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

Candidate Profile:

Education & Certification / License Credentials:

• Bachelor's degree is required
• Proven experience in cybersecurity and information technology software sales

Functional Competencies Skills, Knowledge & Experience:

• 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

Leadership, Management & Behavioral Competencies:

• 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

Personal Characteristics / Considerations:

• 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