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Cybersecurity Enterprise Account Manager

2 months ago

Doral, Florida, United States Elastic Full time
About the Role

We are seeking a highly skilled Security Enterprise Account Executive to expand our Enterprise and Strategic customer accounts.

This role will be responsible for building awareness and driving demand for Elastic Security solutions within new Enterprise accounts.

The ideal candidate will have a strong consultative sales approach, with the ability to challenge companies to think differently.

They will also have a track-record of success selling to CIOs, CISOs, and Enterprise Cybersecurity teams in the Fortune 5000, demonstrated by overachievement of quota and strong customer references.

The Security Enterprise Account Executive will collaborate with the Elastic Security Specialists SA's on account planning, strategy, and creative projects that generate sales leads.

They will serve as an evangelist for our Elastic Security offerings, communicating and demonstrating the capabilities of our commercial features.

The role will also involve acting as a player/coach to the regional sales team, teaching them how to successfully sell Elastic Security.

The Security Enterprise Account Executive will collaborate across Elastic Security Product and Engineering teams to stay on top of Elastic Security offerings and ensure customer success.

They will work with regional sales teams and customers to identify new business opportunities, manage through the sales cycle, and close complex transactions.

The role will also involve delivering Elastic Security customer whiteboard, roadmap, product presentations, and working closely with regional Solutions Architect team to collaborate on Elastic Security demos.

The Security Enterprise Account Executive will work with regional sales leadership to report on team cybersecurity opportunities and participate in team calls.

They will also work with Regional Marketing Teams on webinars, workshops, to help drive Elastic Security pipeline.

Key Responsibilities:

  • Build awareness and drive demand for Elastic Security solutions within new Enterprise accounts.
  • Collaborate with Elastic Security Specialists SA's on account planning, strategy, and creative projects that generate sales leads.
  • Serve as an evangelist for our Elastic Security offerings, communicating and demonstrating the capabilities of our commercial features.
  • Act as a player/coach to the regional sales team, teaching them how to successfully sell Elastic Security.
  • Collaborate across Elastic Security Product and Engineering teams to stay on top of Elastic Security offerings and ensure customer success.
  • Work with regional sales teams and customers to identify new business opportunities, manage through the sales cycle, and close complex transactions.
  • Deliver Elastic Security customer whiteboard, roadmap, product presentations, and work closely with regional Solutions Architect team to collaborate on Elastic Security demos.
  • Work with regional sales leadership to report on team cybersecurity opportunities and participate in team calls.
  • Work with Regional Marketing Teams on webinars, workshops, to help drive Elastic Security pipeline.

Requirements:

  • 10+ years of high achievement selling enterprise platform solutions into one of the following markets: SIEM, log management, cybersecurity, data analytics, or data management.
  • Ability to adapt, thrive, and excel in a fast-moving, nimble environment.
  • A track-record of success selling to CIOs, CISOs, and Enterprise Cybersecurity teams in the Fortune 5000, demonstrated by overachievement of quota and strong customer references.
  • Consultative sales approach - ability to challenge companies/businesses to think differently.
  • Self-starter able to work independently but also team-oriented - work together, win together attitude.
  • Success running the entire sales cycle from lead generation to close with a disciplined approach/methodology.
  • Comfortable in an overlay team selling role working in close collaboration with a Core Sales Team as a partner.
  • Strong presentation skills and ability to skillfully interact with technical stakeholders as well as executive decision makers.
  • The ability to build relationships and credibility with both internal Regional Enterprise Account Executives and external Cybersecurity Executives.
  • Work with regional team to deliver predictable and accurate forecasting capabilities using SFDC.
  • An appreciation for the Open Source go-to-market model and the community of users who rely on our solutions every single day.
  • Previous experience selling into the Enterprise accounts included in this territory.

Bonus Points:

  • Previous experience selling SIEM, Security Analytics, Endpoint Security, or Cloud Security.