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Enterprise Account Executive
4 months ago
About the job Enterprise Account Executive - SoCal
The Account Executive will:
- Identify and drive targeted prospecting activities for accounts in key industry verticals
- Identify qualified opportunities and build a diverse sales pipeline with direct customers
- Manage pipeline activities including driving deals through presentations, demos and POCs; exhibit consistent deal progression to closure
- Will sell to companies that are $3 billion+ in revenue
- Identify deal stakeholders, understand budgets, procurement timeline and requirements
- Develop and manage quotes and proposals, contracts and price negotiations
- Drive deals to closure, meeting sales quota objectives
- Provide regular sales updates, including metrics for meetings, opportunities, POCs and deal closure to executive management
- Identify key stakeholders and understand their business needs and be able to articulate how we can solve problems for these stakeholders
- Develop and construct business relationships with strategic Value-Added Resellers (VARs) in the market that align their product portfolio to the company offering
- Work with staff to analyze target prospects and effectively prioritize and plan best approach to various industry verticals and market segments
- Gathering competitive intelligence and knowledge related to industry trends, share insights with market, product management and executive management
Education & Certification / License Credentials:
- Bachelor's degree is required
- Proven experience in cybersecurity and information technology software sales
- Several years of experience in sales or business development required
- A proven track record of building pipeline and closing business deals is required
- Industry background and connections in the Energy, Pharmaceutical, R&D / High Tech, Transportation, Communications and Manufacturing is preferred.
- Experience selling cybersecurity software solutions to mid-market and enterprise clients strongly preferred
- Conceptual understanding of technical security solutions and models desired
- Conceptual understanding of OT network environments preferred
- Experience with the use of Salesforce, Gmail, MS Office and Web Conferencing products required
- Meticulous attention to detail and strong follow-up skills are required
- True blend of relationship building with Channel VARs and hunter mentality for direct sales is a must
- Strong understanding of the pursuit and acquisition of cybersecurity business
- Ability to work creatively and independently, with minimal supervision
- Strong ability to qualify opportunities
- Ability to communicate both business and technical level concepts to different core audiences
- Ability to read, analyze, and interpret business periodicals, professional journals or technical procedures, white papers and case studies
- Excellent written, verbal and presentation skills
- Ability to take the vision of the company and establish a sales strategy, objectives and action plan for the local market
- Ability to resourcefully and effectively execute and deliver on goals and action plans
- Sense of urgency to address issues right away, deal with problems, finish initiatives
- Ability to build relationships, collaborate and partner with clients to obtain confidence and trust
- Organized and creative with a focus on the growth of this venture
- Ability to adapt sales methods and tactics to various on the ground customer and market conditions
- Strategic thinker and resourceful individual who can think out of the box and improvise to meet the demands of changing conditions
- Projects high energy
- Directs his/her own work
- Enjoys complexity and nuance
- Collaborative; communicates and interacts with transparency
- Optimistic, engaging personality
- Exceptional analytical and reporting skills
- Has patience and perseverance
- Has can do attitude
- Commitment to high ethics
