Enterprise New Business Account Executive
Posted Updated
Description
- Our Enterprise Account Executive team works with our largest customers at a strategic level. You’ll generate and win new business in IT sales, build a pipeline with partners and internal teams, and convert opportunities into new customers while driving revenue, adoption of new technologies, and market penetration in the enterprise space
- Identify, qualify, and develop new opportunities through prospecting and networking
- Manage your territory’s sales pipeline, target accounts, and vertical markets, and provide monthly and quarterly forecasts
- Achieve assigned monthly, quarterly, and annual sales budgets, quotas, and revenue objectives
- Collaborate with pre-sales, marketing, SDRs, distributors, VARs, MSPs, reseller partners, and integration ecosystem partners to build awareness, pipeline, and new-business campaigns
- Develop and deliver partner business plans
- Conduct proof-of-value technical validation engagements that connect the technology to customer and business value
- Stay current on competitive and market intelligence, and share relevant feedback with executive management and internal teams
- Maintain use and adoption of the sales technology stack, including Salesforce, Anthropic, Gong, LinkedIn Navigator, and Tableau
- Experience using Salesforce or another customer relationship management platform
- Knowledge of sales processes such as MEDDIC, Force Management, Challenger, or SPIN Selling
- Understanding of information security, risk and compliance, and corporate IT buying processes
- A demonstrated record of generating and winning new business in IT sales and acquiring new logos while meeting or exceeding quota
- The ability to manage a complex sales territory, customer relationships, and a pipeline independently
- A consultative approach to presenting ideas and products
- Ability to travel approximately 25-30% for regional meetings with prospects, customers, channel and ecosystem partners, and field marketing events
- Experience selling through channel partners and working with distributors, VARs, and MSPs
- Experience in corporate technology, SaaS, or cybersecurity, with knowledge of the cybersecurity industry, technology stack, and security processes and ecosystems