Partner Manager
BeyondTrust
Cyber Security
Mid-Market Account Executive
Abnormal Security
full-time
Posted on:
Origin: • 🇺🇸 United States • Florida
Visit company websiteSalary
💰 $85,000 - $100,000 per year
Job Level
Mid-LevelSenior
Tech Stack
Cyber Security
About the role
- Full-cycle sales role: work the deal cycle from prospect to close for accounts located in your territory.
- Sell Abnormal security solutions to your defined territory with the goal to overachieve new annual recurring revenue quota.
- Work Mid Market accounts (<3k mailbox organizations) from initial conversations through signing a contract and up-selling once they’re a customer.
- Prospect and generate new business opportunities with Mid Market accounts (<3k mailbox organizations) to supply enough pipeline for them to hit sales targets.
- Work with Customer success to ensure a timely renewal and expansion sale opportunities.
- Be a voice for the customer/prospect with internal teams including Sales Engineering/POV team, Product and Marketing to ensure appropriate prioritization to close more revenue.
Requirements
- Ability to hunt: a disciplined approach to early pipeline development. Comfortable and have demonstrated ability to prospect into Mid-Market accounts with the ability to leverage/ balance the pillars of demand generation: AE prospecting, Marketing, Channel, and Customer referrals.
- Good qualifier: Ability to uncover/discover customer problems and pains
- Good presenter: the ability to present and demonstrate value based off customer pain points.
- Disciplined in sales methodology / time management: Ability to systematically execute a disciplined sales process that can be repeated in parallel without sacrificing quality
- Ability to develop and present a business case to a customer showing high ROI across different dimensions to multiple stakeholders
- Ability to extract, document and organize lessons, knowledge and information about customers
- Ability to guide internal stakeholders through their own internal buying processes
- Grit; ability to find success in an early-stage environment without all the resources/teams available to much larger organizations
- Good understanding of how to leverage other departments including Sales Engineering, Marketing, Product and Customer Success.
- Cultural fit: VOICE (Velocity; Ownership; Intellectual Honesty; Customer Obsession; Excellence)
- 2+ years of experience selling in cybersecurity (Nice to have)
- 4 Years in an individual contributor role (Nice to have)
- MEDDIC, MEDDPICC, or Command of the Sale sales methodology training (Nice to have)
