Account Executive 4, Direct Sales - Northeast

RSA Security; United States; On-site; USD 280,000 - 350,000; Full time

Benefits offered by this job

Discretionary annual bonus

401(k) with company match

Flexible paid time off

Health, disability, and life insurance

Job summary

RSA Security seeks an experienced senior account executive to manage large, strategic accounts and build executive-level relationships across sectors. You will identify opportunities, craft differentiated offerings, and drive MEDDIC-based deals from qualification to closure.

In this role you will collaborate with cross-functional teams, negotiate complex contracts, and position RSA solutions to meet customer needs while delivering revenue growth in a fast-paced environment.

Qualifications

• 10+ years in relationship selling with a bachelor's degree.
• 5+ years selling to Strategic/Major Accounts.
• Experience with MEDDIC methodology.

Responsibilities

• Supports large, complex accounts.
• Gains access and manage relationships with senior leaders and executives.
• Identifies business trends and leverages strengths of the sales team to differentiate offering.
• Interfaces directly with customers to ensure satisfaction with RSA solutions.
• Identify opportunities for junior account managers to fill coverage gaps.
• Identify products and services to meet customer needs.
• Negotiate to meet customer needs and maximize opportunities.
• Possibly assigned to a national account of high strategic importance.

Skills

Relationship selling

Strategic/Major Accounts

MEDDIC methodology

Negotiation

Executive communication

Strategic planning

Independence

Education

Bachelor's degree

Job description

RSA provides trusted identity and access management for 12,000 organizations around the world, managing 25 million enterprise identities and providing secure, convenient access to millions of users. RSA specializes in empowering security-first organizations in financial services, healthcare, energy, technology services, and other industries to thrive in a digital world, delivering complete capabilities for modern authentication, access, lifecycle management, and identity governance. Whether in the cloud or on-premises, RSA connects people with the digital resources they depend on everywhere they live, work, and play.

For decades, RSA has pioneered many of the encryption, authentication, and identity federation technologies that still power the internet. And now RSA is transforming the industry yet again, paving the way for the future of digital identity through the RSA Unified Identity Platform; next-generation hybrid and cloud solutions; the first ever and only multi-functional, passwordless hardware authenticator; and a frictionless, mobile-optimized experience for the modern workforce. If you are self-motivated and looking for a fast-paced challenge doing something that truly matters, come join our winning team! For more information, go to rsa.com.

Principal Responsibilities

• Supports large, complex accounts
• Gains access and manage relationships with senior level leaders and executives
• Identifies business trends and leverages strengths of the sales team to create a differentiated offering and position ourselves to capture business
• Use complementary solutions from other areas of the business as a competitive strategy
• Interfaces directly with customers to ensure satisfaction with our solutions
• Identifies opportunities for junior account managers to fill a geographic or vertical coverage gap
• Identify appropriate products and services to meet the full range of customer needs
• Identifies cost effective and practical alternatives for the assigned business area by bundling products/service "solutions" to maximize our opportunity while meeting customer's needs
• Seen as an expert in a given segment and/or channel
• Point of contact for escalated issues
• Models and may coach effective team behavior
• Skillfully negotiate with others to achieve desired results/meet customer needs
• May be assigned to a specific national account that traditionally is high in complexity and strategic importance to the firm

Skills

• Ability to work in a high-pressure environment.
• Ability to work effectively with senior management.
• Advanced knowledge of and skilled in contract interpretation, negotiations and project management
• Advanced knowledge of strategic planning
• Advanced knowledge of company products and services
• Advanced oral, written, and presentation communication skills to interact with upper leadership, staff, vendors and clients
• Hunter and farmer mentality
• High drive for independence and success

Education & Experience

• 10+ years of related experience in a relationship selling role with a bachelor's degree
• 5+ years of successful selling to Strategic/Major Accounts
• Experience with MEDDIC methodology

Pay Range (On-Target-Earnings) $280,000 - $350,000

• Full-time, non-Sales US employees are also eligible for annual discretionary bonuses that are funded based on prior year company performance. RSA Sales team members are eligible to participate in company commission plans.
• In addition, RSA offers its eligible US employees a comprehensive array of benefit programs including flexible paid-time-off, health, disability, and life insurance, and a 401(k) retirement plan with company matching contributions.

RSA is committed to the principle of equal employment opportunity for all employees and applicants for employment and to providing employees with a work environment free of discrimination and harassment. All employment decisions at RSA are based on business needs, job requirements and individual qualifications, without regard to race, color, religion, national origin, sex (including pregnancy), age, disability, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, protected veteran status, genetic information, or any other characteristic protected by federal, state or local laws. RSA will not tolerate discrimination or harassment based on any of these characteristics. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training. All RSA employees are expected to support this policy and contribute to an environment of equal opportunity.

All employees must be legally authorized to work in the US. RSA and its approved consultants will never ask you for a fee to process or consider your application for a career with RSA. RSA reserves the right to amend or withdraw any job posting at any time, including prior to the advertised closing date.