Absolute Security

Account Executive, State & Local Government, Secure Access

Absolute Security

full-time

Posted on:

Origin:  • 🇺🇸 United States • Arizona, Colorado, Idaho, Kansas, Montana

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Job Level

Mid-LevelSenior

Tech Stack

SFDC

About the role

  • Drive significant revenue growth from net new account acquisitions
  • Drive expansion within and across departments in existing customers
  • Create and execute territory and sales strategy for the region
  • Report to the VP of Sales, State & Local Government
  • Become a trusted advisor and product expert to all customers regarding network and endpoint security
  • Share customer best practices and acquire customer references
  • Attend onsite customer meetings and events
  • Develop and execute a territory sales strategy and managing a large customer base and geography
  • Manage complex, lengthy sales cycles for state and local government accounts
  • Data mine high potential accounts and identify key contacts
  • Follow up on leads provided through marketing resources
  • Work with channel partners to create leads and close joint business
  • Maintain high lead conversion rate and high daily targeted outbound activity
  • Use tech stack: Salesforce.com, Clari, Groove, Gong, DemandBase, ZoomInfo, LinkedIn Navigator
  • Build and maintain a four-quarter rolling 3x pipeline and accurate forecast
  • Maintain high level of customer and activity data
  • Travel up to 30%

Requirements

  • Proven track record of sales success in the enterprise software industry
  • Proven track record of developing, implementing, and executing strong territory management strategy
  • Become a trusted advisor and product expert to all customers regarding network and endpoint security
  • Share customer best practices and acquire customer references
  • Attend onsite customer meetings and events
  • Develop and execute a territory sales strategy and managing a large customer base and geography
  • Direct high-touch sales experience to state and local government accounts of all sizes , managing sometimes complex, lengthy sales cycles
  • Data mine high potential accounts, identify key accounts and contacts to engage
  • Follow up on all leads provided through marketing resources in a timely and effective manner
  • Work with channel partners to create leads and close joint business
  • Develop and maintain a high lead conversion rate
  • Maintain a high daily rate of targeted outbound activity
  • Effective tech stack utilization across Salesforce.com , Clari, Groove , Gong, DemandBase , ZoomInfo, LinkedIn Navigator
  • Build and maintain a four-quarter rolling 3x pipeline , ensuring an accurate forecast
  • Maintain high level of customer and activity data
  • Willingness to travel up to 30%
  • 5+ years of enterprise software sales experience with a minimum of 3+ years in the networking, security or mobility categories
  • Passionate about selling technology solutions and be able to communicate the value proposition to audiences of varying levels of seniority and technical understanding
  • Mentally agile, can process and retain complex information with ease and be both articulate and engaging
  • Knowledge of Security software market as a technology or set of technologies
  • Selling SaaS platforms, a plus
  • Extremely strong ability to build relationships, prospect and qualify new opportunities via Pipeline Growth activities
  • Proven experience selling and presenting to senior leaders and executives
  • Ability to communicate with people at all levels inside the organization
  • Ability to negotiate long-term license agreements directly with customers and transact through partners
  • Strong business acumen
  • The ability to over-achieve goals, highly organized with a desire to win, strong drive for results
  • Proven success in State & Local Government market strongly preferred
  • Experience selling with & through various state contracts and other government purchase vehicles
  • Experience with MEDDPICC and Force Management methodologies strongly preferred
  • Home office in Mountain West territory strongly preferred AZ, NM, NV, UT, CO, KA, NE, WY,ID, MT