Sales Executive - Cybersecurity Software

Less than 5 years experience  •  Software

$100K - $130K ($100K - $130K base + Commission)
Posted on 08/10/17 by Edith Varhelyi
Confidential Company
Washington, DC
Less than 5 years experience
$100K - $130K
($100K - $130K base + Commission)
Posted on 08/10/17 Edith Varhelyi

Our client is an emerging leader in cybersecurity for a motivated, self-ignited and perseverant hunter, with a proven successful track record with the  US IT Security/Cybersecurity ecosystem, to independently drive the acquisition of new customers, supporting them along the entire sales cycle, from introduction to ongoing after-sale management.

Positions are full-time, direct hire in a home office on West Coast or Northeast and require regular visits to customers.

MUST-HAVE Skills and Experience

  • A born hunter, capable to identify early-adopters within specific verticals, excite prospects and develop sales cycles from scratch, including business and technological presentations, ROI models, evaluation plans, objection handling, closing.
  • Proven track record of meeting and exceeding quotas in a technologysales environment. Pls indicate at least last 3 yrs quota achievement in resume.
  • Self-disciplined, well organized and capable to plan their work and work their plan on a weekly, monthly, quarterly and annual basis.
  • Results-oriented team player, with excellent ability to utilize and manage the organization's resources to achieve goals.
  • Fast learner, capable to adapt to new markets and new products.
  • 3-5years with a technology startup/small company with software based integrated systems product lines, preferably within the security or networking arena (must).
  • 3-5years with a security vendor (preferable).
  • 3-5years with a securitychannel partner (system integrator, distributor, reseller) (preferable).

Key metrics and quantifiable goals

  • Establish relationships with new customers and secure contracts with new customers that achieve assigned sales quotas and targets.
  • Drive the entire sales cycle from initial customer engagement to closed sales (and in some cases through delivery and ongoing account management).
  • Prospect for potential customers using various direct methods such as calling and face to face meetings, and indirect methods such as networking in a specific geographical region or industry vertical.
  • Qualify prospects against company criteria for ideal customers and sales.
  • Consult with prospect about business challenges and requirements, as well as the range of options and cost benefits of each.
  • Maintain a high level of relevant domain knowledge (the market, competitors, vendors, partners, etc) to have meaningful conversations with prospects.
  • Make presentations to senior managers and decision makers.
  • Draft and deliver proposals.
  • Work with technical staff and product specialists where required to address customer requirements.
  • Develop and maintain territory plans which outline how sales targets will be met on an ongoing basis.
  • Develop and maintain key account plans that identify opportunities for company to deliver value, strategic motivators, main stakeholders, buying processes and forecasted sales.
  • Report weekly on sales activity.
  • Keep detailed notes on prospect and customer interactions.
  • Provide forecasts on best case and most likely sales volumes over relevant time periods.
  • Work with delivery teams to proactively address problems.
  • Cultivate strong relationships with third party and partner companies that may be required to deliver full solutions to customers.
  • Work with marketing to plan and execute lead generation campaigns.
  • Provide feedback to sales management on ways to decrease the sales cycle, enhance sales, and improve company brand and reputation.
  • Provide feedback to company management on market trends, competitive threats, unmet needs, and opportunities to deliver greater value to customers by extending company offerings.
  • Identify sales support requirements and work withmarketing to develop improve sales tools
  • Be a positive representative of the company and its brand in the marketplace.
  • Conduct all sales activities with the highest degree of professionalism and integrity

Info: Secure-data-exchange; secure-data-access; software-defined-perimeter; High-Risk-Data-Security; 2FA; MFA; SFTP; VPN; MFT; Certificate-Management; Reverse-Proxy; IAM; DPI; A2A; DDoS; Ransomware; SSL-Keys; firewall.

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