We are seeking an experienced, highly motivated Senior Enterprise Software Sales professional. This position is responsible to sell to and support our partners leveraging all routes to market. The Account Executive will sell our Sudo Platform by gaining a thorough understanding of the client's business and the industry in which they compete, the corresponding product offering initiatives, identifying needs which the company can help resolve, developing compelling business value proposals for our solutions, and ultimately closing business. The Account Executive will also develop and maintain trusted relationships with senior level decision makers and other key buyers within the named accounts and partners.
Previous experience working in an early-stage organization is crucial; being self-motivated, critical thinker, independent with the ability to move forward without all the answers is critical.
This is a fantastic opportunity to work at a well-established global start-up, working with global leaders in the security and privacy space.
Responsibilities
- Exceed revenue quota goals on a quarterly, and yearly basis
- Creating your own book of business mapping out industries and accounts; prospecting and managing cadences across all prospective targets
- Demonstrate the ability to address each customer's and partner's unique inquiry, while providing them with the proper information and appropriate solution based on the customer's specific needs and interests
- Collaborate with Marketing to develop and execute marketing plans
- Follow-up on all leads supplied and ensure internal systems (i.e., CRM) are managed and updated across all stages
- Marshal and lead the appropriate resources to demonstrate the Sudo Platform's advantages to the customer
- Follow-up with prospects and clients ensuring consistent and ongoing coverage of account including new sales opportunities
- Understand and work in all aspects of the sales cycle, including qualifying, presentations, demonstrations, negotiations, and the closing process
- Develop and maintain a deep understanding of the territory including the target customer prospects, the ICP, potential partners, key influencers, and competitors
- Understand and communicate all product and technological strategies employed by competitive and complimentary organizations in the market space
- Maintain the highest level of customer and partner satisfaction within the accounts in your territory
- Maintain a positive, professional 'total customer service' attitude and demonstrate the company's "Stuff That Matters"
- Demonstrate the ability to create and manage conversations at all business and technical levels of a client's organization from their CEO to a Systems Administrator
- Utilize all channel management and reporting tools
Requirements
Skills:
- Prospecting Matters: as an early-stage company there will be a HEAVY emphasis on prospecting your own opportunities. You should expect upwards of 80% of your opportunities to be self-generated for the first 12-18 months
- Customer Focus: Act in ways that demonstrate customer focus and satisfaction by building effective relationships with customers, identifying, meeting and exceeding customer expectations, and by treating customers with dignity and respect
- Partner Focus: Act in ways that demonstrate partner focus and satisfaction by building effective relationships with partners, identifying, meeting and exceeding partner expectations, and by treating partners with dignity and respect
- Territory Management: Manage territory, considering each and all accounts collectively; establish accurate plans and forecasts; prioritize efforts; generate short term results while holding a long-term perspective to maximize overall territory viability
- Effective Communication: Deliver oral and written communications that are impactful and persuasive with their intended audience
- Industry Knowledge: In-depth knowledge of given industry and relevant marketplace; can speak with authority, e.g., on industry trends, best practices, competitive practices, regulatory issues, etc.
- Effective Selling: Utilize solutions-oriented, systematic approach to selling, leverage mastery of sales best practices
- Business Acumen: Understand key aspects of business, e.g., business models and competitive positioning; also understand how business operates, including role of structure, systems, and processes; can speak in business language when applying professional expertise
- Financial Acumen: Use financial analysis to make decisions, evaluate opportunities and choices; know how financial decisions impact business success
Education:
- Bachelor's degree or global equivalent in a software as a service IT, business or sales related field.
Experience requirements:
- 5 years of Business-to-Business Enterprise sales experience
- Privacy or Security Industry experience is an added bonus
- Proven results in a quota-oriented sales environment and an understanding of technology and technological innovations
- Proven negotiation skills and the ability to persuade and influence decision makers and executives is required. Effective at presenting to executive management, i.e. C-Level
- Professionalism, personal integrity, a high internal commitment to achieve success, the ability to build and maintain a vast network of professional relationships over a long period of time, strong oral and written communication skills
Finally, we expect you to score extremely high on our "Stuff That Matters":
Enhancing Privacy
Privacy is at Our Core
Growing as One team
Work Inclusively, Embrace Diversity, Succeed Together
Sharing Insights
Information empowers our decision making
Taking Ownership
Own it, enjoy it, learn from it
Feeding Curiosity
Always learning
We offer health, dental, vision & life insurance plans, unlimited PTO, cool office space, equity, catered lunches, and an exciting and innovative atmosphere. If you're interested in changing the world, we'd love to talk to you.
