Enterprise Security Account Executive — UK & Ireland

COFENSE; United Kingdom; On-site; GBP 90,000 - 120,000; Full time

Benefits offered by this job

Private Health Care

Uncapped Variable Comp

Paid PTO

Employee Appreciation Days

Job summary

Cofense is seeking an Account Executive to drive revenue growth across the UK and Ireland, focusing on enterprise cybersecurity solutions for large organizations. You will develop and close opportunities, build self-sourced pipelines, and collaborate with Channel and Marketing to expand Cofense’s market share.

You will demonstrate the value proposition through consultative selling, leveraging MEDDPICC in a two-tier partner ecosystem, with regular travel across the territory and a strong emphasis

Qualifications

• Proven direct sales experience, with an understanding of and comfort working within an exclusively two-tier fulfilment model.
• 4-6 years successful field sales experience in sales of information security services and products.
• Hands-on experience in information security services.
• Hands-on experience in incident response and computer forensics preferred.
• Hands-on experience with gateway mail filtering products preferred.
• Experience as a presenter on information security topics at conferences and events preferred.
• Demonstrable experience selling into FTSE 350 organisations.
• Strong track record of self-sourced prospecting; candidates must be able to evidence this.
• A consultative approach to sales, focused on understanding customer needs rather than product-led selling.
• Sandler sales training to at least a basic level.
• Strong working competence in the MEDDPICC qualification framework.
• Ability to provide live and web-based solution demonstrations, often without sales engineering support.
• Excellent negotiation, presentation and communication skills.
• Capability to present the value proposition to a variety of audiences.
• Demonstrated ability to forecast and manage information using SalesForce.com.
• Extensive contacts in the information security and/or security operations fields.
• Comfortable working alongside and supporting channel partners and marketing-led initiatives.
• A self-starting mindset with the creativity to structure and close complex deals.
• Ability to manage multiple high priority tasks to successful completion.
• Ability to work in a fast-paced, geographically dispersed organisation.
• Ability to travel as required across the UK and Ireland territory.
• Language requirements: English to fluent business standard. A second European language is beneficial
• Working knowledge of Salesforce.

Responsibilities

• Exceed quarterly and annual revenue goals to continue our explosive growth.
• Development and closure of opportunities for the Cofense solution, with a strong focus on Triage and Intelligence.
• Build relationships with key decision-makers in information security departments across a variety of industries.
• Prospect and build a self-sourced pipeline, with a particular focus on FTSE 350 accounts, to support quarterly and yearly targets, supplemented by BDR outbound activity, marketing-sourced leads from events, campaigns and webinars, and channel-initiated opportunities.
• Present and demonstrate the value proposition of Cofense to your strategic opportunities using a consultative, needs-led sales approach.
• Work closely with the Channel, given Cofense’s exclusively two-tier fulfilment model in this region, to find, develop and close new opportunities.
• Support and collaborate on channel and marketing-led initiatives across the territory.
• Drive your opportunities using the Cofense team (Professional Services, PreSales, Inside Sales, Customer Experience, Management) to assure the success of the closing.
• Apply consistent sales methodology and qualification discipline, using Sandler principles and the MEDDPICC framework.
• Represent the company at industry events, with regular travel across the territory as required.
• Share with the Cofense renewal team your expectations to assure customer satisfaction and renewal order on time.
• Report accurately through SalesForce and Gong the pipeline development and commitment.
• Notwithstanding any of your job duties and/or other requirements of your employment, you do not have any authority, and you are not being asked to, make any decisions on behalf of Cofense Inc. relating to negotiating, setting the price and terms of any proposal or sale of Cofense Inc.’s products and services to its customers or potential customers. All decisions relating to a proposal to sell or the sale of Cofense Inc.’s products and services shall be made solely by the management of Cofense Inc. located in the United States.
• Other duties as assigned.

Skills

Enterprise sales

Cybersecurity

MEDDPICC

Sandler

FTSE 350 relationships

Pipeline building

Presentation skills

Channel sales

Education

Bachelor's Degree

Tools

Salesforce

Gong

Job description

Cofense is seeking an Account Executive to drive revenue growth across the UK and Ireland, focusing on enterprise cybersecurity solutions for large organizations. You will develop and close opportunities, build self-sourced pipelines, and collaborate with Channel and Marketing to expand Cofense’s market share.

You will demonstrate the value proposition through consultative selling, leveraging MEDDPICC in a two-tier partner ecosystem, with regular travel across the territory and a strong emphasis