Enterprise Account Executive

Trellix; United States; Hybrid; USD 120,000 - 180,000; Full time

Benefits offered by this job

Retirement Plans

Medical, Dental and Vision Coverage

Paid Time Off

Paid Parental Leave

Flexible work hours

Job summary

Skyhigh Security is seeking an Enterprise Account Executive to drive new bookings for a complex security product suite. You will develop direct sales opportunities, assess customer requirements, and craft tailored solutions for enterprise accounts.

You will engage with CISOs and senior stakeholders, manage the full sales cycle, and leverage channel partners to expand mindshare and revenue. A hybrid work model is offered with strong earning potential.

Qualifications

• 5-15 years’ experience in a quota carrying role selling security or disruptive tech solutions.
• Strong relationships with CISOs and senior stakeholders.
• Proven ability to manage complex sales cycles and MEDDPICC.
• Experience building and closing direct sales opportunities.

Responsibilities

• Create a prospecting strategy to identify potential customers and build sales pipeline.
• Manage the sales process and coordinate with technical resources to meet requirements.
• Lead customer engagements at multiple levels, including CISO and board level.
• Drive POCs/POVs and upsell Skyhigh Security products and solutions.

Skills

Cyber Security

Account Management

Consultative Selling

Forecasting

Negotiation

Communication

Product Knowledge

Tools

Salesforce

Clari

Job description

Job Title: Enterprise Account Executive

About Skyhigh Security

Skyhigh Security is a dynamic, fast-paced, cloud company that is a leader in the security industry. Our mission is to protect the world’s data, and because of this, we live and breathe security. We value learning at our core, underpinned by openness and transparency. Since 2011, organizations have trusted us to provide them with a complete, market-leading security platform built on a modern cloud stack. Our industry-leading suite of products radically simplifies data security through easy-to-use, cloud-based, Zero Trust solutions that are managed in a single dashboard, powered by hundreds of employees across the world. With offices in Santa Clara, Aylesbury, Paderborn, Bengaluru, Sydney, Tokyo and more, our employees are the heart and soul of our company. Skyhigh Security Is more than a company; here, when you invest your career with us, we commit to investing in you. We embrace a hybrid work model, creating the flexibility and freedom you need from your work environment to reach your potential. From our employee recognition program, to our ‘Blast Talks' learning series, and team celebrations (we love to have fun!), we strive to be an interactive and engaging place where you can be your authentic self. We are on these too! Follow us on LinkedIn and Twitter@SkyhighSecurity.

Role Overview

The Enterprise Account Manager will be responsible for driving net new sales and incremental bookings of existing accounts for a complex suite of Skyhigh Security products, solutions, and services within the assigned territory. The role requires in-depth knowledge of security technologies, competitors, and the ability to generate value by delivering successful solutions to customers. The Account Manager is responsible for developing direct sales opportunities, evaluating customer requirements, and creating tailored customer solutions that lead to new bookings.

About the Role

• Create a prospecting strategy to identify potential customers, develop relationships, build sales pipeline, prepare and present solutions, and negotiate contracts that achieve quarterly sales quotas.
• Manage the sales process and leverage internal technical resources as needed to meet customer requirements.
• Analyze the customer environment, scope customer requirements, and collaborate with technical resources to close sales opportunities.
• Work closely with customers to drive POCs and POVs.
• Upsell and cross sell Skyhigh Security products and solutions based on customer needs.
• Generate demand with channel partners, resellers and end‑user customers to grow mindshare, product awareness, and business relationships.
• Develop relationships internally with key stakeholders.
• Engage and present at multiple levels within an account including CISO, key stakeholders and board level.
• Develop account and opportunity plans to improve account strategy.
• Maintain customer satisfaction.
• Develop relationships with our channel and service partners to create strategic opportunities.

About You

• 5-15 years’ experience in a quota carrying role selling products within the security industry or other disruptive technology sectors (e.g. AI/ML) with deep relationships with CISOs and customer stakeholders.
• Experience generating direct sales opportunities; must have strong prospecting skills, ability to build sales pipeline and possess a strong track record of achieving quarterly sales quotas.
• Ability to manage the sales process (MEDDPICC) and negotiate contracts.
• Deep knowledge of the customer’s requirements and security challenges.
• Strong business acumen and ability to build C-level relationships.
• Must be able to interpret and execute opportunities within complex organizations.
• Ability to engage members of the presales and professional services organizations at multiple stages of the sales cycle including POCs and POVs.
• Strong relationships with channel partners and system integrators.
• Must possess excellent presentation skills.
• Requires working knowledge of consultative sales methodologies, preferably MEDDPICC.
• 3-5 years’ experience with Salesforce and Clari.
• Looking for results oriented, start‑up mindset.
• Integrity, confidence, patience, perseverance, interpersonal skills, self‑awareness, tech savvy, financial acumen (business case/ROI).

Skills

Cyber Security, Account Management, Consultative Selling, Business Planning, Communication, Negotiation, Product Knowledge, Forecasting.

Company Benefits and Perks

• We believe that the best solutions are developed by teams who embrace each other’s unique experiences, skills, and abilities.
• We work hard to create a dynamic workforce where we encourage everyone to bring their authentic selves to work every day.
• We offer a variety of social programs, flexible work hours and family‑friendly benefits to all of our employees.
• Retirement Plans
• Medical, Dental and Vision Coverage
• Paid Time Off
• Paid Parental Leave
• Support for Community Involvement

Our Commitment to You

At Skyhigh Security, we are committed to creating a safe and trustworthy experience for our customers, employees, and candidates. Please be aware that fraudulent recruiting activity can occur through fake job postings or impersonated communications. Skyhigh Security conducts interviews through professional channels only and does not use text messages, instant messaging, or group chats for interviews. We will never request sensitive personal information—such as your date of birth, Social Security number, or national ID number—during the interview process. Skyhigh Security also does not require candidates to pay fees, purchase products or services, or process payments of any kind as part of the recruiting or hiring process. And Skyhigh Security will never keep any original work authorization documents that we may be required to review during the hiring process.

Trellix is a global company redefining the future of cybersecurity and soulful work. The company’s comprehensive, open and native cybersecurity platform helps organizations confronted by today’s most advanced threats gain confidence in the protection and resilience of their operations. Trellix, along with an extensive partner ecosystem, accelerates technology innovation through artificial intelligence, automation, and analytics to empower over 50,000 business and government customers with responsibly architected security. More at https://trellix.com.