Demonstrate a deep understanding of runZero and articulate its value to both IT Security and IT/OT Network teams
Demonstrate ability to position and advise to CISO and CIOs as an industry advisor; build and grow executive relationships with customers
Identify and drive targeted prospecting plan for accounts in key verticals
Identify opportunities and drive deals through the full sales cycle: prospecting, through deep discovery and qualification, presentations, demos, POVs, business justification, legal review, and procurement, to progress the deal to closure
Navigate and close high ASP, complex opportunities utilizing our value-selling framework and MEDDPPICC forecasting methodology
Develop and close business to consistently meet or exceed quarterly sales quotas
Maintain accurate pipeline management in SFDC with highly proficient forecasting
Build effective cross-team relationships with Solutions Engineering, Customer Success, Marketing, Engineering, and our Executive team to successfully team sell and ensure strategic alignment
Develop and grow relationships with strategic VARs in region
Be an excellent team player and mentor to your teammates inside and outside the department

Requirements

5+ years of selling cybersecurity software to Enterprise accounts with a strong track record of exceeding quarterly and annual sales targets
Successful track record of growing footprint and revenue within customer base through a land & expand model, through a customer-first mentality and consultative approach
Experience building strategic relationships and transacting with the channel
Possess the technical competency to understand runZero’s software and build strong relationships with highly technical customers
Ability to partner cross-functionally to ensure a collaborative customer engagement approach
Excellent communication skills and comfortable creating effective presentations
Growth mindset - you are open to and thrive on coaching and mentoring
Grit - experience working and winning in an early stage start-up environment without all of the resources and headcount available at much larger organizations
Hunter mentality - understanding and experience successfully executing on an outbounding strategy without reliance on a BDR
Experience utilizing a value-selling framework and MEDDPICC/MEDDPPICC throughout sales process
Proficient with a standard SaaS seller’s tech stack (SFDC, SalesNav, Gmail etc.)

Benefits

runZero pays for 100% of the premium platinum-level medical, vision, dental, life, and short-term disability coverage for you and your dependents.
401k: We match 4% of 401K contributions
Time off: We offer unlimited PTO, 11 official company holidays, and a recharge week at the end of the year
Paid parental leave: We offer 12 weeks of paid parental leave
Culture of collaboration: Our team is diverse, representing various backgrounds and perspectives, which fosters an inclusive and vibrant environment.

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

cybersecurity software salessales cycle managementvalue-selling frameworkMEDDPICC methodologypipeline managementforecastingconsultative sales approachoutbounding strategyland & expand modeltechnical competency in runZero

Soft Skills

communication skillsteam playermentoringrelationship buildinggrowth mindsetgritcollaborative engagementcustomer-first mentalitystrategic thinkingexecutive relationship management