Enterprise Account Executive - Northeast/Midwest
On-siteBoston, Massachusetts, United States or Connecticut, United States
Job Summary
Lead sales efforts within a designated territory, hunting and growing accounts using a land-and-expand model to incubate and grow sales for a new cybersecurity platform. Manage overall revenue targets with a high degree of forecast accuracy, overseeing proposal-to-contract negotiation while leveraging partnerships with channels and system integrators. Build and nurture relationships with CXOs, applying the MEDDIC selling approach to demonstrate concept selling and manage complex opportunities. Achieve quarter-on-quarter sales targets by absorbing product knowledge and managing ambiguity in an early-stage startup environment.
Required Qualifications
- 8 years of experience of selling complex SaaS Products to C-Level Executives (CISOs, CIOs, CROs) of top enterprises
- At least 4-6 years of selling in the IT Industry
- Ability to work closely with CIOs/CISOs/CROs of the top enterprises
- Demonstrated ability to meet/exceed sales quotas
- Experience with Command of the Message / MEDDIC Selling Approach
- Prospecting & Hunting skills
- Opportunity Management/Account Management
- Ability to absorb product knowledge
- Excellent analytical skills and the ability to manage complexity
- Concept Selling
- Perseverance in creating a value for an absolute new category
- Ability to compete against the 'cost of doing nothing'
- Ability to manage ambiguity, and constant change of an Early Stage Startup
Desired Qualifications
- Experience hunting and also growing accounts (land and expand model)
- Lead sales efforts within a designated territory
- Incubate and grow sales for a new cyber security platform and nurture relationships with CXOs
- Achieve sales targets on a quarter-on-quarter basis with a high degree of forecast accuracy
- Work to build an adequate sales pipeline and follow the rigors of pipeline management
- Responsible & accountable to achieve Overall Revenue Targets of the Territory
- Leverage partnerships with Channels & System Integrators (SIs)
- Oversee the proposal to contract negotiation
- Presentation & Negotiation Skills
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