Summary

The Account Executive will achieve assigned sales quotas and for the overall sales strategies of a major geographic area. Reporting to the Regional Sales Director, this role will develop a pipeline of opportunities throughout the assigned territory and be responsible for identifying, engaging, managing, and closing opportunities. There is also a requirement on developing and working with Value Added Resellers.

Duties And Responsibilities

Capture net new accounts as well as retaining and growing business in existing accounts.
Develop sales strategies, territory plans and build pipeline.
Lead negotiations, coordinate a complex decision-making process, overcome obstacles and objections to closure.
Meet or exceed sales quota and revenue goals.
Create and update a dynamic territory plan, highlighting regional targets, key targets, vertical opportunities, marketing efforts and channel partner strategies.
Assume full responsibility for accurate sales forecasting by demonstrating in-depth knowledge of sales cycles from initial contact through the procurement process.
Prepare formal proposals and presents to all levels of the organization.
Maintain thorough knowledge of Sectigo products as well as up-to-date knowledge of industry trends and technical developments that effect target markets.
Work with existing partners to create new opportunities, provide sales training, complete account mapping and close business at or above quarterly sales goal quotas and objectives.
Provide feedback from external markets to Marketing and Product Management Team.
Instruct and manage, provide data and referrals for inside team for cold calling and other direct marketing approaches, prospects for their pipeline.
Maintain a CRM along with other required sales updates.
Provide weekly report to manager, measuring daily performance of sales activities and assessing against goals.
Work closely with other Sales Executives, Sales Engineers, Product Management, Support Representatives, Sales Director, and SVP.
Additional responsibilities and special project as assigned.

Qualifications

Education

BA/BS Degree or equivalent work experience

Experience

Minimum 5 years+ of experience selling products in a relevant environment
2+ years of experience selling software and services, preferable in the information security or IT space.
2+ years of experience using Salesforce to maintain call records and account status
Previous formal sales training (referrals, territory planning, presentations skills, solution selling and communication skills).

Skills And Abilities

Proven track record of consistent quota over-achievement.
Previous success prospecting, building a solid pipeline of opportunities, moving opportunities through the sales cycle, and presenting and discussing solutions with C-level and other decisions-makers.
Must be customer-focused and possess strong organizational, interpersonal, and communication skills.
Proven track record of successfully engaging customer primes.
Solid skills in managing effective customer relations.
Excellent communication and interpersonal skills – written, verbal, etc.
Must be a true “hunter” with the ability for prospecting, cold calling, identifying potential leads, overcoming objections, maintaining high margins, and closing deals.
Resilient, persistence and the ability to overcome objections are a must - a HUNTER!
Extremely high energy, driven and dynamic personality – a Hunter mentality.
The ability to travel within the territory / region.
Enterprise experience – Fortune 500s +
Created and built own pipeline
Strong presentation skills
Cyber Security experience
Proactive, resourceful, knows when to raise hand and ask for help
Can work in an organization that is still building process
5 years in the industry
Gets out in front of clients
Forecasting

Sectigo

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Account Executive