Enterprise Account Executive - SoCal

Military, Veterans and Diverse Job Seekers; San Diego (CA); On-site; USD 120,000 - 165,000; Full time

Job summary

Military, Veterans and Diverse Job Seekers is seeking an Enterprise Account Executive for the Southern California region. You will identify high-value accounts, build a robust pipeline, and drive cybersecurity software deals to close with mid-market and enterprise clients.

Responsibilities include leading demonstrations and POCs, negotiating contracts, and coordinating with VARs to align portfolios with our offerings. A Bachelor's degree is required and Salesforce experience is essential.

Qualifications

• Bachelor's degree required.
• Proven cybersecurity and IT software sales experience.
• Several years of sales or business development experience.
• Experience selling cybersecurity software to mid-market and enterprise.
• Industry background and connections in Energy, Pharma, R&D/High Tech, Transportation, Communications and Manufacturing preferred.
• Experience with Salesforce, Gmail, MS Office and Web Conferencing required.
• Excellent written and verbal communication and presentation skills.
• Ability to develop a local market sales strategy and action plan.

Responsibilities

• Identify and drive targeted prospecting for key industry accounts.
• Identify qualified opportunities and build a diverse sales pipeline with direct customers.
• Manage pipeline with presentations, demos and POCs; drive deals to closure.
• Sell to companies with $3B+ revenue.
• Identify stakeholders, budgets, procurement timelines and requirements.
• Develop quotes, proposals, contracts and price negotiations.
• Drive deals to closure and meet sales quota objectives.
• Provide regular sales updates with metrics to executive management.
• Build relationships with strategic VARs aligned to our product portfolio.
• Prioritize target prospects by industry verticals and market segments.
• Gather competitive intelligence and share insights with market and product teams.

Skills

Cybersecurity sales

Sales experience

Enterprise sales

Industry network

Sales tools

Education

Bachelor's degree

Tools

Salesforce

Gmail

MS Office

Web conferencing

Job description

About the job Enterprise Account Executive - SoCal

The Account Executive will:

• Identify and drive targeted prospecting activities for accounts in key industry verticals
• Identify qualified opportunities and build a diverse sales pipeline with direct customers
• Manage pipeline activities including driving deals through presentations, demos and POCs; exhibit consistent deal progression to closure
• Will sell to companies that are $3 billion+ in revenue
• Identify deal stakeholders, understand budgets, procurement timeline and requirements
• Develop and manage quotes and proposals, contracts and price negotiations
• Drive deals to closure, meeting sales quota objectives
• Provide regular sales updates, including metrics for meetings, opportunities, POCs and deal closure to executive management
• Identify key stakeholders and understand their business needs and be able to articulate how we can solve problems for these stakeholders
• Develop and construct business relationships with strategic Value-Added Resellers (VARs) in the market that align their product portfolio to the company offering
• Work with staff to analyze target prospects and effectively prioritize and plan best approach to various industry verticals and market segments
• Gathering competitive intelligence and knowledge related to industry trends, share insights with market, product management and executive management

Candidate Profile:

Education & Certification / License Credentials:

• Bachelor's degree is required
• Proven experience in cybersecurity and information technology software sales
• Several years of experience in sales or business development required
• A proven track record of building pipeline and closing business deals is required
• Industry background and connections in the Energy, Pharmaceutical, R&D / High Tech, Transportation, Communications and Manufacturing is preferred.
• Experience selling cybersecurity software solutions to mid-market and enterprise clients strongly preferred
• Conceptual understanding of technical security solutions and models desired
• Conceptual understanding of OT network environments preferred
• Experience with the use of Salesforce, Gmail, MS Office and Web Conferencing products required
• Meticulous attention to detail and strong follow-up skills are required
• True blend of relationship building with Channel VARs and hunter mentality for direct sales is a must
• Strong understanding of the pursuit and acquisition of cybersecurity business
• Ability to work creatively and independently, with minimal supervision
• Strong ability to qualify opportunities
• Ability to communicate both business and technical level concepts to different core audiences
• Ability to read, analyze, and interpret business periodicals, professional journals or technical procedures, white papers and case studies
• Excellent written, verbal and presentation skills
• Ability to take the vision of the company and establish a sales strategy, objectives and action plan for the local market
• Ability to resourcefully and effectively execute and deliver on goals and action plans
• Sense of urgency to address issues right away, deal with problems, finish initiatives
• Ability to build relationships, collaborate and partner with clients to obtain confidence and trust
• Organized and creative with a focus on the growth of this venture
• Ability to adapt sales methods and tactics to various on the ground customer and market conditions

Personal Characteristics / Considerations:

• Strategic thinker and resourceful individual who can think out of the box and improvise to meet the demands of changing conditions
• Projects high energy
• Directs his/her own work
• Enjoys complexity and nuance
• Collaborative; communicates and interacts with transparency
• Exceptional analytical and reporting skills