Account Executive
BlueCat
full-time
Posted on:
Location Type: Remote
Location: United States
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Tech Stack
About the role
- Develop and execute the go-to-market sales strategies for existing and new accounts in alignment with the company strategy.
- Manage complex sales situation and large projects, including lead qualification, opportunity development, deal negotiation, closing, and product turn up.
- Build and nurture customer relationships to achieve business goals and ensure customer satisfaction.
- Make a significant contribution to building pipeline and closing net new sales.
- Orchestrate partner/distributor resources to drive opportunities to close.
- Work with Channel Account Managers (CAM) to scale through the partner channel and engage in joint selling opportunities to increase regional revenue return.
- Manage business forecasting (monthly forecast, weekly commit, and pipeline development) using Salesforce.com.
- Work closely with the engineering team to create integrated solutions that address complex problems focused on LiveAction’s value proposition.
- Work closely with the marketing team to continually update and refine solution positioning/messaging based on customer feedback and interaction.
- Present at industry events/tradeshows.
Requirements
- Experience with the TOLA (Texas, Oklahoma, Louisiana, Arkansas) partner and distribution ecosystem
- Mastery of a solution selling approach
- Experience with Riverbed, Netscout and other NPM solutions is a plus
- Five or more years of competitive Enterprise New Business and/or Account Management experience in the network industry.
- Experience in developing business in an assigned territory to achieve pipeline growth over 100%. Proven track record of achieving or exceeding set sales targets throughout career history.
- Hunter mentality with proven experience in effectively building quality pipeline
- Strong interpersonal skills (executive presence).
- Outstanding collaboration across groups and organizations.
- Ability to prioritize in a fast-paced rapidly changing environment.
- Knowledge of working with complex strategic accounts, including calls on key decision makers (CIOs, CISOs) and all other levels.
- Be able to position enterprise network solutions and articulate strategies to senior partner executives.
- Preferred: experience selling in network reporting, application performance monitoring or network security solutions
- Bachelor’s degree in Engineering, Science, Business, or equivalent.
- Excellent relationship building and creative consultative selling skills.
- Must be able to engage and manage cross-functional/virtual resources as part of an extended team.
- Strong verbal and presentation skills, including extensive experience leveraging virtual tools.
- Enthusiastic and creative team player.
- Understanding of large business organizations and their buying cycles is preferred.
- Able to travel approximately 50% of the time and to work from home.
Benefits
- A Professional Development Budget
- Dedicated Wellness Days and Wellness Week
- A Lifestyle Spending Account
- An Employee Recognition Program
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
solution sellingpipeline developmentsales forecastingaccount managementnetwork reportingapplication performance monitoringnetwork security solutionscustomer relationship managementdeal negotiationclosing sales
Soft Skills
interpersonal skillscollaborationprioritizationexecutive presencerelationship buildingconsultative sellingpresentation skillsteam playercreativityadaptability
Certifications
Bachelor’s degree in EngineeringBachelor’s degree in ScienceBachelor’s degree in Business