions through partner ecosystems. This position is a rich opportunity for someone to take their experience to the next level and build the foundation of the partner sales motion at a fast-paced startup. As a Partner Sales Account Executive, you will hold a holistic view of the business generated by your partners and will work across Liminal to enhance and grow partner-sourced revenue. You will drive towards end-customer value that results in revenue growth for both Liminal Partner Ecosystem members and Liminal by being partner-centric in all activities, serving as a leader and advocate for them within Liminal, and accurately representing Liminal within the partner's organization. We need someone who knows how to help partners navigate complex enterprise organizations, including being knowledgeable about customer-specific challenges and business objectives and understanding what it means to sell on value to C-suite executives. You will ultimately be responsible for your own success within the Liminal Partner Ecosystem, ensuring annual revenue bookings and new logo acquisition via partners whilst providing the best sales experience possible for our mutual end customers.

What You'll Do

  • Become a trusted point of contact for ISVs and Sales & Servicing Partners by demonstrating a deep understanding for their business issues and concerns and helping them build a successful and sustainable gen AI security business by delivering end-customer solutions that incorporate the Liminal platform
  • Achieve short-term results (i.e. exceeding quota) while maintaining a long-term perspective to improve overall revenue generation
  • Proactively identify and qualify new business leads to generate a pipeline through targeted outreach, event follow-up, networking, and engagement with key stakeholders at partner companies
  • Act as the liaison between Liminal, Liminal Partner Ecosystem members and potential clients, understanding their needs and articulating the unique value proposition of our solutions
  • Aid Liminal Partner Ecosystem sellers in demonstrating/selling value to key stakeholders, primarily CISOs and CIOs, within the accounts during complex sales cycles
  • Exceed activity, pipeline, and quota goals on a quarterly basis
  • Effectively manage multiple opportunities through multiple partner channels in a methodical and disciplined manner
  • Work with Liminal Partner Ecosystem members to manage and control the sales process at every stage through contract signing
  • Partner with customer success to ensure high satisfaction within partner accounts

What You'll Need:

  • Bachelor's degree
  • Experience selling to VP and C-level executives
  • Strong understanding of Sales and Service Provider GTM business plan development and execution
  • Proven proactive partner campaign management abilities, ideally with multiple Routes-To-Market (e.g., MSSP, Resale, Influence, Hyperscaler, etc)
  • The ideal candidate will thrive in a fast-paced, entrepreneurial startup environment
  • 4+ years of software selling experience with partners
  • An interest in applying emerging technologies, such as AI, in a business solution context
  • SaaS and Security industry experience preferred
  • Highly motivated and proven to be adept at exceeding sales bookings targets versus plan
  • Proven history of managing and closing complex sales cycles using solution-selling techniques in upper-mid-market and enterprise companies
  • Experienced in engaging multiple stakeholders throughout the sales cycle including Legal, IT, Security, Finance, and Procurement
  • Validated quota achiever (top 10% in your company)
  • Strong interpersonal and presentation skills
  • Outstanding verbal and written communication skills

Compensation:

$110k - $120k annual salary plus commissions, based on experience

Our Values:

  • We are kind - We assume positive intent, celebrate co-workers' success, avoid toxic behaviors, and call out bad acting when we see it.
  • We earn trust- we are authentic, humble, and empathetic. Empathy is the cornerstone of building trust. And in a world that is certain to be full of change, trust is a requirement.
  • We are fearless- We are bold, honest, direct, and candid. We have the courage to challenge assumptions and push boundaries. And we are not afraid when someone challenges us. If we make mistakes, which we will, they are unique and good opportunities to learn.
  • We value discourse, not dissonance- Constructive discourse is exceptionally healthy and desirable. Expect to be challenged and rise to the occasion Create space for the best ideas to rise to the top and let data be the ultimate decision-maker, not emotion.
  • We seek understanding, not consensus- As leaders, we stand firm in our informed convictions until overturned by data. It's healthy to disagree, but we commit to the outcome when a decision is made.
  • We are owners- We empower each other to problem solve and take the initiative necessary to meet our goals. We are purposeful and intentional in our thinking and know that we are individually accountable for our own impacts on the company's results.
  • We are curious- We are passionate about learning and constantly seek out opportunities to grow and develop. Our space changes by the day and we adapt and mature with it.

Liminal is an equal opportunity employer, and we value diversity at our company. We don't discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

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