Enterprise Account Executive - West
On-siteLos Angeles, California, United States or Phoenix, Arizona, 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 complexity by building an adequate sales pipeline, following rigorous MEDDICC frameworks, and overseeing proposal-to-contract negotiations with C-level executives. Achieve quarter-on-quarter revenue targets with high forecast accuracy while leveraging partnerships with channels and system integrators. Manage ambiguity in a high-intensity startup environment, challenging the status quo to create value for Fortune 500 clients like Apple and Netflix.
Required Qualifications
- 8 years of experience of selling complex SaaS Products to C-Level Executives (CISOs, CIOs, CROs) of top enterprises
- 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 for achieving Overall Revenue Targets of the Territory
- Leverage partnerships with Channels & System Integrators (SIs)
- Oversee the proposal to contract negotiation
- Excellent analytical skills and the ability to manage complexity
- Concept Selling
- At least 4-6 years of selling in the IT Industry
- Ability to work closely with CIOs/CISOs/CROs of the top enterprises
- Prospecting as a lifestyle
- Command of the Message/MEDDPIC Selling Approach
- Opportunity Management/Account Management
- Ability to challenge the status quo and to create value for a revolutionary new approach
- Ability to manage ambiguity, and constant change of a start-up environment
- Ability to learn new knowledge about cyber risk management
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