Mid Market Account Executive, SLED
Abnormal Security
full-time
Posted on:
Location Type: Remote
Location: United States
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Salary
💰 $85,000 - $100,000 per year
About the role
- Recruit and hire a world class team of SLED sellers, on time and on budget
- Clearly articulate, manage and enable sellers to hit all key productivity metrics and milestones of growth
- Instill a disciplined approach to pipeline generation leveraging all available resources including field sales, marketing, channel partners, and sales development to accelerate new business.
- Develop an overall account strategy for the region resulting in strong execution and collaborative team selling.
- Partner closely with Sales Engineering to deliver outstanding product demonstrations and a repeatable technology validation / proof-of-concept program.
- Build a strong partnership with existing customers that focuses on value realization and customer retention delivered through high renewal rates, rapid upsell expansion, and customer referrals.
- Effectively forecast monthly/ quarterly revenue to executive leadership through disciplined deal inspection and forecast methodology.
- Develop strategic relationships with existing channel partners and the development of new channel partners.
- Facilitate Quarterly Business Reviews to measure sales productivity, plan execution, and progress against strategic objectives.
- Identify, cultivate, and close new business at executive levels (CISO/CIO/CTO) in midmarket accounts within the designated territory.
Requirements
- 4+ years of SLED Sales experience with a demonstrated track record of success exceeding sales quotas selling security, networking and/or software solutions.
- 2+ years leading a SLED sales team focused on growing new business and new logos.
- Strong hunter mentality: direct experience managing teams responsible for creating new demand, new customer acquisition, and sourcing new pipeline.
- A winner, someone who holds themselves accountable to consistent over-achievement.
- Successful experience closing complex sales with multiple buying influences in new or emerging solution categories.
- Experience establishing and fostering strong relationships with potential partners and customers at executive levels.
- Strong presentation and communications skills, competent translating technical features into business value.
- Familiarity and experience using consultative, value-based sales methodologies (Force Management, Challenger Sale, MEDDIC, etc.)
- Outstanding verbal, written, and presentation skills.
- Comfortable working in a highly fast-paced environment.
Benefits
- Bonus eligibility
- Restricted stock units (RSUs)
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
SLED Salessecurity solutionsnetworking solutionssoftware solutionssales forecastingpipeline generationconsultative sales methodologiesvalue-based sales methodologiescomplex salescustomer acquisition
Soft skills
leadershipcommunication skillspresentation skillsrelationship buildingaccountabilitycollaborationstrategic thinkingproblem-solvingadaptabilitysales productivity