Senior Account Executive, Security

Job summary
Senior Account Executives are responsible for leading pursuit in assigned focus areas with named accountsCollaborate with Solution Engineers, Product Leaders, and Channel OrganizationDrive proactive initiatives to generate pipeline through direct prospecting, networking, and BDR campaigns
Job seniority: mid-to-senior level
Responsibilities
• Understanding the whitespace and promoting new product placements into all accounts• Managing the sales process from solutions identification to solution delivery• Helping with areas to defend our current position to achieve incremental growth• Focusing on customer gaps to build a sales plan to address customer requirements• Leading customer through a buying process and challenge their thinking• Developing long-term sales pipeline to increase market share• Building authentic relationships with decision makers and influencers• Selling complex solutions across multiple verticals• Building and maintain broad market and competitor knowledge• Accurately documenting the sales motion and forecasting opportunities
Requirements
• Verifiable achievement of consistent, over quota attainment• 5+ years of successful software sales experience in similar space• In-depth knowledge of enterprise organizational structure and business processes• Considerable knowledge of common infrastructure and architecture• Demonstrates leadership and initiative in successfully driving sales• Ability to build an effective business case reflecting the value of the solutions• Balance strategic and tactical pursuits to optimize coverage• Team player who works well with the overall account team• Successful partner engagement experience leveraging GSI, regional integrators, and VARs• Maintain knowledge of industry trends and key partner/ISV solutions
Key Skills Needed
• Effective communication skills both written and spoken• Ability to tell compelling customer stories• Demonstrates leadership and initiative in successfully driving sales• Successful partner engagement experience leveraging GSI, regional integrators, and VARs